1. Readiness/VLA Certification Jean Pong and Donal Barry

3. Query & CommunicationManagement “COMpentency” Internal Skills Channel Ops Readiness Mission & Pillars To create positive business impact and enable our Partners to realize their potential by empowering them with operations knowledge within a consistent readiness framework EngagementManagement Training&Certification 1

4. Execution & Measurement Account Mgmt Subsidiaries Channel Partners Contract Mgmt Scorecard Quality Relevance Timely Availability Access Passion People Skills Knowledge Experience CPE (Service) DNA Quality Speed Relevance Follow-through QBR Pulse Check Budgeted vs. Actual Engagements CP Survey PI: Account Management turnover Post-event Surveys PI: Channel Partner NSAT PI: Email/Online Support: Avg. Cycle time of IT inquiries PI: Reactivated ITs Inquiries PI: Queries to transactions PI: IT Inquiries w/ greater than 4 inbound communications PI: Pricing errors to ACDs PI: Channel Partner NSAT CP Survey Hits on online training materials Trend-down of queries on Trained topics Post-training Surveys Returns Process Pulse Check Focus Groups PI: Channel Partner NSAT Performance Reviews Certification Sessions COMpetency Roadmap Status PI: Channel Partner NSAT Post-training Surveys SWAT Team / Biz Desk ChOps Scorecard CAS Support RCOM Partner Visits Contract Process Improvement Governance Effective Controls Uniformity Biz Insights WW Scorecard MSE Replacement Express Lane Agreement Tracking eBattlecards & Quick Ref Packs Knowledge Center System VL Admin Cert Tool Triple Play SMART Tool APOC CP Training Framework Partner Handbook VL / FPP Manuals Robo Demos COMpetency Syllabus COM Certification Mentoring Mandatory one week OM training Training & Certification Engagement Management Query & Communication COMpetencyCOMpetency Measurements Projects Drivers (Note: PI = Predictive Indicator) 4

5. OUR Joint Readiness Engagement Map Partner MS Readiness Team Microsoft COM LAR Conferences, Focus Groups & Pilots Annual Partner Survey & Pulse Checks

6. Partner Readiness Roadmap New Partners Existing Partners Long-time Partners 1.New Partner Kit 2.e-Certification (Basic) 1.Handbooks/Guides 2.e-Certification (Intermediate) 3.Quick Reference Materials 1.e-Certification (Advanced) 2.Knowledge Center 3.Biztalk Roll-out 4.Participation in Feedback loops, Focus Groups, and Readiness UATs Time  Within 1 st month of signing MS Contract < 2 years with MS > 2 years with MS 1.Program Updates 2.Pulse Checks 3.Conferences 4.QBRs 1.COM Coaching 2.Program Updates 3.Pulse Checks 4.Conferences 5.QBRs 1.COM Training 101 2.COM Coaching 3.Program Trainings 4.Pulse Checks 6

7. Channel Partner Readiness Launches January 2006 LAR Quick Reference Kit April 2006 Softcopy published in Q2 FY06; Hardcopy August 2006 August 2006 Note: Indicates English launch date. Published softcopies are available on Explore.ms and are updated on a quarterly basis. Channel Ops Readiness Sales & Marketing Executive Update September 2006 (Internal MS) 8

8. Channel Partner Readiness Launches Distributor Quick Reference Kit September 2006 New Partner Kit September 2006 Note: Indicates English launch date. Published softcopies are available on Explore.ms and are updated on a quarterly basis. 9 Online VLA Certification in New Zealand November 2006

9. What’s Next? Select 6.5 Handbook Jan/Feb 2007 CASA Handbook May 2007 EA 6.5 Handbook Jan/Feb 2007 Knowledge Base Internal Pilot June 2007 Online VLA Certification – Australia and Beyond 2007 ESA Handbook June 2007

10. Volume Licensing Administration (VLA) eCertification Course

11. What’s it all about Microsoft’s VLA eCertification is a skill-based program that utilizes a series of online learning courses, assessments and exams by which individuals can build skills and gain certification in Microsoft Volume Licensing Administration. The program provides a structured learning approach to Operations processes and requirements and in doing so further improves the individual and the partners’ operational skill set. Additionally the improvement in your processing knowledge assists you to manage processing costs through the reduction of invalid agreements/orders/ adjustments and associated rework.

12. Overview Online learning courses (3 Modules) Includes one overview course and two skills areas:  Volume Licensing Essentials (Overview)  Volume Licensing Agreement processing (Skill Building)  Microsoft Operational Tools (Skill Building) There are ten (10) courses to be completed to become a certified VL Administrator Online exams and assessments These are included at the end of each course to test or confirm the individual’s knowledge on the subject matter presented. Passing each exam or satisfying the assessment criteria takes the individual one step closer to VLA eCertification It’s free! There are no course or exam fees and because the course is web based, you can access them from work or home (provided you have internet access). Upon completion Once you have completed the required courses, your Channel Operations Manager will present each individual with an eCertificate via email and notify the Partner organization of the success!

13. Target Audience Primary Secondary Partner:  Operations Specialists  Licensing Specialists Partner:  Licensing new hires  Programs new hires  Processing new hires

14. Scope In Scope  Scaled roll out APAC & GCR  (Piloted & rolled out in NZ (NOV) next Stop Australia)  10 Courses  (8 currently available, 2 in development due by end Dec ’06)  Licensing/Operations Processes and Tools Out of scope  E-Open  MVLS  Licensing programs and tools  (e.g. MOPET, CPS creation etc)

15. VLA at a Glance Program Structure: The course will consist of 3 Modules and up to 10 Courses The recommended order of progression through the eLearning course is as follows

16. How To Access To find out more visit the following URL via the partner portal. https://training.partner.microsoft.com/plc/ Then follow the instructions to access and take the VLA eCertification program at: Key word: VLAeCert This will be backed up with a User Guide (Readiness format) which explains the detail of the program. This will also be avail on ExploreMS and will be sent to you via VLCOMM

17. Training Site

19. Key word: VLAeCert

20. Course Information

21. Registration

23. DEMO https://training.partner.microsoft.com/plc/search_adv.asp x?ssid=57A88D276E794ED5AAEACD120DEB1BE2 https://training.partner.microsoft.com/plc/search_adv.asp x?ssid=57A88D276E794ED5AAEACD120DEB1BE2

24. Demo 1

25. Demo 2

26. Demo 3

27. Assessment

28. Correct Answer

29. Incorrect Answer

30. Score

31. For Partners Progress is tracked individually - (PI privacy issue) Individuals can view their status online through PLC website https://training.partner.microsoft.com/plc https://training.partner.microsoft.com/plc Individuals are able see an overview of their program status in three categories:  Scheduled courses  In Progress courses  Completed courses Tracking

32. My Training Prior to Course

33. Updated My Training

34. Proposed Use of VLA Program The structure and requirements of the VLA course will be communicated in detail through the program guide AUS – VLA & Certification tied to Channel Agreements via Project Refresh  1 appointed VLA/partner (min)  +70% Pass Rate 60 days to complete from availability New Hires:  Complete within 60 days of joining the LAR Ops team Staff turnover: If VLA leaves,  LAR to appoint & complete VLA within 90 days Course Updates/Refresh:  Complete updates within 90 days of availability e-Certificate presented only upon completion of all required modules  VLA certification can be carried with individual QBR component tied to LAR program criteria  VLA certification to be agenda item on business reviews

35. For APOC Tracking Participation in the program can be tracked by the Channel Management team @ APOC  Channel Manager will present each individual with a e- certificate on completion of the required exams.  Channel Manager will notify the Partner organization of the VLA completion.

36. VLA Deliverables Course Guide Processes  Partner PLC  E-Cert Process Metrics Reporting  Internal Scorecard Maintenance  Commitment from corporate is for all new refreshes to be updated each Quarter

37. What Next?  Launch in AUS Q4 > kicks off 1 March 2007  Identify participants  1 or more Partner VL Operations staff to participate.  COM to gain commitment from each LAR re timelines/# of employees to complete  Review/Update the handbooks  Partner ready  Escalation Path, Log on info, etc etc  Internal COMs  Complete the prescribed courses within 60 days of availability  eCert will be given on completion of all relevant courses.

38. Certificate Example

39. Feedback From Pilot “.......filling out the agreements/enrolments from an Adobe attachment is a good idea, pretty realistic to how it happens normally....” “I’ve been in Licensing for 8yrs (didn’t think I needed the course), 4 new employees who took the course were asking me lots of curly questions so I had to take them & found them very relevant indeed ” “...…All very valid information in these exams, at the end it gives you a very good understanding of what Microsoft are looking for and what you should and should not do before sending the agreement to MS for approval.” Great for new hire induction….” “…....Very very excited about this.....much needed (for me);o) ” “…….Ive completed all the courses already” excellent mode for training, why didn’t you think of this sooner MS….”

40. THANK YOU!!!