1. Business Productivity Infrastructure Optimization Campaign 1 Day 1: Business Productivity Infrastructure Optimization (BPIO) campaign We will introduce partners to the concepts of BPIO. They will understand the Current market and the opportunities in the market. Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion. TimeModuleDescription 8:00 a.m. – 9:00 a.m.Breakfast and networking 9:00 a.m. – 9:30 a.m.1 - Introduction Overview of the workshop providing guidelines and agenda of the program 9:30 a.m. – 10:00 a.m.2 - Market Overview & Partner Opportunity Overview of the current market and partner opportunities within the market 10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign 11:00 a.m. – 12:00 p.m.4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 12:00 p.m. – 1:00 p.m. Lunch Break 1:00 p.m. – 2:00 p.m.4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging with Microsoft Overview of the CES methodology as well as resources for engaging with Microsoft 3:30 p.m. – 4:30 p.m.6 - Microsoft Enterprise Search Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign Agenda: BPIO Partner Sales Readiness Workshop

2. Business Productivity Infrastructure Optimization The BPIO Campaign for Microsoft Office 2007 Module 5 – CES Methodology And Co-Engaging With Microsoft

3. Business Productivity Infrastructure Optimization Campaign 3 Module 5 – Learning Objectives Microsoft Solution Selling Process (MSSP) Overview of Customer Engagement Solutions Customer Engagement Solutions (CES) Process CES Methodology Solution Briefing (SB) Architecture Design Session (ADS) Group Discussion Resources, Offers and Sales Tools

4. Business Productivity Infrastructure Optimization Campaign 4 Advancing the Sale with Customer Engagement Solutions Business Productivity Infrastructure Optimization Campaign

5. 5 Microsoft’s Support For Customer-Centric Solution Selling Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery TDM IO Campaigns: BPIO Customer Engagement Solutions (CES) BDM Customer Campaigns

6. Business Productivity Infrastructure Optimization Campaign 6 Opportunity Management ProspectQualifyDevelopSolutionProofClose Proof of Concept Architecture Design Session Solution Briefing Solution Development Standardized Customer Engagement Methodology and Customer Deliverables BV and Technical Content (i.e., case studies, battle cards) BV and Technical Tools (i.e., ROI calculator demos) CES Package Customer Engagement Solutions Methodology

7. Business Productivity Infrastructure Optimization Campaign 7 BDM Initiated Opportunity Solution Briefing (BDM Scenario Centric) ADS (BDM Scenario Centric) BPIO Profiling/ Marketing Activities (Microsoft or Partner) Proof of Concept TDM Initiated Opportunity Solution Briefing (BPIO Capability Centric) ADS (BPIO Capability Centric) Dual Entry Points From Sales And Marketing Customer engagement solutions Opportunity Management ProspectQualifyDevelopSolutionProofCloseDeploy

8. Business Productivity Infrastructure Optimization Campaign 8 Solution Briefing Workshop Set ContextSolution Overview Process Analysis Business Value Solution Vision High Level Process Pains Relevant Challenges (Key Pains) Demo (Click through demo) Review Existing Process Create Desired State Process Flow (Leverage Template Identify Relevant Capabilities (Using BPIO) High Level Value to Business Discussion Discuss “Relevant Capabilities” from Demo Discuss Benefits to Business for Relevant Capabilities Align Benefits and Capabilities to build Solution Vision

9. Business Productivity Infrastructure Optimization Campaign 9 Architecture Design Session (ADS) Framework Set ContextSolution Overview Process Analysis Business Value Discuss “Relevant Capabilities” from Demo VPC Based Demo Point Out Technologies For Relevant Capabilities Develop Conceptual/ Logical Architecture Develop Scope and Specifications for POC Discuss Technologies Vision Scope Input from Solution Briefing

10. Business Productivity Infrastructure Optimization Campaign 10 Drive, Win, Grow With BPIO Customer engagement solutions support and guidance ECM – ERM Ent. Records Management SB Workshop SB Delivery Guide ADS Workshop ADS Delivery Guide UCC – ISP SB Workshop SB Delivery Guide ADS Workshop ADS Delivery Guide BI – ISMR SB Workshop SB Delivery Guide ADS Workshop ADS Delivery Guide

11. Business Productivity Infrastructure Optimization Campaign 11 Drive, Win, Grow With BPIO BPIO Technical Demonstration Toolkit All up IW (with ECM) BPIO ADS Microsoft Enterprise Search BPIO – BI with Hands on Labs (HoL) UCC – Day in the Life Retail Healthcare Federal Disaster Management IT Governance (Flash demo only)

12. Business Productivity Infrastructure Optimization Campaign 12 Drive, Win, Grow With BPIO SharePoint Server 2007 Migration Planning and Resources DVD Why Migrate to SharePoint Getting Started Planning Guides How to Migrate from… Upgrading to… Microsoft ISV Partners

13. Business Productivity Infrastructure Optimization Campaign 13 Drive, Win, Grow With BPIO ISV Partner Showcase The latest ISV solutions for 2007 Office system Solution Profiles Sales Sheets as available ISV contact information

14. Business Productivity Infrastructure Optimization Campaign 14 Business Productivity Infrastructure Optimization Campaign Co-Engaging With Microsoft

15. Business Productivity Infrastructure Optimization Campaign 15 Microsoft Field Roles And Responsibilities Corporate accounts (500-1,000 employees or computers) Major accounts – (More than 1,000 employees or computers) The Microsoft Enterprise and Partner Group (EPG) focuses on two customer segments The Microsoft Small and Midsize Solutions and Partner Group (SMS&P) focuses on the following two customer segments Small businesses (< 25 employees or computers) Midsize businesses (25-500 employees or computers)

16. Business Productivity Infrastructure Optimization Campaign 16 Microsoft Field Roles And Responsibilities Partner Team Unit (PTU) Is measured on both Partner satisfaction and the revenue they drive with and through Partners Drives Partner solution segmentation and selection Account Team Unit (ATU) Maintains annual account plans for major and corporate accounts Works at the executive level with customers and with Partners to propose joint solutions to customers Specialist Team Unit (STU) Supports the ATU and manages specific sales opportunities Helps drive sales process through product and solution knowledge Industry Unit The Industry Unit Is responsible for driving sales in the top industries Microsoft Consulting Services (MCS) The Microsoft field worldwide is organized into five main groups

17. Business Productivity Infrastructure Optimization Campaign 17 Microsoft Field Execution Model And Partner Role Account Planning: Account Discovery and Profiling based on Information Worker maturity model AM, ATS, TAM, ESC, SSP-IW, SSP- AppPlat Subsidiary Marketing Opportunity Management ProspectQualifyDevelopSolutionProofClose Proof of Concept Architecture Design Session Solution Briefing Solution Development AM, ATS, SSP-IW STU-SSP Partners STU-TSP Partners SSP-IW Partners Sales Marketing Profile Gap Analysi s Growth Strategy Awareness Demand Generation Partner

18. Business Productivity Infrastructure Optimization Campaign 18 STEP 3: Growth Strategy Agree Account plan with Customer Microsoft Opportunities Joint review list of customer opportunities Partner Opportunities Sales Process: Profile, Gap Analysis, Growth Strategy STEP 2: Gap Analysis Analyze discovery results and identify potential opportunities Internal Discussion/ Microsoft View BPIA - Internal Discussion/ Partner View STEP 1: Profile Conduct discovery Infrastructure Optimization Models Enter opportunities into Siebel AP – SSP AP BP – SSP IW Core Infra – ATS Partner/MCS Opportunity Leverage Customer Engagement Solutions Opportunity Management/ MSSP Leverage EPG Ecosystem

19. Business Productivity Infrastructure Optimization Campaign 19 Field Sales And Partner Engagement Drive opportunity Leverage this strategy in the context of your business, independently of Microsoft! Engage with Microsoft Help account teams in Discovery Phase The BPI Analyzer is based on the same questions and model as EPG profiler Assist with deeper assessments once initial discovery happens Work with account teams to prioritize projects and solidify account plans Deployment and ongoing maintenance

20. Business Productivity Infrastructure Optimization Campaign 20 Microsoft Consulting Services (MCS) Microsoft Services grows the market for Microsoft platform and associated services, the majority of which are delivered by Partners In the fiscal year of 2006, 78% of Microsoft Consulting Services’ revenue was derived from customer projects in which Microsoft was working with a Partner to deliver services These engagements offer an opportunity to create and share best practices, build strong relationships, and promote on-going Partner services to customers

21. Business Productivity Infrastructure Optimization Campaign 21 Best Practices For Co-Engaging With Microsoft Map Partner solutions to Microsoft sales priorities and product groups, such as the Business Productivity Infrastructure Optimization (BPIO) Campaign Build relationships with Microsoft peers such as the Partner Account Manager (PAM) Understand Microsoft field motivators Take advantage of Microsoft co-marketing opportunities

22. Business Productivity Infrastructure Optimization Campaign 22 Opportunity Management ProspectQualifyDevelopSolutionProofClose Proof of Concept Architecture Design Session Solution Briefing Solution Development AM, ATS, SSP-IW STU-SSP Partners STU-TSP Partners SSP-IW Partners Partner Microsoft Field Execution Model And Partner Role

23. Business Productivity Infrastructure Optimization Campaign 23 Solution Briefing Workshop Set ContextSolution Overview Process Analysis Business Value Solution Vision High Level Process Pains Relevant Challenges (Key Pains) Demo (Click through demo) Review Existing Process Create Desired State Process Flow (Leverage Template Identify Relevant Capabilities (Using BPIO) High Level Value to Business Discussion Discuss “Relevant Capabilities” from Demo Discuss Benefits to Business for Relevant Capabilities Align Benefits and Capabilities to build Solution Vision

24. Business Productivity Infrastructure Optimization Campaign 24 Architecture Design Session Framework Set ContextSolution Overview Process Analysis Business Value Discuss “Relevant Capabilities” from Demo VPC Based Demo Point Out Technologies For Relevant Capabilities Develop Conceptual/ Logical Architecture Develop Scope and Specifications for POC Discuss Technologies Vision Scope Input from Solution Briefing

25. Business Productivity Infrastructure Optimization Campaign 25 Microsoft Partner Program Information Worker Competencies Business Productivity Infrastructure Optimization Campaign

26. 26 Business Intelligence Perception Campaign BDM Audience TDM Audience Information Worker Competency People_Ready Business Business Decision Maker Campaigns Business Productivity Infrastructure Campaigns Portals and Collaboration Office Smart Client Development Deployment 2007 Microsoft Office system Programs, Servers, Services Information Worker Solution Showcase Build Customer Connection s Improve Compliance Unified Communication and Collaboration Enterprise Content Management Drive Business Performance Find, Use, Share Information Competency Level Information worker competency alignment in FY ’08 Unified Comms ECM and Forms Search* Data Visualization EPM Performance Management

27. Business Productivity Infrastructure Optimization Campaign 27 Scale Capacity Expertise Microsoft Competencies Build Customer Confidence In Partners IO Opportunities Core Infrastructure Information Work Solutions Networking and Advanced Infrastructure Security Solutions Business Productivity Infrastructure Information Work Solutions Networking and Advanced Infrastructure Data Management Solutions Application Platform Infrastructure Custom Development Solutions Business Process and Integration Data Management Solutions Independent Solution Vendor Solutions

28. Business Productivity Infrastructure Optimization Campaign 28 Information Worker Solutions Competency Benefits Information Worker Competency provides tangible partner benefits and readiness infrastructure Only Information Worker Competent partners receive exclusive access to content and offers recognizing their investments in the Information Worker business Access to co-marketing and BIF investments New partner readiness assets focused on Office 2007 technologies and customer scenarios will become available to Information Worker Competent partners onwards https://partner.microsoft.com

29. Business Productivity Infrastructure Optimization Campaign 29 Microsoft’s Support For Customer-Centric Solution Selling Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery TDM IO Campaigns: BPIO Customer Engagement Solutions (CES) BDM Customer Campaigns

30. Business Productivity Infrastructure Optimization Campaign 30 Summary The CES Methodology is a workload/initiative-specific package of methodology, content, and tools for use during customer engagements within opportunity management During the Solution Development you need to capture the prospect’s interest in your offering and next, it will be important for you to diagnose your customer’s specific needs and determine if this prospect could be a potential customer to you The Solution Briefing process uses information gathered from entry criteria and during a solution briefing workshop develops a value proposition that demonstrates alignment of Information Technology capabilities to customer business goals

31. Business Productivity Infrastructure Optimization Campaign 31 Summary The Architecture Design Session is a framework with a collection of tools and methodologies to help Microsoft field and Partners promote Office system-based solutions Engaging with Microsoft provides the following benefits: helps to foster and manage a strategic relationship, allows development of joint business plans and marketing programs and lets Partners and Microsoft sell jointly to customers

32. Business Productivity Infrastructure Optimization Campaign 32 Group Discussion As a group, discuss your past experiences working through the following Solution Development Solution Briefing Architecture Design Session Proof of Concept Conclusion If you have completed a Customer Engagement Solutions as an entire strategy, how much of the strategy was used? What do you see as the value of the additional stages in the strategy?

33. Business Productivity Infrastructure Optimization Campaign 33 Business Productivity Infrastructure Optimization Campaign Local Field Role Contacts and Resources

34. Business Productivity Infrastructure Optimization Campaign 34 Role Description What they do; how it aligns with CES Commitments How they’re measured/ compensated Name/Contact Manager Information AM IW SSP TSP Local Microsoft Field Roles (From IW BG Lead)

35. Business Productivity Infrastructure Optimization Campaign 35 Resources For Co-Engaging With Microsoft Microsoft Partner Program http://Partner.microsoft.com http://Partner.microsoft.com Microsoft Partner Learning Center http://www.msusaPartnerreadiness.com/competency.asp?cid=560 http://www.msusaPartnerreadiness.com/competency.asp?cid=560 Gain your Microsoft Partner Program Competency for Information Worker http://www.msusaPartnerreadiness.com/competency.asp?cid=560 http://www.msusaPartnerreadiness.com/competency.asp?cid=560 Showcase your Partner solution in the Office Solution Showcase Directory https://iwsolve.Partners.extranet.microsoft.com/ https://iwsolve.Partners.extranet.microsoft.com/ Microsoft Solution Selling Process course information and registration http://www.msusaPartnerreadiness.com/IL_abstract.asp?eid=50144 68 http://www.msusaPartnerreadiness.com/IL_abstract.asp?eid=50144 68

36. Business Productivity Infrastructure Optimization Campaign 36

37. Business Productivity Infrastructure Optimization Campaign 37

38. Business Productivity Infrastructure Optimization Campaign 38 Business Productivity Infrastructure Optimization Campaign Appendix

39. Business Productivity Infrastructure Optimization Campaign 39 Account Team Unit (ATU) consists of the following roles: Sales ManagementTechnical Account Manager Inside Account ManagerSolution Sales Professional Enterprise Strategy ConsultantServices Executive Account ManagerAccount Technology Specialist Microsoft Field Roles and Priorities Account Team Unit Maintains annual account plans for major and corporate accounts Works at the executive level with customers and with Partners to propose joint solutions to customers Allocation of ATU resources is dependent on customer requirements Partners should work directly with the appropriate account team to learn about the Microsoft account plan

40. Business Productivity Infrastructure Optimization Campaign 40 Partner Team Unit (PTU) consists of the following roles: PTU ManagerPartner Manager Partner Technical SpecialistPartner Account Manager Microsoft Field Roles And Priorities Partner Team Unit The Partner Team Unit Is measured on both Partner satisfaction and the revenue they drive with and through Partners Drives Partner solution segmentation and selection Partner Account Managers are the primary interface for Partners Jointly develops Partner Solution Plans with Partner Multiple may be created to align with sales priorities or industry scenarios Articulates the joint value proposition and defines sales-led commitments Defines success for both the Partner and Microsoft

41. Business Productivity Infrastructure Optimization Campaign 41 Microsoft Field Roles And Priorities Specialist Team Unit Specialist Team Unit (STU) consists of the following roles: Solution Sales SpecialistTechnology Solution Professional IW Solution Sales Specialist (Mid Market) Supports the ATU and manages specific sales opportunities Helps drive sales process through product and solution knowledge SSPs communicate the business value proposition TSPs communicate the technical value proposition TSPs may also coordinate Technology Adoption Programs and engage with SIs for pilot development projects 60 IW SSPs are distributed globally and dedicated to mid-market Partners should consider Partnering with Solution Sales Specialists, Technology Solution Professionals and IW Solution Sales Specialists

42. Business Productivity Infrastructure Optimization Campaign 42 Industry Unit (IU) consists of the following roles: Industry Partner Account Managers Solution Sales Specialists Technology Solution Professionals Marketing and Sales Managers Microsoft Field Roles And Priorities Industry Unit The Industry Unit Is responsible for driving sales in the top industries Industry Partner Account Managers: Are responsible for driving revenue through Partners Work with key SI and Independent Solution Vendor Partners Are often the primary interface with for industry-focused Partners