1. 1 Business Model Transformation WorkshopsBusiness Model Transformation Workshops Transforming Your Team Creating An Action Plan Aligning Sales & Delivery Refining Marketing Developing Cloud Solutions Understanding The Road Ahead Identifying The Change Imperative

2. 2 What Is It?What Is It? Business Model Transformation (BMT) workshops are designed for partners as they evolve their business models from traditional to include the cloud. These workshops are led by professional outside consultants who will help shape partner action plans to build a successful cloud practice. Final three US workshops, $49 per person Irvine, CAApril 10, 2012 Dallas, TX April 24, 2012 Tampa, FLApril 26, 2012 “It was the best training that I have received from Microsoft. The holistic approach to the business model change is what partners need to successfully make the transformation.”– BMT Attendee

3. 3 Who Should Attend?Who Should Attend? Target audience: The Business Model Transformation workshop is a one-day workshop designed specifically for senior management teams of Microsoft partners who want to understand how to design a cloud practice to deliver expected profit, and how to chart a path to guide your company through the transition. Partner executive level cloud sponsor, as well as line of business leaders interested in understanding the economic and business model implications of operating a cloud based practice should attend. Final three US workshops, $49 per person Irvine, CAApril 10, 2012 Dallas, TX April 24, 2012 Tampa, FLApril 26, 2012 “This was one of the best workshops I have ever been to and provided extensive cloud practice information related to Microsoft Partners and aligning our business.” – BMT Attendee

4. 4 Workshop Objectives for PartnersWorkshop Objectives for Partners Learn how to focus your marketing efforts to drive results. 5 Understand how to accelerate the sales cycle by motivating your team and streamlining your processes. 6 Determine specific actions you can take to transform your team. 7 Learn how your business can evolve to take advantage of the Cloud opportunity. 1 Develop a strategy appropriate for your business to enter the Cloud market. 2 Understand the economics of a profitable Cloud business. 3 Learn how to develop Cloud-relevant services which fit your current business. 4

5. 5 Business Model Transformation TopicsBusiness Model Transformation Topics Developing Cloud Solutions Understanding The Road Ahead Identifying The Change Imperative Morning Transforming Your Team Creating An Action Plan Aligning Sales & Delivery Refining Marketing Afternoon

6. 6 Business Model Transformation AgendaBusiness Model Transformation Agenda Introductions Identifying the Change Imperative Cloud Business Model Evolution Understanding The Road Ahead Cloud Market Implications Customer Value Proposition - Morning Break - Developing Cloud Solutions Core Decisions Successful VARs Make Deal Economics Service Offerings Profitability Forecasting - Lunch - Refining Marketing Understanding Levers Strategy and Execution Aligning Sales & Delivery Sales Cycle Implications Compensating Cloud Sellers - Afternoon Break - Creating An Action Plan Developing Your Practice Action Plan Transforming Your Team AfternoonMorning

7. 7 Call to ActionCall to Action Evangelize BMT workshops to Microsoft partners that could benefit from this event There is limited space so ask partners to register today for one of the final 3 US workshopsregister today Irvine, CAApril 10, 2012 Dallas, TX April 24, 2012 Tampa, FLApril 26, 2012 BMT Registration Link