1. Maureen Mascaro : RMS Channel Marketing Manager Microsoft Corporation
Microsoft Business Solutions Retail Management System New Partner Orientation Welcome
This deck has been fully scripted and may be provided to Microsoft partners under NDA. Planned seminar length = 60 minutes
This presentation is aimed at the Microsoft Business Solutions – Retail Management System Certified Partner audience. It provides an overview of the Q4FY04 Retail Management System Go-to-Market and the partner opportunity in selling Retail Management System implementations. Contact Andrew Wolfe for questions regarding the content of this presentation.
Maureen Mascaro : RMS Channel Marketing Manager Microsoft Corporation
Jason Hardesty : Technical Specialist Retail Management Microsoft Corporation
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

2. Agenda Opportunity Getting Started Software Enablement Marketing
Community
Support
Announcement
Welcome to the Retail Management System partner channel. As a new partner to RMS or even MBS, you will be awestruck at the amount of resources available to you as your build your business around the Microsoft solution stack.
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

3. Partner Opportunity 2.7M small business retailers in US 1-9 Stores
US Retail Market
2.7M small business retailers in US
Legacy
6.1M lanes
32% have no automation
68% have ECR or POS
18% Refresh Annually
50% New Start Ups
1/2 have PC in business used for non POS function
Retail is the LARGEST Small Business Category
$1 Billion
$100 Million
Enterprise
Medium
Small
<$100 Million
Current Situation:
Retailers in the US:
2.7 million small business retailers exist in the US today
Lane Count ( number of check out lanes/registers per physical location)
6.1 million lanes are operating in the US
Automation Status of lanes in US:
32% do not have any automation-
Using a cash box, money sack, hand written receipts
68% have an ECR or PC/POS set up
55% ECR
33% have a PC in use in their business for non-POS activity
45% PC/POS
Refresh Rates Per Year
{Rate at which all existing POS/ECR equipment will be discarded and replenished this year}
18% of existing equipment is replaced annually
66% of the replenishment rate is attributed to start up business.
Annual Open and Close rates of new retail businesses is 10% thus contributing to new business making up the largest portion of sales.
2/3 of all retail buiness with an ECR do have a PC in the store used for non POS functions
Of the 6.1 million lanes in the US, we are directly targeting
1.5M Retailers in the 1-9 Store category which translates into 3.5 million lanes
1-9 Stores
US Independent Merchants = 6.1M Lanes
Underserved market opportunity !!
Data: Clarendon:2002
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

4. Retail Management System Target Customer
Small retailers – single or multi-store
Mid-sized retailers – small chains*
Proprietor owned and operated stores
Inventory managed within stores and/or at a lead store or head office
Specialty and general merchandise
Inventory that can be price-tagged and stocked in stores
Examples include hobby, wine, apparel, bike shops, gift shops, and more
This is the profile of the merchant with the perfect fit!
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

5. Top 15 Retail US Sub-Verticals
New Lanes
Clothing & clothing accessory stores
157,710
Gift, novelty & souvenir
77,996
Beer, wine & liquor
82,046
Sporting goods
43,594
The Top 15
Similar segmentations occur globally
75% to 100% of functionality required is already in RMS
Value in providing sub-segment functionality through ISVs and VARs
Strong sub-industry associations & communities
RMS Partners successful in these sub-verticals
Competitive Advantages
Feature/Functionality
Partner Channel Support
Platform for Extensibility
Microsoft Brand/Stack
Sub-Vertical
New Lanes
Radio, television, other electronics
22,172
Household appliance
19,934
Hobby, toy & game stores
13,872
Convenience, Snack, Specialty Food
84,506
Nursery & garden centers
71,275
Auto and Tire
83,184
Pharmacy & drug stores
50,136
Furniture
37,520
Hardware stores
28,964
Books-CD-Music Stores
31,082
Other Specialty NA
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

6. Customer Value Proposition
Before
After
Before
Cash Register + Paper Ledger + Extra Hardware
PC with Retail Management System
After
Partners, working with retailers to streamline the processes will also steam line the assembly of tools at the counter. Notice the elimination of additional calculating tools to run the counter, they are now all condensed into one machine.
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

7. Getting Started: Welcome Kit
Retail Management System Partner Welcome Kit
Welcome Letter
Marketing Brochures & Product Data Sheets
Evaluation CDs: Store Operations & Headquarters
Reference Manuals: Store Operations & Headquarters
Getting Started Guides: Store Operations & Headquarters
Not For Resale: 3 user license Store Operations *
If you have NOT received your kit or question the contents of the kit, please contact your distribution partner
immediately or
Not For Resale Headquarters license ( 5 Store Base ) is shipped once you pass the Headquarters
Certification exam.

8. Getting Started: Partner Source
Partner Source is a password protected
Web portal designed specifically for Microsoft
Business Solutions Partners.
Up-to-date tools and information to help you
Increase sales, improve skills and deliver services and products to customers.
To Access
Complete Partner Source Agreement
Submit form to
>> Partner Source

9. Getting Started – VOICE
Virtual Organization Information Center (VOICE)
Register for newsletters
Check your sales activity
Verify certification status per product
Monitor support incident usage
Assign access rights to VOICE to your team
>> Partner Source >> VOICE

10. Getting Started: Learning the product
Product Certification is required before product is procured
eLearning
Internet based curriculum
Efficiency of online training with depth of classroom experience
Collection of tutorials on a specific subject matter
Pre-recorded, multi-media with audio, text and full motion video
Conveniently available 24hrs
Access on a per user basis for 30 days
Courses for Store Operations and Headquarters
An eCourse is an Internet-based curriculum which combines the efficiency of online training and the in-depth product coverage of classroom training. An eCourse is a collection of one or more tutorials related to a specific subject matter.  eCourses are pre-recorded multimedia learning which consists of audio, accompanied by text and full motion video to demonstrate features and functionality of a specific topic or product, and are often accompanied by related downloadable information to outline important points of learning.  With 24-hour available access, you can save time and increase your productivity.  eCourses are purchased individually, on per user basis, for a specific duration – usually 30 days, unless otherwise noted
For information, fee and enrollment instructions go to
Partner Source >> Training >> ELearning
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

11. Getting Started: Getting Certified
Demonstrate technical knowledge of Retail Management
Successfully complete exam of product you wish to sell
Exam specifics
35% POS Topics & Transactions
20% Store Operations Manager
20% Inventory
15% Installation
10% Register and Store Configuration
Total number of questions on exam: 60
Fee to take exam: $125/each
Location(s) of testing centers:

12. Software - Microsoft Retail Management System Overview
Head Office / Lead Store
One or More Store Locations Multiple Cash Registers per Store
Streamline business operations
Make informed decisions
Market, promote, and sell across channels
Reduce POS system and operation costs
Easily expand to multi-store operations
Chain-wide pricing, purchasing & inventory control
View & analyze data across entire business or store-by-store
Set and monitor policies and procedures for every store
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

13. Evaluation MODE Installation of software w/o valid license (dongle) with the purpose of determining suitability for retail operation.
RMS: Store Operations
Expires 60 days after installation
Expiration date embedded in database
5 line item limit per transaction
3 user limit built in
Sample database may become actual database with license validation
RMS Headquarters
45 Days / 5 Store
15 Days if dongle is removed
Describe QS2000->RMS Store Operations -> Upgrade to RMS ->Then HQ
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

14. Let your voice be heard! Influence Retail Management product direction
Make suggestions for enhancements
Reviewed regularly by RMS product group

15. Pricing Licensing Store Ops Server $1,190 location
Store Ops Client 2-9 Users
$800 each
Store Ops Client users
$600 each
Store Ops Client users
$500 each
Store Ops Client 50+ users
$400 each
HQ Server w/ 2 Store Client Pack
$3,000
Store Client
$500 each
All prices MSRP
Refer to recorded Pricing webinar at
Price sheet available at Partner Source  Pricing  Ordering

16. RMS Hardware Compatibility Listing
Available at
Ensure the hardware you are selecting for your customer is compatible with Retail Management System
Approved by Microsoft

17. HARDWARE BUNDLE OFFERINGS

18. RMS Customization Guide
Available on Partner Source
Extend RMS by using extensive documentation provided by Microsoft
Custom POS Buttons
HTML Add-Ons
Report/Receipt Modification
Hook Documentation
Partner Source  Products  Retail Management  Product Information

19. Integrated Credit/Debit Card Processing …
Fully Integrated and Included with RMS Store Operations V 1.2 SP2
Citibank
Wells Fargo
Paymentech
Bank of America
Middleware Alternatives to Integration
PC Charge
IC Verify
Microsoft Retail Management System provides integrated card processing through a variety of vendors including PCCharge, ICVerify and Citibank. We don’t have time to go through the details of each one but lets take a closer look at Citibank.
Reference data sheets and application at
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

20. RMS Product Downloads Available For Partners
RMS SP2
Hot Fixes
Partner Source  Products  Retail Management  Downloads

21. Reports Library

22. Knowledge Base

23. Enablement – Sales, Technical and Industry Learning
Sales Training
Franklin Covey
How to prospect and qualify
Understanding the Prospects Needs
Recommend solutions & Close Business
Marketing Training
Mac McIntosh
Relationship Marketing
Event Marketing
Direct Marketing
Web Marketing & Search Engine
Optimization
Selling Services
Hahn Consulting
Technical
Microsoft
SQL Fundaments & RMS
Integrated Payment Process
Overcoming Service Objections
Diagnosing Buying Motivation
FREE access to live and archived training including web seminars, elearning and classroom training across Microsoft product line
Built for the Retail Management System Partner

24. Enablement – Marketing Guides
Partner Enablement Guide
Dissecting the sales process and teach sales skills to overcome obstacles
PDF download in Partner Source
>> Partner Source>> Product >> Retail Management >> Sales & Marketing
Partner Messaging Guide
Providing language to build your own sales tools and pitches
PDF download in Partner Source
Microsoft is creating new and updating the favorite sales aids designed for the partner community to utilize during the sales process of RMS. Items such as the following are available:
Partner Enablement Guide -Dissecting the sales process and teaching skills to overcome obstacles
Partner Messaging Guide -Providing language to build your own sales tools and pitches
Additionally>>BDM Presentations, ROI Calculators, Success Stories, References, Data Sheets and more. All available through Partner Source and/or delivered to your office on CDs.
Sales Readiness and Technical Readiness:
Seminars, offered via the web, packaged to provide you a convenient way to receive information and often recorded allowing you to continue to reference material, are delivered monthly and promoted via your Account Management team, Partner Source and Retail Industry Newsletter.
>> Partner Source>> Product >> Retail Management >> Sales & Marketing
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

25. Marketing – Material at your Fingertips!
>>Partner Source>>Products>>Retail Management>> Sales & Marketing
Customer oriented material ready for your campaign
Material you can deploy immediately
Material you can modify to suit your purposes

26. Marketing: Sales Tools To Build Your Business
Marketing Templates
Web Banners
HTML Splash Screen
HTML
Event Marketing
Event in a Box
Presentation
Print Advertising
Print Ads
White Papers
Published Material
Product Brochures & Data Sheets
Customer Case Studies
Competitive Battle Cards
Vertical Kits
Demo Scripts
RMS Fonts
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

27. Partner Product Support: Services Option | Flex & Flex Preferred Services for Partners
Value Proposition:
Designed for small business partners seeking technical support on a less frequent basis.
Option
Components
Flex Services: Available to all Microsoft Partners and Foundation Plan Partners
8 hour guaranteed response time
1 incident
10 pack
50 pack
Flex Preferred Services: Available to Partners:
- Preferred Plan
- Preferred Plus Plan - - Partner Advantage
- On Ramp Plan
- Retail Management
- Small Business Mgr
Same guaranteed response time as previously purchased plan:
200 pack
Flex Services available to all Partners:
Additional Foundation Library Seats for a fee
24x7 support for a fee
Consulting services for fee
SCRIPT:
Flex Support Options are available to all MSPP partners, regardless of whether they are in the MBS Competency or not. However, we wanted to ensure that partners who are dedicated to the MBS business are able to purchase these ala carte service options for a lower price, to reward them for their focus on the MBS business. Therefore, we have Flex Services and Flex Preferred Services. The main difference between the two will be price.
As you see in the white boxes, any Microsoft partner can purchase a single support incident, or a pack of 10 or 50 incidents. In addition, Microsoft partners can purchase seats to the Foundation Library of online training tutorials, access 24x7 support, or hire MBS consultants to help with an engagement. Note: If an MBS partner purchases the Foundation Plan, this is the price they will pay for Flex Service support.
In the orange boxes, you’ll see the same ala carte options available, but at a lower price, for MBS partners who purchase one of the following service plans: Preferred Plan, Preferred Plus Plan, (or Partner Advantage, in N.A. only), as well as On Ramp partners, Retail Management and Small Business Manager partners.
NEXT SLIDE
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

28. Partner Support: How to Purchase
Review service plans and select most appropriate
Obtain appropriate order form
Partner Services Form
Complete order form online
Receive confirmation once it is processed
Begin using service plan benefits

29. Technical Support: Customers
Annual Maintenance Plan*
2 support incidents
Managed Newsgroups
Updates & Upgrades
CustomerSource Access
Discount on Flex Per Incident Support
Price: 18% of RMS MSRP
* Formerly Standard A
Learn more about the Annual Maintenance Plan and more service offerings:
>> Partner Source >> Services
Visit
>> Partner Source >> Services >> Standard A

30. Community Remain up-to-date on Retail Management
Retail Industry Insights Newsletter
Direct from the RMS team at
Microsoft Business Solutions
Bi-monthly
News direct to partner on
Sales
Marketing
Training
Events
Support and more…
Partner News – Direct from MBS
MBS has a host of newsletter options for your subscription keeping you current on program news, product news, technical support, training, sales and marketing etc…
Specifically designed for partners targeting the retail segment is the Retail Industry Newsletter. Scheduled for delivery twice a month, this communication will include news, events, product updates and sales and technical skill building events and tools and much more.
To register, go to Partner Source >> VOICE and in the left hand navigation, select Insight / Subscribe. Use the Partner Tab and selected the Retail Industry Newsletter.
Sign Up Today
Log into Partner Source
Select VOICE tab top center of land page
Select Insights from tree
Subscribe ->> Partner Tab
Select Retail Industry Insights … select other topics that interest you! >> SUBMIT!
Partner Source >> VOICE>> Insights -> Subscribe
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

31. Community – Participate in newsgroup discussions
Partner to Partner Communication
Retail Management Partner Community
Active discussion boards hosted in Partner Source
Read archived material for new learning
Post questions for partner feedback
Partner responses dominate activity
Seek Add On Features developed by other partners
To use the Managed Newsgroup feature, customers need to register their users by going to My Account > Account Information > Product & Service Summary > Managed Newsgroup User Maintenance so MBS support engineers can recognize them and respond when appropriate

32. Community Retail Management System Executive LIVE Newsletter
LIVE newsletter provided via web seminar
RMS team executives share news on topics such as
Business News
Market Trends
Product Road Map
Sales Initiatives
Marketing Campaigns
… and more
Held quarterly
Sign up for Retail Industry Insights to receive notice of next LIVE newsletter!

33. Fulfillment – Items required to order product
How do I place an order with the distributor?
Know your Microsoft Business Solutions Account Number
Licenses are registered at the time of the sale
Be ready with customer information
Contact Name
Store/Company Name
Store/Company Address
Store/Company Phone Number
Be clear on the number of lanes your customer requires
Build hardware & software delivery time into job timeline

34. Contacts: Subject Matter Experts at Microsoft
RMS Regional Specialist
Dedicated to helping partners pre sales product support
East Region: Mike Miller
Central Region: Kathy Beach
West Region: Jason Hardesty
Tele-Account Managers
Dedicated to helping partners build sales pipeline with marketing plans using Microsoft resources
East Region: Ben Scothern
Central Region: Grant Price
West Region: Nate Winn
Retail Management System Partner:

35. Get Certified – Get Selling
We want you to pass the certification exam!
Complete the RMS Store Operations eCourse between December 3, 2004 and February 28, 2005
AND
Successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment
and
Microsoft will reimburse your $298 fee/seat for the RMS Store Operations eCourse!
We want you to pass the RMS Store Operations exam. To help, we are offering you the chance to receive free eLearning through a special campaign. Don’t miss this limited-time opportunity! Details are below.
Complete the RMS Store Operations eCourse between December 3, 2004 and February 28, 2005 AND successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment, and Microsoft will reimburse your $298 fee/seat for the RMS Store Operations eCourse!
Store Operations eCourse - Retail Management
Developed from our industry leading curriculum and certified trainers, eCourse material is specifically designed to cover detailed concepts on specific topic areas. An eCourse will allow you to have 24-hour online access to training. You can learn at your own pace and still receive the same great product knowledge you would receive from the classroom without the need for travel or unnecessary time away from the office.
This eCourse develops knowledge of the Store Operations Product Suite. Topics discussed are the installation and setup of each application and POS peripherals, and the deployment of a single and multi-store enterprise. You will also learn basic transaction processing and POS functions, as well as back office inventory management and reporting. $298 (US Dollars)
RMS Store Operations exam (VUE Exam # RMS )
To view the exam preparation guide for the RMS Store Operations exam visit:
To take advantage of this special offer:
Register for Store Operations eCourse – Retail Management by contacting (option 4) and referencing promotion code RMSexam.
Complete Store Operations eCourse – Retail Management between December 3, 2004 and February 28, 2005
Successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment.
You will receive a refund form by March 15, Fill out and return this form to receive your refund.
©2004 Microsoft Corporation. All rights reserved. Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries. Microsoft Business Solutions is a subsidiary of Microsoft Corporation. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Microsoft is not responsible for non-delivery of gift due to incorrect postal information provided by respondent. Offer valid while supplies last. This offer is
©2004 Microsoft Corporation. All rights reserved. Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries. Microsoft Business Solutions is a subsidiary of Microsoft Corporation. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Microsoft is not responsible for non-delivery of gift due to incorrect postal information provided by respondent. Offer valid while supplies last. Limited to the first 100 unique organizations. Open to USA based companies.
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

36. Getting Certified – Get Selling
To take advantage of this special offer:
Register for Store Operations eCourse – Retail Management by contacting (option 4) and referencing promotion code RMSexam.
Complete Store Operations eCourse – Retail Management between December 3, 2004 and February 28, 2005
Successfully pass the RMS Store Operations exam within 3 weeks of eCourse enrollment.
You will receive a refund form by March 15, Fill out and return this form to receive your refund.
©2004 Microsoft Corporation. All rights reserved. Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries. Microsoft Business Solutions is a subsidiary of Microsoft Corporation. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Microsoft is not responsible for non-delivery of gift due to incorrect postal information provided by respondent. Offer valid while supplies last. Limited to the first 100 unique organizations. Open to USA based companies.