1. The Partner Opportunity for Microsoft Business Intelligence Scott Allen Solution Specialist Microsoft New Zealand Ben Green Product Manager Microsoft New Zealand

2. Partnering with Microsoft Take your game to the next level with Microsoft BI 1. The Right Market 2. The Right Partner 3. The Right Solutions 4. The Right Time

3. Partnering with Microsoft Take your game to the next level with Microsoft BI 1. The Right Market 2. The Right Partner 3. The Right Solutions 4. The Right Time

4. Gartner Survey of 1,400 CIOs 1,400 CIOs in more than 30 countries representing $90B+ in IT Spending Average BI budget will increase by 4.8% InformationWeek article on BI Spending 77% of respondents Less than a quarter of workers use BI software today Only 8% report more than half of employees use BI software But, 38% say more than half of their employee’s will use BI software in two years Gartner: “Business Intelligence will surpass security as their [CIOs] top technology priority this year.” http://www.gartner.com/press_releases/asset_143678_11.html http://www.informationweek.com/showArticle.jhtml;jsessionid=IFNUVEI1VUFNYQSNDBOCKH0CJUMEKJVN?articleID=181500685

5. Business Intelligence11+ 4.8% Enterprise Applications (ERP, Supply Chain, CRM, etc.)2*+ 4.5% Servers and Storage Technologies (Virtualisation)39+ 3.9% Legacy Application Modernisation4 10 + 3.6% Security Technologies52+ 3.4% Networking and Voice and Data Communications (VoIP)68+ 3.2% Service-Oriented Applications and Architecture77+ 3.2% Technical Infrastructure Management and Development812+ 3.0% Document Management9*+ 2.9% Customer Sales and Service Technologies105+ 2.5% To what extent will your investment in each of the following technologies change in 2007? Ranking *New question for 2007 Spending Increase 2007 CIO Technology Priorities CIOs Are Investing in Technologies That Support Enterprise Competitiveness Source: Gartner EXP CIO Survey (2007) 20072006

6. ‘BI is High on the Agenda’ – Newsweek Australia  In 2006 35% of companies said their BI tools were scattered throughout the departments and the company  That’s down to 25% this year  Only 25% of firms surveyed provide BI tools to more than 15% of their employees  BUT nearly 60% say they will do so within 2 years.  More than half report that integration and compatibility are main barriers to adopting BI company-wide  When evaluating a vendor, nearly 80% of respondents are interested in the vendor’s ability to integrate its offerings with existing applications and provide service and support  Ease of use is also an issue. 40% cite the need to undertake time- consuming and expensive training as major obstacle to BI adoption  About 1/3 report finding skilled BI talent is challenging and expensive. Source : BI’s High On The Agenda, informationweek.com

7. BI Market Shift is Occurring MSFT is one of the fastest growing vendors in the space. (Gartner, Jan 2007) “We are maintaining our Cognos and Business Objects’ practices, but we aren’t investing in it. We are betting the farm on Microsoft.” (OFR Research, Dec 2006) “Microsoft’s increasingly ubiquitous Business Scorecard Manager.” (TDWI, Dec 2006) “ A game-changing performance management (PM) strategy.“ (TDWI, Jun 2006) “Office PerformancePoint Server 2007 has the potential to enable truly pervasive performance management.” (IDC, Dec 2006) “The Microsoft foundation for ubiquitous BI is now in place”. (AMR, Dec 2005)

8. Partnering with Microsoft Take your game to the next level with Microsoft BI 1. The Right Market 2. The Right Partner 3. The Right Solutions 4. The Right Time

9. Improving organizations by providing business insights to all employees leading to better, faster, more relevant decisions Drive pervasive business performance Implement a complete and integrated business intelligence solution Deliver widespread intelligence through Microsoft Office Meet enterprise needs with affordable economics Microsoft Business Intelligence Vision and Strategy

10. Business Analytics BI Roundup – Views From Gartner Summit “Microsoft Emerges as a Serious BI Contender. The biggest takeaway from the conference was the surge of enterprise interest in Microsoft’s BI capabilities” Vendors Can No Longer Ignore Microsoft’s BI Threat The conventional wisdom has held that Microsoft would be likely to see success in the Small to Medium business market but would struggle at the enterprise. Multiple comments from users and integrators suggest otherwise. While the pure-play BI vendors enjoy near-term tactical advantage in terms of having field sales efforts attuned to customer needs, it is only a matter of time before Microsoft’s partner ecosystem becomes more broadly engaged in the market.

11. For Similar Customer Budgets Software seats deployed Departments served Typical deployment

12. Partnering with Microsoft Take your game to the next level with Microsoft BI 1. The Right Market 2. The Right Partner 3. The Right Solutions 4. The Right Time

13. END USER TOOLS & PERFORMANCE MANAGEMENT APPS Excel PerformancePoint Server BI PLATFORM SQL Server Reporting Services SQL Server Analysis Services SQL Server DBMS SQL Server Integration Services SharePoint Server DELIVERY ReportsDashboardsExcelWorkbooksAnalyticViewsScorecardsPlans

14. Microsoft Business Intelligence Delivering on all aspects of customer needs End User Tools & Performance Management Applications –Applications, models, workflows to align, measure and track “the business” Tools & Applications Information Delivery BI Platform Tools for reporting, analyzing and sharing information on data. Servers and tools for integrating, storing and querying vast amounts of data Information Delivery Business Intelligence information distributed broadly to all users in shapes such as dashboards, reports, budgets, plans, analytic views via SharePoint

15. Partnering with Microsoft Take your game to the next level with Microsoft BI 1. The Right Market 2. The Right Partner 3. The Right Solutions 4. The Right Time

16. Areas Of Focus For 2007-2008 Launch Office PerformancePoint Server Launch SQL Server “Katmai “ Run Regional BI Conferences Partner Enablement Business and Technical events

17. Microsoft BI Specializations Performance Management Specialization new! END USER TOOLS & PERFORMANCE MANAGEMENT APPS Excel PerformancePoint Server BI PLATFORM SQL Server Reporting Services SQL Server Analysis Services SQL Server DBMS SQL Server Integration Services SharePoint Server DELIVERY ReportsDashboardsExcelWorkbooksAnalyticViewsScorecardsPlans Business Intelligence Specialization

18. Achieving The BI Specialization Current Certification Requirements Employ or contract with two individuals, each of whom must have passed at least one of the following Microsoft exams Microsoft Exam 70-431 : TS: Microsoft SQL Server 2005 - Implementation and MaintenanceMicrosoft Exam 70-431 Microsoft Exam 70-445 : PRO: Designing Business Intelligence Solutions Using Microsoft SQL Server 2005 Analysis ServicesMicrosoft Exam 70-445 Microsoft Exam 70-446 : PRO: Designing a Business Intelligence Infrastructure Using Microsoft SQL Server 2005 (available in 2007)Microsoft Exam 70-446 Microsoft Exam 70-228 : Installing, Configuring, and Administering Microsoft SQL Server 2000 Enterprise EditionMicrosoft Exam 70-228 Microsoft Exam 70-229 : Designing and Implementing Databases with Microsoft SQL Server 2000 Enterprise EditionMicrosoft Exam 70-229 Customer Reference Requirements Submit at least three customer references that showcase business intelligence services, reporting, tools, and application solutions using SQL Server technology

19. DecemberJanuaryFebruaryMarchAprilMay EarlyStart Phase I: Aware EarlyStart Phase II: Ready EarlyStart Phase III: Engage Performance Management EarlyStart Program EarlyStart Requirements View Microsoft BI Vision Web Seminar View Achieving the PM Specialization Complete P1 eLearning Enroll in PerformancePoint CTP 1 Attend Building a Performance Management Practice Web Seminar Attend Driving Growth with PM Web Seminar Complete PII eLearning Attend Leveraging the Customer Campaigns to Drive Opportunities Attend Building Demand with the Partner Marketing Center Complete PIII eLearning Achieve Submit 3 References Pass Performance Management Exam (#70-556) Profile ProClarity/BSM/Ofc 2007 solutions in OSSD Submit ProClarity/BSM/Performance Point References Obtain the BI Specialization Attend a BI Boot Camp Profile ProClarity/BSM/Ofc 2007 solutions in OSSD Submit ProClarity/BSM/Ofc 2007 References Attend a Performance Management Airlift Profile early adopter solutions based on the PerformancePoint CTP Submit ProClarity/BSM/Ofc 2007 References Additional Activities Fall 2007

20. Steps to Certification Before you register for an exam, you should become familiar with the exam's objectives by reviewing the associated prep guide. Candidates are expected to have hands-on experience working with the product or technology for each test. Full details of how you can prepare for your MCP Exam is at: http://www.microsoft.com/learning/mcpexams/prepare/de fault.mspx Register for your Exam with Prometric, either online at http://www.microsoft.com/learning/mcpexams/register/pr ometric.mspx or by telephone: 0800 444 1603 quoting your voucher number. http://www.microsoft.com/learning/mcpexams/register/pr ometric.mspx Also get a second chance to pass your Microsoft Certification exam! For a limited time, you can get a free, second shot at any IT professional, developer, or Microsoft Dynamics certification exam. Just register for this offer before your first exam, and you will get two chances to pass. To register for Second Shot please visit http://www.microsoft.com/learning/mcp/offers/secondshot /default.mspx http://www.microsoft.com/learning/mcp/offers/secondshot /default.mspx

21. BI Offers Awareness & Interest Trial & EvaluationPurchaseDeploy Sales Cycle White Paper Custom Assessment DiscountVouchers Industry/Analyst Paper Proof of ConceptFinancing Customer Guides Software Evaluation & Trial Kits Assessment Not for Resale Software Resource Toolkits Seminar Workshop Case Studies Offer Type New Deployment Competitive Migration Upgrade Cross Sell / Up Sell Renewal Business Opportunity

22. Top Resources For BI Partners BI and Performance Management Partner Portals BI Training Framework Microsoft Partner Program Specializations APO/BPIO Partner Sales Tool KitBI Ready-To-Go Campaign Business Intelligence Resource Kit DVD Performance Management Portal Business Intelligence Portal Performance Management Performance Management - IW Business Intelligence Business Intelligence - DM

23. BI Resource Kit Hands-on-lab Image and scripts Recorded Web Casts Technical Resources Case Studies News and Reviews Whitepapers Videos

24. www.microsoft.com/bi

25. NZ Business Intelligence Activities PPS Launch at NZ Connect Events –October 16 th Chch, 23 rd AKL, 30 th WGTN BI Breakfast in Wellington October 11 –Business Decision Maker (1:few) –Partner speakers –Used for starting conversations with BDMs about Microsoft BI BI Day in December 4 TH Technical Decision Maker/IT Pro (1:many) 200-300 level awareness/lead gen that includes how to’s and best practices Used for education and awareness of Microsoft’s BI offerings and to generate lead

26. Possible Event Agenda 8:30am – 9:00amRegistration & Breakfast Subsidiary Host 9:00am – 9:10amWelcome & Introductions Subsidiary Host 9:10am – 10:00am Microsoft Business Intelligence Keynote Corporate Speaker 10:00am – 12:30pm 10:00am – 10:15am 10:15am – 10:45am 10:45am – 11:00am 11:00am – 11:45am 11:45am – 12:15pm 12:15pm – 12:30pm SQL for Business Intelligence Product Overview Integration Services – demonstration Break Analysis Services – demonstration Reporting Services – demonstration SQL Server 2008 – what’s coming! 12:30pm – 1:15pm Lunch Subsidiary Host 1:15pm – 2:45pm 1:15pm – 1:30pm 1:30pm – 2:00pm 2:00pm – 2:30pm 2:30pm – 2:45pm Office 2007 for Business Intelligence Product Overview Excel & Excel Services – demonstration SharePoint - demonstration Break 2:45pm – 4:15pm 2:45pm – 3:15pm 3:15pm – 3:45pm 3:45pm – 4:15pm PerformancePoint Server Product Overview Monitoring & Analyzing - demonstration Planning - demonstration 4:15pm – 4:45pmWrap-up with Questions & Answers Subsidiary Host

27. 41% Do not

30. Live URL: www.microsoft.com.au/business/biwww.microsoft.com.au/business/bi

31. Partner with Windows Server & Visual Studio for biggest joint launch in company history End-to-end product launch experience spanning the entire product release VersionCTP-1/2CTP-3/4CTP-5CTP – 6FinalRTMNext Version SQL Server 2008 Approx. Dates March 15 -June 4 – Sept. 11Sept. 12 - Nov. 6Nov. 7 - FebruaryFebruaryAprilMay+ StrategyDrive Influencer knowledge and readiness to support the broad audience. Initial product release announce. Provide knowledge and predispose broad audience to purchase and deploy product upon release. Enable broad audience to share in the launch experience, increasing engagement with Microsoft. Demonstrate product value through customer and partner evidence. Continue training & readiness in support of broad product adoption TacticsExtend and support CTP-1 participation to key influencers (NDA only) Broadly announce product delivery and estimated release timings (BI, TechED) Support broad US/International audience experience through CTP direct use. Create compelling customer and partner evidence Build excitement around launch Deliver customer and partner evidence Global Joint product Launch Event Subsidiary Launch Events Product Released Subsidiary Launch Events Cont. Support the evaluation experience through community and training, post launch Train users on the product

34. Promotions Promo name DurationAudiencePrograms covered Offer summaryNotes Competitive migration promo (This is an similar to the promo that ran from Nov 2005 to June 2007) 1-Sept-07 to 30-June-08 Partner and Internal Enterprise Agreement, Select License, Multi- Year Open License, Open License Value, Open License;  50% discount on SQL Server Enterprise Edition license, provided the customer buys regularly priced Software Assurance  50% discount on SQL Server CAL license, provided the customer buys regularly priced Software Assurance  25% discount on SQL Server Standard Edition license, provided the customer buys regularly priced Software Assurance  Discount is calculated from each waterfall level, so a customer at Select D gets the same percentage discount as a customer at Open NL  True up pricing is not available on these promotional SKU’s –additional purchases after the promotion timeframe will need to be made on the standard SQL Server SKU’s  Eligibility limited to customers migrating from: Oracle Enterprise, Oracle Standard, IBM DB2 Enterprise, IBM DB2 Workgroup, Informix, Sybase ASE, Hitachi HiRDB, Fujitsu Synfoware, Natural/Adabas, C/Side, Hyperion Essbase, Business Objects, Cognos, Microstrategy, NCR Teradata, Progress, Centura, Gupta and SAS Upgrade promo 1-Nov-07 to 1-May-2008 Partner and Internal Enterprise Agreement, Select License, Multi- Year Open License, Open License Value, Open License; Select Local and US Govt  25% off the L when you purchase SA  This covers EE, SE  Covers Proc, Server or CAL  Discount is calculated from each waterfall level, so a customer at Select D gets the same percentage discount as a customer at Open NL  True up pricing is not available on these promotional SKU’s –additional purchases after the promotion timeframe will need to be made on the standard SQL Server SKU’s  Eligibility: customers must have SQL 7.0 or SQL 2000 and be using the offer to upgrade those licenses

35. The Partner Opportunity for Microsoft Business Intelligence Scott Allen Solution Specialist Microsoft New Zealand Ben Green Product Manager Microsoft New Zealand