1. Selling Microsoft Visual Studio 2005 Ekaraj Kongswangwongsa Business Development Manager -.net platform Microsoft (Thailand) Limited

2. Why you should sell dev tools? It’s all about $$ ! Grow 10-15% incremental revenue Developer desktop is 3-4 times of average enterprise desktop Server and Office opportunities Secure the future revenue stream Windows Vista Office 12

3. Know the Visual Studio 2005 Value Proposition Know the Elevator Pitch for Each Edition Identify the Organizations to Target Know Who to Target Within the Organization Sell Visual Studio 2005 Handle Any Objections Close the Sale Selling Visual Studio 2005 A Procedural Approach

4. What is Visual Studio 2005 Personalized Tools for Every Type of Developer Novices, enthusiasts, and students “My first program” Web developers VB6 developers Web apps/services Smart client apps Device apps All languages Pro developers in a small team Office-based apps Server-based apps Database apps Development organizations Team collaboration Process-driven orgs

5. Visual Studio Team System Change ManagementWork Item TrackingReportingProject Site Visual Studio Team Foundation Integration ServicesProject Management Process and Architecture Guidance Dynamic Code Analyzer Visual Studio Team Architect Static Code AnalyzerCode ProfilerUnit TestingCode CoverageVisio and UML ModelingTeam Foundation ClientVS ProClass ModelingLoad TestingManual TestingTest Case ManagementApplication ModelingLogical Infra. ModelingDeployment Modeling Visual Studio Team Developer Visual Studio Team Test Visual Studio Industry Partners

6. Visual Studio Team System Expanding the product line Version 2003

7. Team Foundation Server RTM : 2006/3/17 Price List VL : April 1 st Retail : May 1 st Client – Server model Server + CALs Team Editions and Suite have CALs built in SQL 2005 is embedded Windows Server 2003 License needed

8. Nothing Manual Ad-Hoc Silo Life cycle expert 10% 35% 10% Source: Gartner, January 2005 Visual Studio Team System Opportunity = 70% Maturity of software development teams in organizations worldwide Identifying Visual Studio Team System Market Opportunities “Removing defects throughout the lifecycle will improve defect removal rates by 20%, with a corresponding drop in cost of 67%” Source: Gartner, January 2005 “1/3 of Technology influencers don’t feel that their IT organizations deliver custom applications at the expected quality levels.” Source: Forrester April 2004 “1/5 of Technology influencers don’t feel their IT organizations deliver custom applications at the expected quality levels or in the expected time frame” Source: Forrester April 2004 IT Organization Top Challenges for 2005 1. Meeting IT goals on a limited budget 2. Meet IT goals with limited staff resources Source: Network Computing November 2004

9. Know Your Customer Identify your Customer’s Role Know Your Customer’s Use of Application Development Know the Size and Structure of Your Customer Understand your Customer’s Needs Developer Tools Lifecycle Development Team

10. Who Should I Target? A.Developers B.Management C.All of the Above The Answer is C. All of the Above

11. Microsoft Office 2003 Operating Systems MSDN Library 4 Support Incidents Managed Newsgroups MSDN Online Concierge Access to Betas/CTPs Windows Server System Secure Download Area With MSDN Premium Operating Systems MSDN Library 2 Support Incidents Managed Newsgroups MSDN Online Concierge Access to Betas/CTPs Microsoft SQL Server Secure Download Area With MSDN Professional Two Subscription Types for Visual Studio 2005 The most cost effective and convenient way to keep your development and test environment up to date while increasing developer productivity

12. Microsoft Office 2003 Operating Systems MSDN Library 4 Support Incidents Managed Newsgroups MSDN Online Concierge Access to Betas/CTPs Windows Server System Secure Download Area With MSDN Premium Operating Systems MSDN Library 2 Support Incidents Managed Newsgroups MSDN Online Concierge Access to Betas/CTPs Microsoft SQL Server Secure Download Area With MSDN Professional Five New MSDN Premium Subscriptions Visual Studio 2005 Team Suite Visual Studio 2005 Team Edition for Developers Visual Studio 2005 Team Edition for Architects Visual Studio 2005 Team Edition for Testers Visual Studio 2005 Professional Edition 1 2 3 4 5 + + + + + Stand Alone Tools License + Visual Studio 2005 Professional Edition 6 Tools License + MSDN Benefits = Subscription New Subscriptions! Rename of MSDN Pro

13. Summary Table: MSDN Subscription levels 1)Development, testing, demonstration rights – exactly like MSDN Subscriptions today 2)Same range of O/S range in MSDN Universal today 3)Same range of Server products in Universal today 4)1 copy of Office Professional Enterprise Edition for general business use 5)Available via secure download site or separate DVD order

14. Visual Studio Team Test MSDN Premium Subscription with Visual Studio Team Suite MSDN Premium Subscription with Visual Studio Professional MSDN Premium Subscription with Visual Studio Professional MSDN Professional Subscription with Visual Studio Team Architect with MSDN Premium Subscription Visual Studio Team Developer with MSDN Premium Subscription MSDN Enterprise Subscription MSDN Professional Subscription MSDN Universal Subscription oror Transition for existing MSDN subscribers Existing subscribers receive an equivalent or higher subscription Choice of Team Developer Team Architect or Team Test Default to Professional Subscription Default to Team Developer Default to Team Developer http://msdn.microsoft.com/vstudio/products/subscriptions/maketransition/default.aspx

15. Announcing a “Suite” Offer Promo Visual Studio Team Suite with MSDN Premium Subscription available at discounted pricing via limited time promotion November 1 st until June 30 th, 2006 (Qualifying licenses must be purchased by March 31 st, 2006) Available to both Retail and Volume Licensing customers Example: Customer with 100 MSDN Universal on Select, Level A (1 Yr Remaining) Cost to step-up 100 licenses to Suite subscription via promotion: Current yearly payment per person: $ 1,012 SA-Only step-up costs per person: $ 1,164 TOTAL Cost Per Person via promotion: $ 2,176 * 100 = $ 217,600 Cost to step-up 100 licenses to Suite subscription after promotion: Current yearly payment per person: $1,012 L&SA Step-up costs per person: $ 5,178 Cost per person without promotion: $6,190 * 100 = $ 619,000 Total Savings* - $401,400 * Total savings will vary based on purchase program type and level. These prices are merely ESTIMATES and actual prices need to obtained from your RESELLER.

16. Promotion Details Volume License Customers November 1 st, 2005 – June 30 th, 2006 Step-up qualifying licenses to Team Suite with MSDN Premium at discounted price Pricing: Software Assurance only step-up from current product to Visual Studio Team Suite with MSDN Premium Subscription Qualifying licenses include any of the following obtained on or before March 31st, 2006*: Transitioned MSDN Universal Transitioned MSDN Enterprise Visual Studio Team Edition for Software Testers w/MSDN Premium Visual Studio Team Edition for Software Developers w/MSDN Premium Visual Studio Team Edition for Software Architects w/MSDN Premium Step-ups may be purchased either mid-agreement (all VL programs except Open License) or upon agreement renewal (all VL programs) during promotional period Retail Subscribers December 1 st, 2005 to June 30 th, 2006 Special retail boxes and online purchases will be available to upgrade existing subscriptions for their remaining term Customers with expiring MSDN Universal Subscriptions may also renew directly into Visual Studio Team Suite during this promotional period Contact your Microsoft or Reseller Representative for additional details *Active subscriptions only -- expired subscriptions do not qualify

17. SKU Differentiation and Licensing Visual Studio Pro 2005 English MVL VStudio Pro w/MSDN Prem All Lng Lic/SA Pack MVL VStudio Pro w/MSDN Prem All Lng SA MVL VStudio Pro w/MSDN Pro All Lng Lic/SA Pack MVL VStudio Pro w/MSDN Pro All Lng SA MVL VStudio Team Ed Sft Arch 2005 English MVL VStudio Team Ed Sft Arch All Lng Lic/SA Pack MVL w/MSDN Premium VStudio Team Ed Sft Arch All Lng SA MVL w/MSDN Premium VStudio Team Ed Sft Dev 2005 English MVL VStudio Team Ed Sft Dev All Lng Lic/SA Pack MVL w/MSDN Premium VStudio Team Ed Sft Dev All Lng SA MVL w/MSDN Premium VStudio Team Ed Sft Test 2005 English MVL Vstudio Team Ed Testers All Lng Lic/SA Pack MVL w/MSDN Premium Vstudio Team Ed Testers All Lng SA MVL w/MSDN Premium VStudio Team Suite 2005 English MVL VStudio Team Suite All Lng Lic/SA Pack MVL w/MSDN Prem VStudio Team Suite All Lng SA MVL w/MSDN Prem

18. SKU Differentiation and Licensing Visual Studio Test Agent 2005 English MVL 1 Processor License Visual Studio Test Agent English Lic/SA Pack MVL 1 Processor License Visual Studio Test Agent English SA MVL 1 Processor License VSourceSafe 2005 English MVL VStudio Tools for Off 2005 English MVL VStudio Pro w/MSDN Prem All Lng SA Step Up MVL VS Pro w/MSDN Pro VStudio Team Suite All Lng SA Step Up MVL MSDN Univ VStudio Team Suite All Lng SA Step Up MVL VST Arch VStudio Team Suite All Lng SA Step Up MVL VST Dev VStudio Team Suite All Lng SA Step Up MVL VST Test

19. Scenario 1: Line of business/web application Company AAA wants to have license for their CRM web application (in house developed) to support their customers The system is for their existing 120 staff, 2,000 customers and their new customers. Need to using DB to keep all transactions Need to work 24x7 with three tier architecture AAA has 10 developers and need SA Also need SQL Server 2005 for development and test Part no.DescriptionQty VStudio Pro w/MSDN Pro All Lng Lic/SA Pack MVL 10

20. Scenario 2: Team Development A customer wants to create new in-house application by their own development team with 10 members to support 1,000 users with following requirements The team compose of 6 developers, 1 software architect that also work as a developer, 2 testers, and 1 project manager that also work as a tester The application requires SQL Server 2005 database for development The team needs incident support from Microsoft Part no.DescriptionQty VStudio Team Ed Sft Dev All Lng Lic/SA Pack MVL w/MSDN Premium 6 Vstudio Team Ed Testers All Lng Lic/SA Pack MVL w/MSDN Premium 3 VStudio Team Suite All Lng Lic/SA Pack MVL w/MSDN Prem 1 Should also propose 1 License of Team Foundation Server once available

21. Learn About the Software and Licensing Learn More About the Relationship between Visual Studio 2005, SQL Server 2005, and BizTalk Server 2006 Renew existing MSDN ® Subscriptions Call to Action

22. Resources http://msdn.microsoft.com/vstudio/ https://partner.microsoft.com/US/salesmarketing/marketingc enter/https://partner.microsoft.com/US/salesmarketing/marketingc enter/ www.VSTSRocks.com

23. Summary In this presentation, you learned about: Customer Challenges and Market Opportunities How Visual Studio 2005 Can Meet Those Challenges How Visual Studio Benefits Connect to Customer Needs Strategies for Driving Visual Studio Licensing

24. © 2005 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.