1. Facilitator Guidance The following slides provide example deliverable content Replace (Contoso Corporation) with your customer’s company name / business unit Replace (Partner Name) with your company’s name Tailor all content in this document based on your analysis and the customer’s specific business processes For additional guidance on deliverable development, please refer to the Solution Workshop Partner Facilitation Guide included in the BVPS Engagement Facilitation Materials download package located: (http://iwsolve.partners.extranet.microsoft.com/bvps/)http://iwsolve.partners.extranet.microsoft.com/bvps/ Note: This document is referred to as the BVPS Engagement Summary document in the BVPS Terms and Conditions

2. After X Day BVPS Workshop Vignette Title S ITUATION Short description of situation C URRENT S TATE Short Description of current state led to: Pain 1 Pain 2 Pain 3 Pain 4 F UTURE S TATE Short description of future state to: Improvement 1 Improvement 2 Improvement 3 Improvement 4 R ESULTS Solution Cost/Time Result 1 Result 2 Result 3 Company Logo Output A FTER Output B EFORE Vignette Template Please complete this 1-slide engagement summary or “vignette” template as part of your deliverable. Please delete this text box, complete all slide sections, and complete speaker’s notes sections. Microsoft BVPS Drives Business Results.

3. Improving Performance for North American Sales Division (Contoso Corporation) (November 2009)

4. Contents Executive Summary Current State Analysis Future State Analysis Business Case Adoption & Implementation Planning Next Steps 4

5. Background (Contoso’s North American Sales Division) currently faces a number of challenges related to its sales performance, including: Difficult to assess the impact of a given strategic decision on the business Increased cycle times and plan iterations required to set goals and objectives Limited integration between financial and operational systems creates integration problems for users, limiting ability to model and measure key business drivers More professional staff time is spent collecting and validating data than on analysis Performance reports often of limited value, with either too much or too little performance data for a given audience Significantly increased ad-hoc report generation time 5

6. Engagement Participants Participant NameDepartmentRole (name)(department)(title) (name)(department)(title) (name)(department)(title) (name)(department)(title) (name)(department)(title) (name)(department)(title) 6

7. Executive Summary (Partner Name) proposes expanding upon (North American Sales Division’s) current Office System deployment to incorporate advanced performance management and workflow capabilities to automate a number of critical sub-processes Implementing the proposed solution will provide (Contoso) with: 53% reduction in staff labor time associated with sales performance analysis and management 57% decrease in cycle time to manage and assess sales performance 30% improvement in forecast accuracy 5% improvement in division close rate Anticipated annual benefit to (North American Sales Division) of $290,000 7

8. Executive Summary 8

9. Contents Current State Analysis Future State Analysis Business Case Adoption & Implementation Planning Next Steps 9

10. Current State Process Analysis Develop Objectives and Goals Forecast Results to Plan Analyze Performance Report Results Sales Performance Process Phases – Analysis Summary 10

11. As-Is Process Diagram 11

12. As-Is Process Diagram 12

13. Contents Executive Summary Current State Analysis Future State Analysis Business Case Adoption & Implementation Planning Next Steps 13

14. Future State Process Analysis Sales Performance Process Phases – Analysis Summary 14 Develop Objectives and Goals Forecast Results to Plan Analyze Performance Report Results

15. Level Of Complexity Low High Low 5 3 35 1 Value to Business Prioritized Process Solutions 15 Automate report distribution, publishing, and sharing (SharePoint Server 2010) Review performance through rich, dynamic and context-driven dashboards and scorecards from within a browser (SharePoint Server 2010 with PerformancePoint Services and Excel Services) Automate data consolidation, integration, and analysis activities (SharePoint Server 2010 with PerformancePoint Services and Excel Services) 1 Integrate multiple data silos into a single cohesive model across the business (SharePoint Server 2010 with PerformancePoint Services and Excel Services)

16. 16 Future State Process Diagram

17. 17 Future State Process Diagram

18. Contents Executive Summary Current State Analysis Future State Analysis Business Case Adoption & Implementation Planning Next Steps 18

19. Anticipated Benefits - Process IDProcess Phase Improvement Description BenefitsTechnology Leveraged KPI Impact(s)Affected Stakeholders 1 Develop Objectives and Goals Integrate multiple data silos into a single cohesive model across the business Improved KPI linkages and drill- down through cascading scorecards Decreased planning cycle times SharePoint Server 2010 with PerformancePoint Services and Excel Services 46% decrease in phase labor 47% reduction in phase cycle time Sales Division HQ MA Division Manager 2 Forecast Results to Plan Link forecasting models across business units and integrate models such that changes applied to one area/level can be reflected in other areas/levels Forecasting process is simplified and streamlined using models that are linked top down/bottom up and across business units SharePoint Server 2010 with PerformancePoint Services and Excel Services 48% decrease in phase labor 60% reduction in phase cycle time 30% improvement in forecast accuracy MA Division Manager MA Division Staff 3 Analyze Perform- ance Automate data consolidation, integration, and analysis activities Mid-Atlantic Division staff can more efficiently and effectively collect, analyze, and assess performance data SharePoint Server 2010 with PerformancePoint Services and Excel Services 67% decrease in phase labor 60% reduction in phase cycle time 5% improvement in division close rate MA Division Staff 4 Report Results Automated performance reporting and report development through reporting templates and automated data linkages / integration Automated report distribution, publishing, and sharing Report preparation and presentation significantly streamlined using automated features in SharePoint Reports posted to SharePoint site SharePoint Server 2010 with PerformancePoint Services and Excel Services 80% decrease in phase labor 80% reduction in phase cycle time Sales Division HQ MA Division Manager MA Division Staff 19

20. Anticipated Benefits - Financial IDProcess Phase Improvement DescriptionEstimated Revenue Increase Estimated Cost Decrease Total Benefit 1 Develop Objectives and Goals Integrate multiple data silos into a single cohesive model across the business $100,000- 2 Forecast Results to Plan Link forecasting models across business units and integrate models such that changes applied to one area/level can be reflected in other areas/levels $50,000$30,000$80,000 3 Analyze Performance Automate data consolidation, integration, and analysis activities $20,000$40,000$60,000 4 Report Results Automated performance reporting and report development through reporting templates and automated data linkages / integration Automated report distribution, publishing, and sharing -$50,000 Total Estimated Benefits $290,000 20

21. Anticipated Costs Cost AreaComponentOne-Time CostsOngoing-Costs SoftwareAdditional CALs $10,000- Hardware2 Additional Servers $6,000- TrainingDivision Staff Training $30,000- DeploymentSolution roll-out and implementation $200,000- OtherN/A -- Total $246,000N/A 21

22. Contents Executive Summary Current State Analysis Future State Analysis Business Case Adoption & Implementation Planning Next Steps 22

23. Adoption & Implementation Planning Summary IDImprovement Description Resources RequiredImplementation Owner Additional Stakeholders Notes 1 Integrate multiple data silos into a single cohesive model across the business IT department resources for solution development and/or project management MA Division volunteers for pilot testing MA Division Manager time to oversee roll-out and communication Business Unit IT Sales Division HQ MA Division Manager MA Division Staff 2 Automate data consolidation, integration, and analysis activities IT department resources for solution development and/or project management MA Division volunteers for pilot testing MA Division Manager time to oversee roll-out and communication Business Unit IT Sales Division HQ MA Division Manager MA Division Staff 3 Review performance through rich, dynamic and context-driven dashboards and scorecards from within a browser IT department resources for solution development and/or project management MA Division volunteers for pilot testing MA Division Manager time to oversee roll-out and communication Business Unit IT Sales Division HQ MA Division Manager MA Division Staff 4 Automate report distribution, publishing, and sharing IT department resources for solution development and/or project management MA Division volunteers for pilot testing MA Division Manager time to oversee roll-out and communication Business Unit IT Sales Division HQ MA Division Manager MA Division Staff 23

24. Project Plan 24

25. Potential Adoption Roadblocks Stakeholder Group Anticipated Resistance to ChangeDegree to which Resistance will Limit Initiative Success Mitigation actions Technical Business Unit IT Ability for existing infrastructure to deliver upon desired solution Low Pilot test proposed solution to work out technical issues Use latest platform MA Division Manager New technology seen as too hard; high level of perceived technical complexity Mid Develop training document and FAQ Effective communications MA Division Staff New technology seen as too hard; high level of perceived technical complexity High Develop training document and FAQ Effective communications Provide hands-on, role-specific training as required Cultural MA Division Manager “Just wants this to get done” – risk of pushing new solution too hard without giving staff time to adjust Mid Reward involvement Phased implementation approach Link to PDP MA Division Staff Perception that proposed solution will increase workload of additional publication workload Mid Highlight time saving benefits of solution Solution demonstration to show speed of use / creation Reward involvement Link to PDP 25

26. Adoption Roadblock Mitigation Actions by Stakeholder Adoption CategorySales Division HQMA Division ManagerMA Division Staff Awareness Awareness generating communications via email, newsletters, manager meetings, etc., targeted to stakeholder group and concerns Value Demonstration Emphasize process and productivity improvements to Division specifically and company as a whole; including estimated financial impact. Emphasize value to company as well as importance of pilot-testing; provide case studies and whitepapers related to virtual training to demonstrate how other companies have successfully implemented solution Demonstrate both improvement in productivity through quick hits and quick wins; also show overall process improvements and estimated financial impact for company. Provide useful tactical training to support roll-out. Integration & Alignment Ensure proposed solutions/ initiatives are aligned with both with business and IT strategy and direction 26

27. Contents Executive Summary Current State Analysis Future State Analysis Business Case Adoption & Implementation Planning Next Steps 27

28. Next Steps Review presentation and proposal with (Customer Name) decision maker and stakeholders for approval Consider a SharePoint Deployment Planning Services (SDPS) follow-up engagement Execute work order for project Schedule kick off meeting for week of _____ and weekly status meetings Propose schedule: A) Deadlines for initial milestones, or B) Date to finalize initial milestones 28