BUSINESS APPS COLLABORATIONSTORAGEPLATFORMMANAGEMENTPRODUCTIVITY COMMUNICATIONS

Office Deployment Exchange (Mail) + Lync (Presence + IM) Exchange (Mail) + Lync (Presence + IM) Lead with Online Services (=> Union) Lead with Online Services (=> Union) SharePoint (Collaboration) SharePoint (Collaboration) Enterprise BreadthConsumerStudents Enterprise BreadthConsumerStudents Enterprise BreadthConsumerStudents ProjectVisio Lync ( Phone, Video, Meeting) Lync ( Phone, Video, Meeting) SharePoint (Websites, Content Mgt, BI, Search) SharePoint (Websites, Content Mgt, BI, Search)

FY 11 Partner Playbook - Page 10 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Details Competency Requirements : petencies/ petencies/ Benefits : petencies/compcontentmanagement Download Competency Presentation : petencies/ petencies/compcontentmanagement petencies/ Download Competency Quick Ref Guide : petencies/ petencies/ MPN Competency : Content Management Description When you attain the Microsoft Partner Network Content Management competency, you demonstrate that you have the capability and proven experience in using Microsoft content management solutions to help customers efficiently and effectively manage their information—and make it easy to find, share, and use Requirements (Details see Competency Presentation) Silver Competency : Employ or contract two MCP’s or have a certified application (ISV’s) Okt 2010 : Employ or contract one person who passed MS Licencing Overview assessment Okt 2010 : Employ or contract one person who passed MS Online Sales/marketing Competency assessment 3 verifiable customer References Gold Competency : Employ or contract four unique MCP’s not holding another competency. Your organization must meet a minimum revenue commitment, documented in a simple business plan Okt 2010 : Employ or contract one person who passed MS Licencing Overview assessment Okt 2010 : Employ or contract two person who passed MS Online Sales/marketing Competency assessment 5 verifiable customer References Participate in the Customer Satisfaction (CSAT) Index. Benefits (Details see Competency Presentation & following pages) Silver Competency Internal Use Rights, Sharepoint Partner Connect, Readiness & Learning guide, BPIO Customer Campaigns, Sell MS BPI resources, Silver Competency Logo, IO Tooling Gold Competency All Silver Competence benefits Extra Internal use rights, Gold Competency Logo

FY 11 Partner Playbook - Page 12 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Target Audience Attendees should be technical decision makers and have at least an intermediate knowledge of the solutions featured in the Practice Accelerator session they plan to attend. However, to ensure participants get the most out of the session, it is recommended that participants have advanced experience with the technology. Contact Contact your PAM/PTA & Check for possible promotions. Cost. +/ $ (Subject to change) Starting in October, you can pay for Practice Accelerator by using your advisory hours. Each delivery hour uses up one advisory hour.advisory hours Enable : Practice Accelerator Goal Practice Accelerator service offerings are developed by Microsoft Consulting Services (MCS) experts based on proven customer deployment experiences on the latest Microsoft products. The best practices, guidance, and tools are then shared with you to help you develop new services practices or strengthen existing ones. Practice Accelerator is a comprehensive set of reusable tools and best practices delivered through Microsoft Office Live Meeting sessions. Practice Accelerator provides a detailed framework, covering pre-engagement to post-delivery, and includes: A series of reusable tools, templates, best practices, Hands-On Labs, and guides. Materials to help you with architecture design, along with post-deployment maintenance and monitoring recommendations. Easily customizable reference architecture documents for you to design and leave with your customers. Project guidance, including templates for planning and managing your customers’ projects. Planning and design guides to help you provide pre-deployment recommendations. Resources Details of the PA program :

FY 11 Partner Playbook - Page 13 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Enable : Readiness Technical : Update & Practice Focus: What is New ? Integrate, Migrate, Practice Building, Certification LevelDateTitelTypeDescription (Who is for ? About ! Links ) Oct Pre Sales Workshop. 360 view on successful Business Scenarios with SharePoint 2010 ILT Subscribe for the session 200TBC Product Update on SharePoint Designer 2010 ILTInvite to follow, will become available in the training framework & dashboard 350H2 Deep Dive Technical Workshop Advanced Branding ILT Invite to follow, will become available in the training framework & dashboard Readiness Technical: New to Technology Focus: Configure, Plan, Design, Deploy, Support, Methodology, LevelDateTitelTypeDescription (Who is for ? About ! Links ) NATechnical Fundamentals on SharePointOnline Select Portals Competency - – – Free available, essentials trainings in online formats, available in the training framework at Level NACore Technical Training on SharePoint 2010 Server 2010 Blended Select Portals Competency - – – Free available, essentials trainings in onlien formats, available in the training framework at Level Link to Resources Prepare for Portals Competency Learn about Azure

FY 11 Partner Playbook - Page 14 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online LevelDateTitelTypeDescription (Who is for ? About ! Links ) Oct Partner Vision Seminar: How Microsoft Search can help you to boost your customer online business ILT Partners looking to expand their business. Subscribe / Nov : Future of Productivity (NWOW) ILT This session will focus on sales opportunities for integrated scenarios between SharePoint 2010 and OCS /9 Selling Across the Platfrom How to Integrate S + S Into Your Business ILT I3 Connect Sales Track. More information. Subscribe directly to Sales Track. Trainer: Eduardo Kassnerhttps://partner.microsoft.com/belux-nl/ Sales Track Requirements; Ensure you have followed level Training of the below selection LevelDateTitelTypeDescription (Who is for ? About ! Links ) IO as Sales MethodologyBlended Participate in Class Room. Trainer: Eduardo Kassner or watch recording Select Desktop Competency. Level NASales Essentials on Share Point 2010Online Select Portals Competency - – – Free available, essentials trainings in onlien formats, available in the training framework at Level NASolution SellingBlended Particiapte in Sales Excellence Program More information MonthlyLicensing BasicsBlended Select Licensing Competency – Free available, essentials trainings in onlien formats, available in the training framework at Level NALearn about the IO modelOnlineGo to Partner Ressources Enable Readiness Sales : Update & Practice Focus: What is new ?, Sales Accreditation, Compete, Cross Selling Readiness Sales : New to Technology Focus: Selling the Solutions/Products, IO Selling Methodology, Solution Sales, Licensing, Link to Resources Partner Sales Resources Pre Sales Demo Showcase Link to Sales Dashboard NL / FR NL / FR

FY 11 Partner Playbook - Page 15 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Target Audience Sales Pre-Sales Contact Contact your PTA for further support Sell : IO Assessment tool for BPIO Goal An IO assessment demonstrates the strategic importance of technology investments. The outputs of an IO assessment identify areas where IT infrastructure investments can generate technology, business and financial value returns. By establishing a compelling value proposition for technology acquisitions, Microsoft partners who engage their clients in an IO assessment can move the sales dialogue from a tactical to a strategic conversation. If successful, the partner will transition from being perceived as simply a sales organization that promotes its own agenda to being a strategic partner with the best interests of the client in mind. IO assessments are best conducted early in the sales cycle so priority areas can be identified. This will focus the scope of the product or solution sale on areas where a strong value proposition has been identified. Although an IO assessment is most effective early in the sales cycle, it can also be an effective tool to exhibit the ROI of a product already under consideration.. Resources Start your BPIO Assessment : Information & Documentation : Sample Report : 477E573261B1/Microsoft_Core_IO.rtfhttp://download.microsoft.com/download/A/6/C/A6C50B7C-782E-4B05-B E573261B1/Microsoft_Core_IO.rtf

FY 11 Partner Playbook - Page 16 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Target Audience Sales Pre-Sales Sell : Office On Ramp Goal Office OnRamp is the BPIO execution package that launches Office 2010 to the Enterprise business. Office OnRamp helps you drive the conversations you need to have with TDMs, ITPros and end users to renew EAs, drive Office 2010 deployment and win new EA business. OnRamp provides a complete set of orchestrated activities and marketing materials that give you the tools you need to demonstrate the value of Office 2010 in the BPIO framework and WIN! Resources Office On Ramp Landing Page : Office On Ramp Content (Flyers, Product Guides, Whitepapers, Day in a life scenario’s, Execution Guides...) :

FY 11 Partner Playbook - Page 18 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Process Your PAM/PTA Will be able to assist you. Create Demand : New World of Work Tour Goal Tbc : NWOW Tour including CIE. Requirements PSP (UC/BI/ECM/Portals/Search) in place. Benefits Support Sales Process Limit investments in Pre-Sales engagement / POT / POC Generate Demand by relying on the Microsoft evangelisation engines.

FY 11 Partner Playbook - Page 19 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Resources CIE Landing Page : Process Your PTA will be able to assist you. To become a CIE partner. Your PAM/PTA need to nominate you. Create Demand : Customer Immersion Experience Goal Use the Microsoft Customer Immersion Experience (CIE) to effectively demonstrate to your customers and prospects the value of the 2010 Microsoft Office system across business productivity infrastructure capabilities. The CIE is a sales tool that provides customers with a hands-on environment, and the opportunity to play an active role in high-level business scenarios that focus on integrated, functional, and out-of-the-box features. Partners can bring customers to the CIE sessions at participating Microsoft locations, become CIE facilitators, or host their own CIE environment. Learn more and Explore your options for getting involved with the CIE today. Requirements PSP (UC/BI/ECM/Portals/Search) in place. Benefits Support Sales Process Limit investments in Pre-Sales engagement / POT / POC Solution Briefing Develop Solution ADSPOCClosing Use CIE to… Engage BDMs Explore what’s possible Show platform Use CIE to… Engage BDMs Explore what’s possible Show platform Use CIE to… Reduce the need for POC Use CIE to… Reduce the need for POC Use CIE to… Drive Deployment Use CIE to… Drive Deployment 0-20% 20-40% 40-60%60-80%80-100%

FY 11 Partner Playbook - Page 20 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Resources General Info : Partner Eligibility : Follow the Registration : SDPS Process : Glance.aspx Glance.aspx Sell : SDPS (Sharepoint Deployment & Planning Services) Goal SharePoint Deployment Planning Services (SDPS) allow Microsoft customers to use their Software Assurance Benefits to pay certified partners for SharePoint deployment and upgrade services. With SharePoint Deployment Planning Services, customers can leverage best practices and plan an effective deployment of SharePoint Server 2010 (or 2007), plan their upgrade to SharePoint Server 2010 or plan a deployment of SharePoint for Internet Sites. Partners love delivering SharePoint Deployment Planning Services because they can leverage pre-built engagement materials to deliver customer engagements that often lead to follow-on work.Software Assurance Benefits Requirements To participate in SharePoint Deployment Planning Services, partners must meet the following certification criteria: Be a registered member of the Microsoft Partner Network (MPN) Be registered in Office System Solution Directory (OSSD) Be registered with SharePoint Deployment Planning Services and have accepted the contract terms Have at least (2) Microsoft Certified Professionals who have taken the Exam : Microsoft Office SharePoint Server 2007, Configuring and who have been associated with a partner company in the Microsoft Partner Network. Have at least (3) customer references for projects that feature the integration of products, technology, and services to align resources and business activities using Microsoft Office SharePoint Server 2007 or SharePoint Portal Server Benefits Visibility within Microsoft. Visibility on public Microsoft Sites : (See Resources) Funded Assessments / POC’s for eligible customers. Almost 500 Days xDPS unused in CA only

250MB storage allocation per user Collaboration Portal Enterprise Content Management Search Business Process Forms Platform & Extensibility Instant Messaging and Presence Group IM Address Book Search Distribution List Expansion File Transfer 1:1 Audio and Video * Optional capabilities at additional cost 25GB Mailbox Outlook and Web Access Anti-Virus/Anti-Spam Shared Calendars, Contacts & Tasks Active Sync Mobile Devices Blackberry Device Support* Compliance Archiving* Web Conferencing Small group collaboration to large events Desktop sharing, chat, question manager Training support and virtual breakout rooms VOIP or PSTN voice support Live 360 degree panoramic video

24 Exchange Online Standard €4,26 Exchange Online Standard €4,26 Office Communications Online (IM and Presence) €1,70 Office Live Meeting Standard €3,83 Office SharePoint Online Standard €4,47 Deskless Worker Suite €2,56 Deskless Worker Suite €2,56 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard €8,52 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard €8,52 40% off Exchange Online Deskless Worker €1,70 SharePoint Online Deskless Worker €1,70

Online Services Partner involvement ? Application Integration Deployment Trial Conversion Customer Partner Microsoft Benefits

Authentication Administration Storage Compliance Authentication Administration Storage Compliance Audio Conferencing and Calendaring and Calendaring Web Conferencing Web Conferencing Telephony Video Conferencing Video Conferencing Voice Mail Instant Messaging (IM) Communications Today Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Authentication Administration Storage Telephony and Voice Mail Telephony and Voice Mail Instant Messaging and Calendaring Unified Conferencing: Audio, Video, Web Future of Communications On-Premises Hybrid In the Cloud

FY 11 Partner Playbook - Page 32 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Target Audience Sales Pre-Sales Contact Contact your PAM/PTA if you want to receive funding to execute this BVA Tool : UC Business Value Assessment Goal In today’s economy, your customers’ IT budgets continue to shrink, and they’re having to look closely at every project to ensure it makes sense for their businesses. Help your customers build the business case for investing in Microsoft unified communications (UC) technologies with the Microsoft Unified Communications Business Value Assessment (UC BVA). By proactively providing strategic guidance to help your customers meet their business needs, you can earn trust and build long-term relationships with your customers —and increase your consulting and implementation revenue opportunities. Built on a proven methodology, the Microsoft UC BVA provides the guidance and resources you need to deliver a five-day customer engagement. Resources Landing Page : BVA Toolkit : BVA Tool : BVA Instructions : Training :

FY 11 Partner Playbook - Page 33 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Unified Communications Solutions FastStart Sales Kits Driving engagements based on customers’ business and IT interests is critical in accelerating your sales efforts. Unified Communications Solutions FastStart Sales Kits provide resources and guidance to help you manage sales cycles effectively, from identifying opportunities to delivering solutions. Each kit is designed for a specific audience and stage in the sales cycle, and contains resources that you can use to drive successful customer engagements through the sales cycle Download the Faststart Sales kits :

FY 11 Partner Playbook - Page 34 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online LevelDateTitelTypeDescription (Who is for ? About ! Links ) Oct : Future of Productivity (Exchange & Lync) ILT Migrating towards Exchange Server 2010: The purpose of the session is to provide you the tools and framework for business value conversations with your customer Nov : Future of Productivity (NWOW) ILT This session will focus on sales opportunities for integrated scenarios between SharePoint 2010 and Lync. Invite LevelDateTitelTypeDescription (Who is for ? About ! Links ) 100–20030 IO as Sales MethodologyBlended Participate in Class Room or watch recording which will become available at Level –200NA Sales Essentials on Unified Communications Online Select Unified Communications Competency –– Free available, essentials trainings in online formats, available in the training framework at Level –200NA Sales Essentials on Exchange Server 2010 Online Select Unified Communications Competency –– Free available, essentials trainings in online formats, available in the training framework at Level –200NASolution SellingBlended Participate in Sales Excellence Program More information 100–200MonthlyLicensing BasicsBlended Select Licensing Competency –– Free available, essentials trainings in online formats, available in the training framework at Level –200NALearn about the IO modelOnlineGo to Partner Resources Readiness Sales : Update & Practice Focus: What is new ?, Sales Accreditation, Compete, Cross Selling Readiness Sales : New to Technology Focus: Selling the Solutions/Products, IO Selling Methodology, Solution Sales, Licensing, Link to Resources Partner Sales Resources Pre Sales Demo Showcase Link to Sales Dashboard NL / FR NL / FR

FY 11 Partner Playbook - Page 35 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Readiness Technical : Update & Practice Focus: What is New ? Integrate, Migrate, Practice Building, Certification LevelDateTitelTypeDescription (Who is for ? About ! Links ) / /11 Core Technical Training - Lync ILT What is new in Lync - Ignite Redelivery. Previous knowledge of OCS R2 needed (through online or class room training). Invite for the first session Several Deep Dive Technical Training on Exchange Server 2010 ILTTraining Voucher for CPLS organised Trainings See list of partners offering Through PTA Readiness Technical: New to Technology Focus: Configure, Plan, Design, Deploy, Support, Methodology, LevelDateTitelTypeDescription (Who is for ? About ! Links ) NA Technical Fundamentals on OCS 2007 R2 and Lync Online Select Unified Communications Competency –– Review minimum the training in Level 100 – 200. Learn about Lync NALync Technical Briefing for IT Pro TechNet NA Technical Fundamentals on Exchange Server 2010 Online Select Unified Communications Competency –– Free available, essentials trainings in online formats, available in the training framework at Level NA Core Technical Training OCS 2007 R2 Blended Select Unified Communications Competency –– Free available, essentials trainings in online formats, available in the training framework at Level NACore Technical Training on Exchange Server 2010 Blended Select Unified Communications Competency –– Free available, essentials trainings in online formats, available in the training framework at Level Link to Resources Prepare for UC Competency Learn about Azure

FY 11 Partner Playbook - Page 37 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Resources General Info : Partner Eligibility : Eligible Customers : Registration : EDPS Process : Register for Visibility on MS Belux Website : x x EDPS (Exchange Deployment & Planning Services) Goal Exchange Deployment Planning Services (EDPS) is a Packaged Services Benefit designed to help guide customers through the deployment planning stages of Exchange 2010 implementation. Packaged Services engagements are conducted by certified partners who share best practices, analyze the customer’s organizational requirements and help create a high-level deployment roadmap. Partners are equipped and compensated by Microsoft for engagements ranging from 3 – 15 days. Requirements Partner organizations must have Unified Communications Competency. Benefits Visibility within Microsoft. Visibility on public Microsoft Sites : (See Resources) Funded Assessments / POC’s for all eligible customers see Almost 500 Days xDPS unused in CA only

FY 11 Partner Playbook - Page 38 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Target Audience Pre-Sales Contact Your PAM/PTA will keep you informed Submit you participation herehere Details Date : 22nd October Subscription process : see – check with your PTA Create Demand : So You Think You Can Demo – Lync ! Goal In order to sharpen our partner demo skills, and to support our most prominent partners, we’re inviting you to participate in the “So You Think You Can Demo”-competition; an ideal way for you to demonstrate your outstanding technical, presentation and demonstration skills. Obviously, you’ll also be able to use this demonstration to accelerate your sales for projects and solutions based on Lync. Demonstrate in minutes the products and capabilities in the scope of the Communication Server 14 launch: · Tier 1 (required in the demo) o Integration of Lync with other productivity tools of the Wave 2010 (e.g. Office 2010 or SharePoint 2010). o Demonstration of one unique selling point of the new Lync platform (which the previous version or competition doesn’t have). For example: § IP telephony for all profiles in working environments that not necessarily have 100% PCs (thin clients, …); § Native Call Center support on our UC stack (Aspect,…) or integration with 3rd party CC; § UC business integration (CRM, LoB). · Tier 2 (minimum three of the following capabilities should be included in the demo) o Instant Messaging and Presence - Audio, Video and Web Conferencing - Enterprise Voice o Mobility - Group Chat - Platform Extensibility - Public IM Connectivity - Federation o Management and Operations - Response groups and IVR · Tier 3 (optional) o Office Communicator Web Access - Office Communicator Mobile o Office Communications Server Attendant - Devices Get more information on: · The public website: or on the partner portalhttp://

FY 11 Partner Playbook - Page 39 Unified Communications Unified Communications Business Intelligence Business Intelligence ECM/Portals Search EPM Introduction Online Create Demand : Lync Launch Events and Activities We will generate huge momentum on the Lync launch. Several events will take place in the October – November timeframe and we invite you to participate in them and to set-up your own partner events to benefit of this momentum we will create. -So you Think You Can Demo Lync – 22nd of October  Register a delegate from your company -UC Community Day & Partner Launch – 27th of October  You will be invited -National Homeworking Day – 28th of October  Let’s all home that day! Check communication from your PAM and register on or -Official Launch of Lync -GA of Lync Target Audience Sales – Pre-sales Contact Your PAM/PTA will keep you informed Details Date : Tbd Subscription process : Depends on the event

System Infrastructure Application Infrastructure Application and Information Process Business/Enterprise Influenced Consumer/Web Influenced

Zimbra Zarafa Escaux Google Cisco IBM Zimbra Zarafa Escaux Google Cisco IBM Skype - Open - Different packages - On-premises and Online, Integrated BPOS

VMWare Symantec Kaseya Oracle VDI: Every company, not every desktop Intune: Simple, integrated, End-to-end

VMForce Amazon Red Hat Google Acadia IBM Oracle Salesforce

Cloud Computing Landscape

Microsoft Cloud Continuum INFRASTRUCTURE AS A SERVICE PLATFORM AS A SERVICE SOFTWARE AS A SERVICE