Microsoft Canada RFP Small Local/Digital Agencies Partner Marketing Works International Inc. Delivering Results through Process Excellence December 11, 2009

What is Partner Marketing Works (PMW)? Turnkey provider of professional skills and services that develops, delivers and manages go-to-market executions for technology companies and their channel partners - quickly, reliably and cost effectively Business Model Collaborative partnership between seasoned professionals in specific areas of discipline that span the full spectrum of marketing requirements

Services, Differentiators, Process Services Content services (case studies, white papers, editorial, etc.) Custom publishing Digital advertising (Banners, HTML, text, etc.) Digital creative and production (Interactive DVDs, Micro sites, etc.) Events (content, creative, staging, logistics, speaker acquisition, registration, data reporting, etc.) Print advertising Print creative and production (brochures, signage, attendee kits, invitations, postcards, etc.) Project management Sales and partner training curriculum Video content, creative and production, and more

What Differentiates PMW? Single point of contact by principals of the company High touch, senior practitioners at every point Discovery Methodology: pull versus push Time to value – agile, aggressive turnaround Speed to market

Our Process Concrete but not static Intuitive and organic to PMW team members  Identify strategy maturity and any required development  Initiate discovery  Engage with subject matter experts  Develop fresh content based on dynamic IP  Manage project(s)

CASE STUDY ONE Extracting More Value from Association Marketing Opportunities

Overview PMW manages and acts as the face of Microsoft with many key/leading Associations PMW produces a monthly Canadian Association/Non- Association Co-Marketing Opportunities E-newsletter that is distributed to marketing teams across the countryCanadian Association/Non- Association Co-Marketing Opportunities E-newsletter  Events  Online  Print  Research

Extracting More Value from Association Marketing Opportunities Objectives Increase awareness of Microsoft solutions in a wide range of vertical and horizontal audience categories Maximize ROI from Association relationships Rationalize and consolidate to reduce direct costs Streamline Microsoft engagements and reduce indirect costs (improve productivity) Create new marketing opportunities by engaging Associations to customize sponsorships that minimize soft deliverables and maximize hard benefits: Speaking/networking opportunities Joint events Special product offers to members (MS Dynamics ERP and CRM) Beta evaluations (MS Office 2010) Public relations opportunities, etc.

Extracting More Value from Association Marketing Opportunities Process/Engagement Discover Microsoft marketer(s) audience priorities and campaign objectives Engage with Associations to customize opportunities and leverage existing relationships and opportunities Lead and coordinate activities, execute deliverables

Extracting More Value from Association Marketing Opportunities Results Leverage association relationships across Microsoft product groups to reduce costs, improve efficiencies, increase opportunities and create value

CASE STUDY TWO Telling a Unified Story - HP’s Transforming Your Enterprise Magazine

Telling a Unified Story – HP’s Transforming Your Enterprise Magazine Overview HP’s Transforming Your Enterprise Magazine PMW acts as publisher, managing and executing content creation, acquisition, development, production, delivery

Telling a Unified Story – HP’s Transforming Your Enterprise Magazine Objectives Create a quarterly, page magazine to communicate integrated solutions messaging and thought leadership to IT and LOB managers+ in medium to large U.S. organizations Reduce the number of customer touches Leverage content online, in direct sales efforts, at events and in other venues Increase awareness and consideration and generate demand

Telling a Unified Story – HP’s Transforming Your Enterprise Magazine Process/Engagement Discover strategic messaging priorities for the period and recommend article themes and topics to align to priorities Synthesize, prioritize and synchronize article ideas and content supplied by multiple HP business units and product groups Execute discovery and interviews with subject matter experts (HP, partners, customers, analysts) Manage reviews and revisions for all contributors

Telling a Unified Story – HP’s Transforming Your Enterprise Magazine Deliverables Print, PDF and HTML magazine Subscriber acquisition/ fulfillment and lead generation – website, , direct mail Distribution

Telling a Unified Story – HP’s Transforming Your Enterprise Magazine Results Generates leads and sales (Winter 09 ed. lead value USD $839K) Qualifies and builds trust with clients Content leveraged in print and electronic form in countries around the world Used frequently in direct sales efforts

Summary (PMW) A team of professionals with extensive experience in the technology industry Breadth and depth of marketing capabilities Proven process for consistent and measurable performance Agility and adaptability