Presenter Microsoft sales representative Audience Business decision-makers (BDMs) who are interested in an Optimizing Business Operations solution Purpose  Introduce the BDM to this solution  Persuade the BDM to take the next steps in the Customer Engagement Solutions (CES) methodology Guidance To best present the deck, follow these guidelines:  Delete hidden slides like this one before you present to your customer  Familiarize yourself with the speaker notes  Customize the speaker notes to your audience (if necessary)  Use a demo specific to your audience  Customize the benefits/challenges slides for your audience (if necessary) Using this presentation

Optimizing Business Operations Business Priorities Presentation

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

Business Context Microsoft’s worldwide market share for integrated collaboration environments was 52.6% (+16.8%), while IBM’s was 39.1% (+10.7%). – Gartner, July 2006 Microsoft continues to gain market momentum… and is selling twice as many messaging server seats than IBM. – Forrester, August 2006 Microsoft share world- wide for and calendaring increased to 47.1% (18.3% growth year-over-year) in 2005, while IBM dropped to 41.7% (5.6% growth year-over-year). - Gartner (May 2006)

Business Drivers Improve collaboration Enable seamless communication Enhance business productivity across the enterprise Improve business decision making Provide secure access with simplified identity management

Business Challenges IT Challenges Enabling access to information anytime, from virtually any location Supporting the business with flexible, user-driven reporting and analytics Facilitating structured and collaborative creation and management of documents Simplifying process participation to improve employee productivity Enabling better, more secure collaboration and communication with internal and external team members Finding relevant information from disparate document stores, databases, and line of business applications across the enterprise Lacking rich, advanced development tools to build innovative business applications Delivering an IT infrastructure for simple, automated administration and monitoring utilities for applications Delivering integrated capabilities, such as awareness and document-based workflow, with desktop tools Providing a secure, enterprise-wide platform to enable integrated, real-time communications Integrating business processes with line of business applications Enabling collaboration and workflow tools to support cross-functional teams Challenges

Solution Support This solution should help… …by providing IMPROVE COLLABORATION Unified collaboration workspaces and portals Centralized team collaboration sites and automated templates Web-based, enterprise-wide workspaces and portals Consolidated dashboards and information repositories for custom business applications ENABLE SEAMLESS COMMUNICATION Unified communications Secure platform with AV/AS Secure instant messaging and web conferencing Mobile access Voice/video conferencing ENHANCE BUSINESS PRODUCTIVITY Automated workflows Use of service-oriented architecture Common data architecture across systems Increased agility for custom business process enablement IMPROVE BUSINESS DECISION MAKING User-driven reporting Departmental dashboards Integrated line of business application reporting Enterprise-wide performance scorecards Data reporting and analysis through familiar interfaces Rapid implementation of custom applications for streamlined business intelligence SECURE ACCESS WITH SIMPLIFIED IDENTITY MANAGEMENT Single sign-on for collaboration Workflow-driven provisioning Smart card integration

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

Demo Guidance Choose a demo that is most relevant to your customer. Some potentially applicable demos include: Transporter Suite 2007 for Lotus Domino Demo: Application Analysis and ReportingTransporter Suite 2007 for Lotus Domino Demo: Application Analysis and Reporting Transporter Suite 2007 for Lotus Domino Demo: Application Analysis and Reporting Transporter Suite 2007 for Lotus Domino Demo: Application Analysis and Reporting Product Innovation Custom Application Comparison DemoProduct Innovation Custom Application Comparison Demo Product Innovation Custom Application Comparison Demo Product Innovation Custom Application Comparison Demo Transporter Suite 2007 for Lotus Domino Demo: Application Data Migration Transporter Suite 2007 for Lotus Domino Demo: Application Data Migration Project Tracking Application Template Comparison DemoProject Tracking Application Template Comparison Demo Project Tracking Application Template Comparison Demo Project Tracking Application Template Comparison Demo Sales and Inventory Tracking Application Comparison DemoSales and Inventory Tracking Application Comparison Demo Sales and Inventory Tracking Application Comparison Demo Sales and Inventory Tracking Application Comparison Demo Transporter Suite for Lotus Domino Technical Demo - Settings and ConfigurationsTransporter Suite for Lotus Domino Technical Demo - Settings and Configurations Transporter Suite for Lotus Domino Technical Demo - Settings and Configurations Transporter Suite for Lotus Domino Technical Demo - Settings and Configurations Transporter Suite for Lotus Domino Demo: Messaging and Calendaring Coexistence and MigrationTransporter Suite for Lotus Domino Demo: Messaging and Calendaring Coexistence and Migration Transporter Suite for Lotus Domino Demo: Messaging and Calendaring Coexistence and Migration Transporter Suite for Lotus Domino Demo: Messaging and Calendaring Coexistence and Migration Application Transporter 2006 for Lotus Domino Demo - Workflow Application Migration and Comparison Application Transporter 2006 for Lotus Domino Demo - Workflow Application Migration and Comparison

Demo [ Insert Demo Title ]

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

Solution’s Business Drivers ENHANCE BUSINESS PRODUCTIVITY SECURE ACCESS WITH SIMPLIFIED IDENTITY MANAGEMENT IMPROVE BUSINESS DECISION MAKING ENABLE SEAMLESS COMMUNICATION IMPROVE COLLABORATION

Sophistication of the Solution ENHANCE BUSINESS PRODUCTIVITY SECURE ACCESS WITH SIMPLIFIED IDENTITY MANAGEMENT IMPROVE BUSINESS DECISION MAKING ENABLE SEAMLESS COMMUNICATION IMPROVE COLLABORATION Phase 1 Provides the fundamental solution allowing employees to collaborate and communicate more effectively Enables secure access to data Provides efficient data management and integrated search capabilities to simplify finding information Phase 2 Adds more collaboration tools Enhances process participation Improves communication and collaboration processes Improves data reporting and analysis Phase 3 Streamlines access to data, documents, and expert resources Enables seamless communication and collaboration with external partners Enables enterprise-wide reporting and analysis Maximizes productivity and business performance

Guidance Use the next few slides to discuss each of the business drivers with the BDM. Use the next few slides to discuss each of the business drivers with the BDM. Capture feedback as you discuss each business driver. For example, you should note the following: Capture feedback as you discuss each business driver. For example, you should note the following: Relative priority of the business driver compared to other drivers Relative priority of the business driver compared to other drivers Relevant key challenges, process improvements, and the relative priorities of each Relevant key challenges, process improvements, and the relative priorities of each Business capabilities that the BDM resonates with and their relative priorities Business capabilities that the BDM resonates with and their relative priorities Use the “Business Priorities Guide” to discuss and capture this feedback Use the “Business Priorities Guide” to discuss and capture this feedback Give a copy to the BDM during this segment of the presentation Give a copy to the BDM during this segment of the presentation Mark up your copy to capture feedback Mark up your copy to capture feedback

Business Priorities Guide Business Priorities Guide 1a Reference this guide to help you discuss the business drivers that are most compelling to the BDM. Capture feedback in the exact language that the BDM uses. Business Priorities Guide 1b Use this guide to discuss potential business capabilities of a solution that supports the BDM’s business priorities. Capture feedback from this discussion, noting the BDM’s solution preferences. EXAMPLE

Range of Business Capabilities Phase 1 Phase 2 Phase 3 Provide departmental access to information enabled with departmental document libraries Support offline and online use of unified collaboration spaces and mailboxes Enable integrated search across multiple sources with enterprise- wide workspaces and portals that provide rich integration with desktop productivity tools and line of business and third- party business applications Business Driver: Improve collaboration

Range of Business Capabilities Phase 1 Phase 2 Phase 3 Enable unified messaging with mobile access to and instant messaging Provide integrated, presence- enabled line of business applications Enhance seamless integration of desktop productivity tools with web conferencing and integrated presence in line of business applications Integrate voice/video communication with instant messaging, PBX Drive fusion of communication information and policy management Ensure presence is integrated in line of business applications Provide multi-departmental web conferencing and video conferencing using desktop productivity tools Business Driver: Enable seamless communication

Range of Business Capabilities Phase 1 Phase 2 Phase 3 Improve access to key operational and performance data integrated across systems via IT parameterized reports and analysis tools connected to departmental data mart(s) Enhance sharing of and collaboration on reports and analyses using centralized project workspaces Provide portal-based, centrally- managed, user- driven reporting of critical information and analysis of data for future development; ensure reporting is integrated into line of business applications Enable interactive departmental scorecards with key performance indicators Enable advanced visualization with key performance indicators Enhance strategy-driven, enterprise-wide dashboards and scorecards with automated tools and centralized data management Business Driver: Improve business decision making

Range of Business Capabilities Phase 1 Phase 2 Phase 3 Provide unified directory for messaging and collaboration, simplified user provisioning, de-provisioning, and maintenance Enable single sign-on for communications Improve certificate and smart card integration Provide workflow-driven provisioning Provide single sign-on for collaboration Provide federated directory services Ensure self-service access management Enable single sign-on across the enterprise Business Driver: Secure access with simplified identity management

Range of Business Capabilities Phase 1 Phase 2 Phase 3 Ensure manual business processes with integrated search indexes exist with simple workflows on documents and forms in document libraries Provide forms integrated with line of business applications and accessible via mobile devices Enhance automation of all core business processes and monitoring of critical processes with multi-tier development tools using lightweight methodologies Enable universal data access through common data architecture across systems; improve business productivity and process participation with workflow applications Ensure forms/workflows have end-to-end visibility, enabling collaboration across organizational boundaries Provide integrated tools adhering to enterprise-wide service-oriented architecture standards to help integrate business processes within/across the enterprise, enabling the organization to quickly integrate new applications Improve performance with custom workflow applications, fully-automated workflows Access universal data across systems Business Driver: Enhance business productivity

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

Potential Business Benefits Accessing information any time, from virtually any location Providing flexible, user-driven reporting and analytics Creating and managing documents collaboratively Enabling higher employee productivity Collaborating more efficiently with team members, regardless of location Accessing information across multiple, disparate locations

Infrastructure Optimization Sales Approach Audience Solution Implementer Guide Architecture Guide Infrastructure Optimization Sales Support Materials Solution road map Solution areas Industry Horizontal Customer business strategy Capability Discussion Guide Capability Discussion Presentation 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Enterprise Platform approach Position the Integrated Enterprise Platform approach 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Enterprise Platform approach Position the Integrated Enterprise Platform approach Business Priorities Guide Business Priorities Presentation 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities Optimization gap analysis => Projects, architecture, products BDM TDM IT Pro

Next Steps Discuss your priorities with IT Map to systems requirements Understand what can be leveraged Develop a high-level road map for deploying integrated capabilities Translate back into business capabilities enabled/supported Review the proposed business capability road map

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