LAR Update 27 April 2005

Agenda Partner Group 4:00-4:15pm Competitive Software Initiative 4:15 - 4:45pm Promotional / Campaign Updates 4:45 – 5:15pm Licensing Program & Product Updates 5:15 – 5:45pm Partner Group 4:00-4:15pm Competitive Software Initiative 4:15 - 4:45pm Promotional / Campaign Updates 4:45 – 5:15pm Licensing Program & Product Updates 5:15 – 5:45pm

Please….. Please turn your Mobile Phones off during sessions. Your feedback is important to us. Please hand in evaluation form at the end of the day. Evaluation forms and a prize Please turn your Mobile Phones off during sessions. Your feedback is important to us. Please hand in evaluation form at the end of the day. Evaluation forms and a prize

FSI StrategicMajorCorporateMid MarketCore MMSmall Bus. Government Telco & Media Commercial Marketing Driven Account Driven Partner Coverage ISV’s Global SI’sReg & Local SI’s Local SI’s & CertCert & MembersMembers Outsourcers Telcos/Aggregator Partner Driven Jointly Driven/MSFT Lead Reasons To Change

Partner Marketing and Programs PLAN CREATEDEMAND SERVICERETAINSELLENABLE Partner Sales Mgt – Public Sector and Licensing Partner Sales Mgt - Commercial Partner Portfolio Development Partner Business Management Telephone Based Partner Account Management Channel One Partner Team

Licensing Melissa Deiley Partner Sales Manager Public Sector & Licensing Licensing Chris Gillis Licensing PAM Katrina Braund Licensing PAM Public Sector Anna Alexiou Licensing PAS

Licensing Team Responsibilities Relationship Management Marketing, Campaigns and Initiatives Forecasting and Pipeline Opportunity Management Training and Communication Relationship Management Marketing, Campaigns and Initiatives Forecasting and Pipeline Opportunity Management Training and Communication

Where to find information presented today Microsoft Australia LAR Web site Microsoft Australia LAR Web site

Introducing Competitive Sales Assistance Pre-Sales Technical Support Now expanded with Competitive Sales Assistance Paul Roworth – Platform Strategy Manager Microsoft Australia Paul Roworth – Platform Strategy Manager Microsoft Australia Driving greater competitive wins for partners

Agenda The “Competitive Sales Assistance” program from Microsoft What’s in it for you How to engage our assistance Other competitive support from Microsoft Competitive Positioning The “Competitive Sales Assistance” program from Microsoft What’s in it for you How to engage our assistance Other competitive support from Microsoft Competitive Positioning

What is Competitive Sales Assistance? Partners will have access to direct, telephone-based support through Telephone-based Pre-Sales Support (TPTS) designed to provide: Pre-Sales Assistance Information helpful in answering competitive presales questions, whether they are technical in nature, or pertain to business value or business issues Unlimited access to presales support professionals Free and unlimited calls to help you understand Microsoft’s value proposition in a competitive opportunity. Competitive Content Content to help support you in engagements with customers. This content will be in the form of white papers, discussion guides, case studies, customer- ready presentations Additional Resources Assistance in locating other competitive information and resources

How is Competitive Sales Assistance delivered? TPTS Over 260 professionals Delivering partner support From 13 locations Nine languages Overall VSAT 75% for today’s presales technical support Intensive competitive training delivered Senior competitive support team formed Previous work experience in non- MS technologies CompHot 11 CompHot escalation desks worldwide Overall VSAT 79% for today’s support $533.7M revenue (verified impacted) 71% win rate (outcomes reported) Supports TPTS in partner requests for assistance Will take on top tier escalations (Telephone-based Pre-Sales Technical Support) (Internal MS Escalation Engine)

How it works Level 1 Level 2 Level 3 TPTS Support Professional Attempt to resolve issue through existing collateral, knowledge & resources Mentor Expands resources while continuing to resolve request CompHot Full CompHot support until case is resolved Learning and best practices are shared internally Escalation criteria to move to Level 3

Out of Scope: –Joint proposal writing –On-site support –Proof of Concept funding –Joint customer calls –Post sales support incidents Out of Scope: –Joint proposal writing –On-site support –Proof of Concept funding –Joint customer calls –Post sales support incidents What Competitive Sales Assistance does not provide?

Key Information to Provide When Escalating Concise description of the competitive situation –Competitor, competitive product(s), and MS product(s), including versions of products –Essence of the competitive situation Detailed background information including: –Main reason the customer is considering the competition –How you have already responded –What resources have already been engaged –Any deadlines or milestones driving the customer’s decision process –Exactly what form of assistance is being sought Concise description of the competitive situation –Competitor, competitive product(s), and MS product(s), including versions of products –Essence of the competitive situation Detailed background information including: –Main reason the customer is considering the competition –How you have already responded –What resources have already been engaged –Any deadlines or milestones driving the customer’s decision process –Exactly what form of assistance is being sought

Benefits to You Direct access to a Microsoft support professional who can help you with technical and competitive sales questions No cost and no limit to calls Simplified content searching - One stop shopping for: Third party research White Papers Case studies Customer-ready presentations Trouble-shoot technical issues for customer proposals Saves you time – less time researching, compiling information, more time to sell Assists you in providing the best answers and solutions to position Microsoft technologies in a way that enables you to win new customers Available to all Certified and Gold Partners Direct access to a Microsoft support professional who can help you with technical and competitive sales questions No cost and no limit to calls Simplified content searching - One stop shopping for: Third party research White Papers Case studies Customer-ready presentations Trouble-shoot technical issues for customer proposals Saves you time – less time researching, compiling information, more time to sell Assists you in providing the best answers and solutions to position Microsoft technologies in a way that enables you to win new customers Available to all Certified and Gold Partners

Other Competitive Support From MS Professional Support Incidents –All Certified Partners receive a 5 pack of Professional Support Incidents to assist with Post Sales Support Partner Advantage –Offered in two cost-effective plans: Standard includes phone-based access to product support, online resources, and proactive services at a fixed price. The Plus Plan, a fully customizable offering, addresses the more complex requirements of larger partners and includes services such as a dedicated support professional and more. Australian Competitive Strategy team Locally based Tier 3 escalation for Partners through the Competitive Sales Assistance program Can also escalate through your Microsoft Partner Account Manager directly or to Professional Support Incidents –All Certified Partners receive a 5 pack of Professional Support Incidents to assist with Post Sales Support Partner Advantage –Offered in two cost-effective plans: Standard includes phone-based access to product support, online resources, and proactive services at a fixed price. The Plus Plan, a fully customizable offering, addresses the more complex requirements of larger partners and includes services such as a dedicated support professional and more. Australian Competitive Strategy team Locally based Tier 3 escalation for Partners through the Competitive Sales Assistance program Can also escalate through your Microsoft Partner Account Manager directly or to

Winning with Microsoft – Resources for Partners Partner Portal - –(Under Sales & Marketing/Competitive Selling) –Help your customers make the right Choice: Get the facts on Windows and Linux Link to Microsoft “Get the Facts” website Third Party research & customer testimonials –Wealth of online tools available Online tutorials, Discussion Guides, Latest News, Presentations, Research, Videos, Industry Analysis, competitive comparisons Partner Portal - –(Under Sales & Marketing/Competitive Selling) –Help your customers make the right Choice: Get the facts on Windows and Linux Link to Microsoft “Get the Facts” website Third Party research & customer testimonials –Wealth of online tools available Online tutorials, Discussion Guides, Latest News, Presentations, Research, Videos, Industry Analysis, competitive comparisons

Microsoft Commitment Third Party Validation Go to for complete reports Interoperability Best value Reliability and Availability Wins Stronger Security Customer Positioning IP Protection

Get the Facts local advertising Showcase- Video Ezy Australia Chose Small Business Server, SQL Server & Office 2003 over Red Hat/SuSe solution Platform for their 560 stores across Australia Advertising over next 3 months in: –The Australian –Financial Review –Sydney Morning Herald –The Age –Computerworld –Info Week –MIS Magazine –Technology & Business –CIO Magazine Showcase- Video Ezy Australia Chose Small Business Server, SQL Server & Office 2003 over Red Hat/SuSe solution Platform for their 560 stores across Australia Advertising over next 3 months in: –The Australian –Financial Review –Sydney Morning Herald –The Age –Computerworld –Info Week –MIS Magazine –Technology & Business –CIO Magazine

FY05 YTD – Mid Market Competitive Escalations Key takeaways – where we engage, we have been winning over 80% of the time. Great opportunity to increase your revenue potential! Opportunity for Partners to get direct MS involvement in your opportunities. Quality of leads is important – richer information, stronger engagement. Key takeaways – where we engage, we have been winning over 80% of the time. Great opportunity to increase your revenue potential! Opportunity for Partners to get direct MS involvement in your opportunities. Quality of leads is important – richer information, stronger engagement. Competitive Engagement - Proven Success

How to engage our assistance? By phone where Telephone-Based Pre-Sales Technical Support is available- in most countries worldwide Anyone in the partner organization can call, including secondary sites Phone Support – Call , Option 1 For local numbers, hours or online information visit: – / https://partner.microsoft.com/global/technicalsupport / By phone where Telephone-Based Pre-Sales Technical Support is available- in most countries worldwide Anyone in the partner organization can call, including secondary sites Phone Support – Call , Option 1 For local numbers, hours or online information visit: – / https://partner.microsoft.com/global/technicalsupport /

Thank You!