1. Looking back, looking forward
Licensing Partner Annual Event ‘06

2. Agenda Who from Microsoft is in the room? Looking back on H1 FY06/07
Project Refresh
Why?
What have we done?
Key Findings
The Perfect LAR
Find your Value Proposition
Building Capabilities & Performing
New approach to Compliancy

3. Whose who in the sales zoo?
Regional Bus Desk - Jonathon Downs; Mike Parker
Licensing Marketing – Thomas Kablau
Licensing Communications - Ainslie McNamara
Channel Training – Tony Parzakonis
Channel Hotline - Anthony Kola
Public Sector LS – Laura McMenamin; David Triston-Rattay
Commercial LS – Bob Williams; Craig Martyn
Mid Market LS – Katie Mortimer; Shalini Anand
Partner Licensing Executives – Julanne Saltiel; Mal Fraser
Microsoft Financing – Katrina Braund; Trevor Hudson; Steve Kerr

4. Whose who in the operations zoo?

5. What’s happened on the number front…

6. Vertical & Segment Revenue Performance YTD November 2006

7. License Type Revenue Performance YTD November 2006

8. License Type Revenue Performance YTD November 2006

9. Project Refresh

10. Why refresh the LAR channel?
Customer Satisfaction
Lack of measurement (what gets measured gets done)
Capabilities & Performance
Better understand value proposition
Drive technology
Better engagement
Planning = Growth

11. What have we been doing? Interviews Information gathering
Interviews with Internal Microsoft Stakeholders: e.g. Licensing, Sales (Enterprise, Public Sector, Mid Market), LCA, Finance, Operations, Strategy, Partnering
Meetings (either in person or by teleconference) with each LAR/ESA
KPMG Internal discussion and research
Lots of Customer interviews
Information gathering
Financial Analysis
Forecast process analysis
Document review
Other Microsoft initiatives
Numerous interviews (across a diverse range of stakeholders), review of key documents, analysis of processes and data and workshops to refine the LAR/ESA value proposition

12. Key findings
Interviews highlighted problems around inconsistent sales engagement, Microsoft’s understanding of the LAR/ESA value proposition and the level of support they receive

13. The perfect LAR Solution Focus Partner Services Deployment
Proactive (Sales) engagement during life cycle
Solution Focus
Partner Services
Deployment
Software Asset Management
LAR/ESA Partner model around the management of the licensing lifecycle is changing – LAR/ESAs need to extend their capability to maintain their value proposition
Value proposition of LAR/ESA
Licensing is a part of the solution

14. Find your value proposition

15. What gets measured gets done!

16. Enterprise Compliance
Systematic Engagement with customers

17. License review at Microsoft – time for change

18. Thank you

19. Questions

20. Thank You
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