1. Supercharge Your Growth in Depth
Michelle Daw - Northern Region Sales Manager
Dean Swan - Southern Region Sales Manager

2. Agenda Intro and FY08 snapshot Sales engagement model in Depth
Sales optimization (Bermuda)
MS priorities FY09
Investment areas
External Research for Growth
Partner commitments
Q&A

3. What is the Depth customer segment?
2/2/2019 6:52 AM
What is the Depth customer segment?
FY09 Taxonomy
Depth
1678
PCs
employees
104k
Characteristics
5-250 PCs
employees
Breadth
200
500-10,000 PCs
1, ,000 employees
Corporate
Major
>10,000 PCs
>15,000 employees 25
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The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. 3

4. Business snapshot FY08 – a fantastic year
FY08 actual
Win
Grew 7 points faster than market
200% Search wins target
33% growth ERP
567 servers/38,000 competitive seats displaced
Drive
NSAT up 17% points
Grow
37% revenue growth
(51% EA and 37% select)
Strong growth in collaboration, messaging, U.C

5. 3 year revenue Growth in Depth Commercial

6. Depth ATU Model Sales Team Structure Sales Manager SEM Territory Mgr
accounts
Account Manager
1:70
BDM
1:200
Sales Team Structure

7. Revenue opportunity in Commercial Depth segment of 1670 accounts

8. Sales optimization through better territory planning (Bermuda)
Sales Excellence through effective alignment of internal and external resources
Highlighting solutions and associated revenue opportunities
Optimising our territory planning process for FY09

9. Sales optimisation (Bermuda)

10. What is top of mind for CIOs?
2008 CIO Technology Priorities
To what extent will each of the following technologies be a top five priority for you in 2008?
All CIOs
Aus/NZ
2008
2007
2006
Business intelligence 1
Servers & storage technologies 2 3 5 9
Legacy modernization, upgrade or replacement 4 10
Mobile workforce applications and devices
Document management **
Enterprise applications (ERP, SCM, CRM etc) 6
Collaboration technologies 7 8
Security technologies
Networking, voice and data
Service oriented (SOA, SOBA)
Workflow management
Technical infrastructure 12
Source: Gartner; “Making the Difference: The 2008 CIO Agenda”, May 2008

11. Microsoft Focus Areas FY09
Search
Grow Windows Server share
Grow ERP market share
Virtualization
Win
Desktop deployment – Vista & Office
Drive
Increase share of wallet
Increase market share
Grow
Increase developer tools attach & renewals
Innovate

12. Where are we investing in Depth?
43 Direct Sales people focused on Depth
Analytic Predictive Models (Bermuda)
Security Guidance Centre for 700 customers
Microsoft Licensing Statements ($100K investment)
$2.46M Marketing Dollars
IW Campaigns
Server & Tools Campaigns
BDM Campaigns
Through Partner Marketing

13. New Research For Growth
Growth in the Mid-Market to outstrip Enterprise in FY09
FY09 ($USm)
FY09 Growth
Enterprise Software Market Spend
$2,220
6.1%
Mid-Market Software Market Spend
$1,562
10.0%
FY09 ($USm)
FY09 Growth
Mid-Market Services Spend
$4,117
4.2%
MM Spend ($US m)
MM Growth
Application Development & Deployment Total $
10%
Applications Total $ 9%
Collaborative Applications $
11%
Content Applications $
12%
Customer Relationship Management (CRM) Apps $
Engineering Applications $ 4%
Enterprise Resource Management (ERM) Apps $
Operations and Manufacturing Applications $ 7%
Supply Chain Management (SCM) Applications $ 6%
System Infrastructure Software Total $
Security Software $
15%
Storage Software $
System and Network Management Software $
System Software $ 8%
Source: Microsoft research based on IDC data, Dec 2007

14. Partner Commitments Build a business plan with your PAM
Build Partner Solution Plan around campaigns with Depth focus
Share pipeline
Data Cleansing & Mining-Medium business success starts with data
Get the Depth managed account list from your Partner Account Manager
Build sales and technical capability aligned to the market opportunity

15. Q & A

16. Contact Us Michelle Daw mdaw@microsoft.com (02) 9870 2337
Dean Swan (02)