Selling Windows Client Software Assurance March 14, 2006 Tom Yoritaka Justin Engelland Windows Client PMG Microsoft Corporation.

Selling Windows Client Software Assurance March 14, 2006 Tom Yoritaka Justin Engelland Windows Client PMG Microsoft Corporation

LAN-MCY149-20060228-17218-172 1 Please let us know what region you are in? North South East West Midwest Canada Others

LAN-MCY149-20060228-17218-172 2 What type of partner are you? System Integrator LAR/VAR System Builder ISVOEM

LAN-MCY149-20060228-17218-172 3 Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources Call to action

LAN-MCY149-20060228-17218-172 4 Partner Opportunities For Windows Client Enterprise Agreements And SA Increased revenue for partners New compelling value proposition for Windows Client SA Delivers more value to customers More efficient to sell – clear differentiated value Increased customer standardization on the Microsoft stack Platform EA providing sizable future renewal opportunities Enhanced customer relationships for partners SA delivering real enterprise value

LAN-MCY149-20060228-17218-172 5 Windows Vista Strategy Value To Customers Windows Vista Enterprise and Business SKUs tailored to the needs of customer segments Windows Vista SKU Strategy Differentiated technology through Windows Vista Enterprise Integrated solutions Future upgrade rights Windows Client SA Roadmap Addressing security, cost and productivity needs Maximizing desktop benefits through infrastructure optimization IOI/”War On Cost” Customer focus through scenario-based campaigns Mobile/Remote Productivity, Empowered Professionals, Infrastructure optimization, Security/Compliance, Enterprise Customer Campaigns

LAN-MCY149-20060228-17218-172 6 Enterprise Customer Campaigns Windows Vista Enterprise Positioning Statement Windows Vista connects people to information, enables mobile and remote productivity, reduces deployment and support costs, and provides a more secure and compliant desktop platform Mobile & Remote Productivity Windows Vista enables mobile and remote professionals to easily and more securely connect to information, networks, and people Empowering People With Information/Enterprise Search Infrastructure Optimization Security & Compliance Windows Vista improves productivity by helping individuals to find and organize information quickly, easily, reliably, and more securely Windows Vista enables IT Professionals to reduce the complexity and cost of deploying and supporting a more secure, reliable, and manageable desktop infrastructure Windows Vista reduces business risk, better protects data, and contributes to regulatory compliance with a more controllable and secure environment

LAN-MCY149-20060228-17218-172 8 Exciting New Win Client Product Launches in 2005/06 Windows Vista will be launched in Fall of 2006– the biggest and best launch of Windows since Windows 95. New features, improved security, and much more for business customers! Software Assurance Benefits 3.0 available as of March 2006 -- new and exclusive benefits, including a premium version of the OS called Vista Enterprise available exclusively for SA customers

LAN-MCY149-20060228-17218-172 9 Value of Software Assurance for Windows Client is strong! Software Assurance for Windows Client maximizes the value of the software investment through differentiated technology, integrated solutions and future upgrade rights Differentiated technology Integrated solutions Future upgrade rights Windows Vista Enterprise, available exclusively with SA, is the optimal OS for all of your business desktops SA includes an integrated suite of products, services, and support to maximize your investment in the OS throughout the software lifecycle SA customers enjoy perpetual rights to all future versions of the OS that are released during the term of their agreement

LAN-MCY149-20060228-17218-172 10 Software Assurance 3.0 Providing technology, services, support and financing to manage the software lifecycle New Version Rights Spread Payments Windows Vista Enterprise Virtual PC Express for SA Training – Extended Vouchers for Enterprise Customers eLearning Home Use Program Employee Purchase Program Enterprise Source License Program Desktop Deployment Planning Services Information Work Solution Services Windows Pre-Installation Environment Extended Hotfix Support Windows Fundamentals for Legacy PCs 24x7 Business Critical Support for Problem Resolution TechNet Plus Cold Backups for Disaster Recovery Corporate Error Reporting Items in green are new for 2006

LAN-MCY149-20060228-17218-172 11 Available exclusively to Windows Client Software Assurance customers, Windows Vista Enterprise is the OS solution optimized for medium and large sized organizations Windows Vista Enterprise includes features you expect from our standard professional OS version, plus additional new functionality to maximize your desktop investment Enhanced Data Protection Windows® BitLocker™ Drive Encryption Subsystem for Unix- Based Applications (SUA) Virtual PC Express for Windows Vista Multi-Lingual User Interface Packs (MUI) Windows Vista Enterprise Value above and beyond Vista Business Data Protection Application Compatibility Worldwide Deployment

LAN-MCY149-20060228-17218-172 12 Unique window of opportunity to sell Win Client volume licensing + Windows Vista launch in Aug/Sep 2006 SAB 3.0 launched in Nov 2005 Helps sales reps win more deals with tailored messaging Capture renewed customer interest Drive incremental revenue Value of Software Assurance has never been greater

LAN-MCY149-20060228-17218-172 13 Objectives of today Educate you on Sales pitches for WC VL Windows Vista Velocity Profiles Profile-specific sales pitches

LAN-MCY149-20060228-17218-172 15 Velocity Profiles are a new way of delivering targeted customer messages based on a customer’s need profile (1/2) Group of customers who have a similar approach towards the nature and importance of desktops in their business Each has different needs which resonate with different parts of the VL offering Results of analysis of hundreds of hours of interviews and tested in the field What is a Velocity Profile? How does this help me? Quickly identify the core needs of your customers to effectively sell WC VL Delivery of simple, targeted messages on features of WC VL that address the core needs of your customers

LAN-MCY149-20060228-17218-172 16 Velocity Profiles are a new way of delivering targeted customer messages based on a customer’s need profile (2/2) Are profiles company- or role-specific ? Profiles are company-specific rather than role-specific, because based on company strategy for the desktop Will need to tweak message based on person, but final purchase decision will depend on the company profile What works best with these profiles? Delivering targeted messages to these profiles is most effective in closing a sale New way of selling to customers based on needs rather than “ one- size-fits-all ” or “ one-off ” customization

LAN-MCY149-20060228-17218-172 17 Four need-based customer profiles (1/2) Value-focused Focus on improving end- user productivity from PC activities Often have a demanding PC user group with strong input into the IT decision process Business value Focus on improving quality of desktop IT infrastructure, with goal of improving competency or status of IT organization Often invest in reducing risk from security, stability, and compliance issues to drive IT spending IT value Cost is not the issue – I need to keep my users productive! Cost is not the issue – I need our IT to be world class!

LAN-MCY149-20060228-17218-172 18 Four need-based customer profiles (2/2) Cost-focused Focus on a holistic perspective of desktop costs including deployment, maintenance and support Desktop not strategic to business TCO manager Focus on short-term software acquisition costs Do not include maintenance or other embedded costs Often do not view IT as core to the operations of their business Cash manager Desktop is not a value center to me – I need to keep my TCO really low! I need to keep my upfront costs low (even though I might say TCO, I really just care about upfront costs!!)

LAN-MCY149-20060228-17218-172 20 How to pitch EA to customers Pitch Vista tailoring value proposition to the customer profile Pitch the overall value WC VL proposition as needed for the customer Open the “Why VL now” conversation Pitch the profile- specific value proposition Will be used to tailor the conversation to core customer needs Tailor objections answers to specific profiles Pitch Vista value proposition Pitch overall WC VL value proposition Pitch profile- specific EA value proposition Handle objections Identify customer profile Step 1 Step 2 Step 3 Step 4

LAN-MCY149-20060228-17218-172 21 For more detail on how to profile, see the detailed description in other tools and resources section Identify customer profiles by asking few simple questions Business value IT value TCO manager Cash manager Which would you consider more important to your company: cost management of your IT spend or generating increased value from your IT investments? Value Cost Are management and support costs strongly considered by the customer in the purchase decision? Is the IT organization’s primary incentive increasing end- user productivity? Yes No Yes No

LAN-MCY149-20060228-17218-172 22 Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Customer IT Value Customer TCO Manager Cash Manager Resources Call to action Agenda

LAN-MCY149-20060228-17218-172 23 Step 1: Pitch Windows Vista Windows Vista can help you increase end-user productivity Increase mobile productivity Enable instant collaboration Help users find information Synchronize data effectively Help users recover lost data

LAN-MCY149-20060228-17218-172 24 Step 2: Pitch overall WC VL EA can help you in your Windows Client purchase Acquire the latest software at the lowest price WinClient Volume Licensing is the most cost-effective way to acquire upgrades. The savings grow when you purchase the platform Desktop Pro EA – the cost is only a few dollars per PC a month Simplified license management An EA gives you peace of mind when it comes to compliance – you can easily ensure that all of Microsoft software is licensed with our annual true-up process and single license key Simplified software technology decisions With an EA you always have access to the full range of Microsoft software so that you can quickly and easily meet the changing technology needs of your organization Benefits With Windows Vista, new benefits, and exclusive rights to Windows Vista Enterprise, EA has never been more attractive

LAN-MCY149-20060228-17218-172 25 Step 3: Pitch EA An EA can help increase your business productivity * Only available in SA today; will be available as part of Vista Professional in late 2006 Vista Enterprise includes tools like MUI, Virtual PC Express, and WinPE* that will help speed up the deployment process of Windows Vista by reducing the number of image builds and faster application compatibility validation and resolution Faster, simpler path to deploying Vista Protected mobile workforce Vista Enterprise can help your mobile workers be as protected as possible in the event of a lost or stolen laptop with Bitlocker TM Drive Encryption security that is integrated with Active Directory, making it easier to deploy, manage, and support Improving end-user productivity The Vista Enterprise Edition available through SA extends the productivity enhancements of Vista with exclusive tools like Corporate Error Reporting (CER) that help improve OS images and ensure that your users enjoy maximum uptime and error-free computing

LAN-MCY149-20060228-17218-172 26 Step 4: Handle objections Hundreds of thousands of laptops are stolen worldwide each year. In the U.S. itself upwards of half a million laptops are stolen each year. According to a report from the Computer Security Institute/FBI Computer Crime and Security Survey, a single laptop theft will result in an average business loss of $89,000, making the actual hardware just a fraction of the total cost. BitLocker™ Drive Encryption available through the Vista Enterprise edition which is exclusive to SA provides you with protection against these losses Volume licensing is the best way of getting insight into Microsoft’s development roadmap. Our Account Managers work closely with EA and SA customers to ensure that they have the more updated information on the development roadmap. In addition the training programs conducted under the SA benefits will help ensure that you are up to date on the latest Microsoft technology I don’t need mobile security I can’t buy into something without knowing the development roadmap

LAN-MCY149-20060228-17218-172 28 Step 1: Pitch Windows Vista Windows Vista can help you increase IT productivity Provide secure access to resources Defend against malicious software Prevent theft of intellectual property Provide improved wireless security Take advantage of 64 bit computing

LAN-MCY149-20060228-17218-172 30 Step 3: Pitch EA An EA can help improve the security and stability of your environment Windows Client Software Assurance and EAs provide exclusive tools to help ensure a high level of protection for your enterprise Windows® BitLocker™ Drive Encryption provides a more secure method of protecting data on lost of stolen hard-disks Legacy PCs pose a security risk– with WLPC and Virtual PC Express, you can run more securely without significant disruption to your IT State-of the- art IT security Windows Client Software Assurance and EAs provide exclusive tools to help ensure a more stable PC environment for your enterprise The Multilingual User Interface (MUI) allows you to deploy one image across multiple hardware and language configurations, making it easier to manage images and increase stability Cutting edge IT organizations can use Corporate Error Reporting which is the one of the most effective way for IT Administrators to identify how to dramatically improve OS stability with your suite of applications Highest level of desktop stability

LAN-MCY149-20060228-17218-172 31 Step 4: Handle objections Volume licensing is the best way of getting insight into Microsoft’s development roadmap. Our Account Managers work closely with EA and SA customers to ensure that they have the more updated information on the development roadmap. In addition the training programs conducted under the SA benefits will help ensure that you are up to date on the latest Microsoft technology Corporate Error Reporting is about much more than monitoring Microsoft applications. It allows you to view and prioritize across all errors that could be occurring across your suite of applications enabling you to improve desktop stability and security. You also have the option of deciding whether or not to send this data back to Microsoft, or keep it only on your servers How do I get to know the MS technology roadmap? We mainly use standard Microsoft applications, so CER doesn’t seem necessary if Microsoft is doing their jobs

LAN-MCY149-20060228-17218-172 33 Step 1: Pitch Windows Vista Windows Vista can help reduce your Total Cost of Ownership Reduce helpdesk costs Lower image maintenance costs Reduce deployment costs Reduce integration costs Reduce power costs

LAN-MCY149-20060228-17218-172 35 Step 3: Pitch EA An EA can help reduce your ongoing costs for a PC Vista Enterprise helps you overcome one of the biggest challenges in upgrading by providing the tools to ensure application compatibility. Virtual PC Express and SAU enable you to access applications on other operating systems without having to worry about the cost of rewriting most of your applications Reduce costs for application compatibility Deploy Vista with fewer resources With SA, you will get access to the Windows Preinstallation environment today* which helps speed the installation, preparation, and troubleshooting of desktop applications, helping you to deploy faster Reduce ongoing PC maintenance An image can cost $100,000 to maintain each year**. MUI, available exclusively with Vista Enterprise, will help you reduce the number of images in your organization by standardizing on one image worldwide * Only available in SA today; will be available as part of Vista Professional in late 2006 ** Gartner Group

LAN-MCY149-20060228-17218-172 36 Step 4: Handle objections The Windows Client Volume License can help drive your PC costs down by making it cheaper to acquire, deploy, manage, use and transition PCs. Hence far from increasing spending, the Volume License can be the most effective way of driving down your PC costs. [Sales person to walk the customer thru the TCO tool which will demonstrate how the Volume license reduces costs over the lifecycle of a PC.] Moreover SA provides you with financing help and also allows you to spread payments You will agree that if you deploy a new OS over the 3 years of your EA, then the EA is definitely worth it. What you will find is that even if you deploy over a longer time frame (e.g.. 6 years), the EA will still be the most cost-effective option available. [Sales person to walk customer through the TCA tool which lists the incremental cost of adding Windows Client to the Platform Volume License over a 6year time frame and demonstrates that the VL is a good purchase.] As you can see, long product cycles notwithstanding, the Volume License is still the most effective way to acquire, deploy, manage, use, and transition the Windows Desktop Environment Our executive team keeps asking me to drive our PC costs down, I don’t think they will go for an increase in spending The term of the EA is only 3 years. Given the long product release cycle how can I know MS will release another product in that time frame ?

LAN-MCY149-20060228-17218-172 38 Step 1: Pitch Windows Vista Windows Vista can help you reduce your costs Reduce helpdesk costs Lower image maintenance costs Reduce deployment costs Reduce integration costs Reduce power costs

LAN-MCY149-20060228-17218-172 40 Step 3: Pitch EA An EA can help reduce your ongoing costs for a PC Vista Enterprise helps you overcome one of the biggest challenges in upgrading by providing the tools to ensure application compatibility. Virtual PC Express and SAU enable you to access applications on other operating systems without having to worry about the cost of rewriting most of your applications Reduce costs for application compatibility Deploy Vista with fewer resources With SA, you will get access to the Windows Preinstallation environment today* which helps speed the installation, preparation, and troubleshooting of desktop applications, helping you to deploy faster Reduce ongoing PC maintenance An image can cost $100,000 to maintain each year**. MUI, available exclusively with Vista Enterprise, will help you reduce the number of images in your organization by standardizing on one image worldwide * Only available in SA today; will be available as part of Vista Professional in late 2006 ** Gartner Group

LAN-MCY149-20060228-17218-172 41 Step 4: Handle objections The EA makes financial sense even if you have a longer refresh cycle. [Sales person to walk customer through the TCA tool which lists the incremental cost of adding Windows Client to the Platform Volume License over a three or six year time frame and demonstrates that the VL is a good purchase.] As you can see, long hardware refresh cycles notwithstanding, the Volume License is still the most effective way to acquire, deploy, manage, use, and transition the Windows Desktop Environment Rather than requiring additional investments, Volume Licensing will reduce your costs by enabling you to extend the life of your current hardware and software, while also making it cheaper to acquire new versions of Windows. Microsoft also provides you financing help through Microsoft Capital which can help you reduce upfront investments, create monthly or quarterly billing, or customize a financing option to fit your specific situation My HW refresh is too long to make the EA agreement make sense But I just don’t have the money to make investments in this type of technology...

LAN-MCY149-20060228-17218-172 42 Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources Call to action Agenda

LAN-MCY149-20060228-17218-172 43 Windows Vista CTP Partners may self-nominate themselves for the Community Technology Preview (CTP) Program Program http://microsoft.order-4.com/windowsvistabeta/ Partner Nomination Code 55894 Available to Live Meeting attendees only Acceptance to program is not guaranteed Get Windows Vista Beta/CTP and give the deployment tools a test ride!

LAN-MCY149-20060228-17218-172 44 Resources Volume Licensing And Software Assurance https://partner.microsoft.com/US/licensing/licensi ngoverview/ https://partner.microsoft.com/US/licensing/licensi ngoverview/ http://www.microsoft.com/licensing/default.mspx http://ms-gearup.com/default.asp Windows Vista http://www.microsoft.com/windowsvista/ https://partner.microsoft.com/US/productssolutio ns/windows/vista https://partner.microsoft.com/US/productssolutio ns/windows/vista

LAN-MCY149-20060228-17218-172 45 Upcoming Partner Readiness Sessions March 21, 2006 11:00 AM Windows Vista And Enterprise Infrastructure Optimization March 28, 2006 11:00 AM Using TCO Data To Manage Desktop Deployment Discussions With Customers April 12, 2006 10:00 AM Windows Vista Value Proposition Part 5: User Experience And Information Management

LAN-MCY149-20060228-17218-172 46 I would recommend this Webcast? Highly recommend Recommend Would not recommend

LAN-MCY149-20060228-17218-172 47 How knowledgeable about Windows Vista are you after this Webcast? Very knowledgeable Somewhat knowledgeable No more knowledgeable than before

LAN-MCY149-20060228-17218-172 48 Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources Call to action Agenda

LAN-MCY149-20060228-17218-172 49 Partner Call To Action Understand the benefits of Windows Vista Use the Velocity Profile approach to SIMPLY explain Windows Client SA to customers and drive purchases! Understand the new value of Software Assurance for Windows Client (SA- exclusive Windows Vista Enterprise, enhanced SA Benefits 3.0)

LAN-MCY149-20060228-17218-172 50 © 2006 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. Tom Yoritaka tomyor@microsoft.com tomyor@microsoft.com Justin Engelland jengell@microsoft.com jengell@microsoft.com

Selling Windows Client Software Assurance March 14, 2006 Tom Yoritaka Justin Engelland Windows Client PMG Microsoft Corporation.

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Selling Windows Client Software Assurance March 14, 2006 Tom Yoritaka Justin Engelland Windows Client PMG Microsoft Corporation.

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