1. Business Productivity Infrastructure Optimization Campaign 1 Day 4: Business Intelligence (BI) Partners will understand Microsoft Office system’s Business Intelligence (BI) Capabilities and sub capabilities. Education will be layered against the CES methodology. Partners will also understand the competitive landscape and how to effectively communicate the Microsoft BI value proposition to win the engagement. TimeModuleDescription 8:00 a.m. – 8:30 a.m.Breakfast and Networking 8:30 a.m. – 9:00 a.m.19 – The BI OpportunityMicrosoft vision for BI and possible solutions for BI (OSSD, Case Studies, Personal Experience) 9:00 a.m. – 9:45 a.m.20 – What’s New in 2007?New or better features and capabilities of BI in Office 2007 and competitive differentiators for BI 9:45 a.m. – 10:15 a.m.21 – Scenario-Based Demo and Business Case Improving Sales and Marketing ROI 10:15 a.m. – 10:30 a.m.Break 10:30 a.m. – 11:30 p.m.22 – The BPIO Model in BIStandardized to Rationalized view for each sub-capability; screenshots/sub-capabilities under each BPIO view for BI 11:30 a.m. – 12:00 p.m.23 – Partner OpportunitiesThe solution and services opportunities for BI, guidance on how to build a practice, where to find/drive opportunities (OSSD, MSPP) and a list of current OSSD scenarios available 12:00 p.m. – 1:00 p.m.Lunch Break 1:00 p.m. – 5:00 p.m.24 – Hands-on Learning (BI Business Case) Class walks through business case for BI and applies CES methodology (Solution Briefing and Architecture Design Session) to the business case Agenda: BPIO Partner Sales Readiness Workshop

2. Business Productivity Infrastructure Optimization The BPIO Campaign for Microsoft Office 2007 Module 21 – Business Case: Improved Sales And Marketing ROI

3. Business Productivity Infrastructure Optimization Campaign 3 Business Intelligence Flash Demo: Improving Sales And Marketing ROI

4. Business Productivity Infrastructure Optimization Campaign 4 BI Business Case: Improving Sales And Marketing ROI

5. Business Productivity Infrastructure Optimization Campaign 5 Module 21 – Learning Objectives Business Intelligence business case: Improving sales and marketing ROI Group discussion

6. Business Productivity Infrastructure Optimization Campaign 6 Contoso, Ltd. Contoso has the following business pains Inability to quickly access, manipulate, and ultimately draw conclusions from marketing and sales information Marketing and sales analysis process is inefficient, slow, and labor intensive Sales information cannot be dynamically analyzed (e.g., roll-ups, drill-downs, trending) Lack general analytics to identify root causes of financial problems and may take days to create Difficult to collaborate and share insights between Marketing and Sales departments Contoso, Ltd. is the world leader in WLAN setup. They have worldwide customers in more 9 countries. Contoso has more than $200 million in revenue each year

7. Business Productivity Infrastructure Optimization Campaign 7 VP of Sales Monitor and analyze distribution channel and sales force performance Adjust to shift in market share positions Accurately and promptly manage sales reps VP of Marketing Schedule face time with experts and collaborators Integrate with line-of-business (LOB) applications Align activities to strategy Maximize brand and product performance District Managers C ontrol data from multiple sources Link budgets, forecasts, actual Gain better visibility into sales, customer, and market information Sales Managers Analyze market structure and segmentation Better define targeted marketing and sales strategies Stakeholder Challenges

8. Business Productivity Infrastructure Optimization Campaign 8 Organizational Impact VP Marketing “There are too many different data sources, systems, and techniques for extracting and analyzing all the business data that we capture.” Impact Inefficient data aggregation Inaccurate reporting Operational inefficiencies IT Personnel “We spend too much time manually importing data, running batch jobs, and customizing reports for our various end users.” Impact Slow response time Static and inflexible data Wasted resources VP Sales “I don’t have the reporting flexibility that I need to drill down and make sense of my performance data.” Impact Inadequate data analysis Insufficient business insight Poor decision making

9. Business Productivity Infrastructure Optimization Campaign 9 Key Indicators To Listen For In The Customer Conversation I spend too much time compiling, importing, and analyzing data Identify Improving Sales and Marketing ROI-related issues My team has to call the IT department for every database and reporting issue I have to drill deeper into the data to gain sufficient insight Customers don’t care about our internal processes and inefficiencies We need granular, real-time data to make better decisions faster I don’t have the tools and information that I need to effectively analyze sales data We end up with disparate systems and ineffective communication channels We’re not leveraging our investments and capabilities

10. Business Productivity Infrastructure Optimization Campaign 10 Executiv e Sales and Marketing Manager Analyst The Need For An Improved Sales And Marketing ROI Solution Lack of business insight Prolonged decision- making cycle Manually intensive data analysis process Insufficient dynamic reporting tools Poor data accessibility Ineffective collaboration among departments Higher operational costs Challenges: Data Aggregation and Analysis Capabilities

11. Business Productivity Infrastructure Optimization Campaign 11 Key Capabilities Identified Collaborative workspaces and portals Performance management Identify sales and strategic opportunities Turn sales data into actionable intelligence Set goals and accurately measure progress Ensure greater optimization and investment returns Reporting and analysis Interactively drill in to accurately forecast trends Display real-time analytic results Quickly access and draw conclusions Gain accurate insight from integrated and comprehensive reports Easily uncover opportunities in sales data Leverage capability in insight-driven marketing

12. Business Productivity Infrastructure Optimization Campaign 12 Technology Considerations Server Microsoft Windows Server 2003 Microsoft SQL Server 2005 Microsoft Office SharePoint Server 2007 Microsoft Excel Server 2007 Microsoft Office Business Scorecard Manager 2005 ProClarity 6.2 Microsoft Office PerformancePoint Server 2007 (future) Client Microsoft Office Professional 2007(Excel) ProClarity 6.2 Microsoft Internet Explorer The following products and technologies should be considered when creating an Improve Sales and Marketing ROI solution based on the Microsoft Office system

13. Business Productivity Infrastructure Optimization Campaign 13

14. Business Productivity Infrastructure Optimization Campaign 14 © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. 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.

15. Business Productivity Infrastructure Optimization Campaign 15 Business Productivity Infrastructure Optimization Campaign Appendix

16. Business Productivity Infrastructure Optimization Campaign 16 Addressing The Challenges Potential Solution Components Familiar tools for working with data and simplified views of the business Excel 2007 and SharePoint Server 2007 Automate data aggregation and analysis processes Excel 2007 and SQL Server Analysis Services Drill down into the reports and data Business Scorecard Manager 2005 and SQL Server Reporting Services Publish and share critical business information visually in a secured, centralized location SharePoint Server 2007 Business Challenges Inability to gain insight from performance data Complex environment for data aggregation and analysis processes Low confidence and slow decision-making capabilities Poor collaboration between sales and marketing departments

17. Business Productivity Infrastructure Optimization Campaign 17 Improving Sales And Marketing ROI Solution Description Sales and Marketing Manager Executiv e Analyst Simplifies data access through familiar tools Streamlines data analysis processes Improves decision- making capabilities Enables departmental collaboration Helps turn data into informed, strategic business decisions Benefits of a Sales and Marketing Analytics Solution

18. Business Productivity Infrastructure Optimization Campaign 18 Benefits Of The Improved Sales And Marketing ROI Solution Sales and Marketing Manager Executiv e Analyst Simplifies data access through familiar tools Streamlines data analysis processes Improves decision- making capabilities Enables departmental collaboration Helps turn data into informed, strategic business decisions Benefits of a Sales and Marketing Analytics Solution

19. Business Productivity Infrastructure Optimization Campaign 19 Collaborate More Effectively Get teams, partners, organizations, and customers on the same page, enabling them to work together with ease and agility Process Integration Improve ability of the organization to anticipate, manage, and respond so it can adapt to changes and maximize opportunities Utilize Information Provide more people within the organization better visibility into information so that they can gain insights, make better decisions, and take more effective action Transform Information Into Impact Help employees improve their ability to contribute to the goals of the organization in an increasingly competitive environment Why Choose The 2007 Microsoft Office System?

20. Business Productivity Infrastructure Optimization Campaign 20 Interactively Drill Into Accurately Forecast Trends Better, quicker and more strategic decision-making Personalized view of indicators that matter most to individual analysts and managers Integrate real-time with Key Performance Indicators (KPI) for instant performance tracking against set targets Strategy-driven enterprise wide scorecards

21. Business Productivity Infrastructure Optimization Campaign 21 Identify Sales And Strategic Opportunities Align IT spending with business strategy Reflect the strategic objectives of Contoso to increase the agility and insight Enable executives to develop more timely and effective planning strategies Automated identification of value stream improvement opportunities Richer visualization

22. Business Productivity Infrastructure Optimization Campaign 22 Display Real-Time Analytic Results Rapidly analyze real-time business performance data to quickly make informed decisions in response to market demands Improved access and analysis of information for improved decision making Effective ad-hoc analytic capabilities Web-based interactive analysis Robust portal solution with embedded analytics

23. Business Productivity Infrastructure Optimization Campaign 23 Quickly Access And Draw Conclusions Growing revenues by increasing win rate and participation Accelerate time- to-market by focusing more on high-value tasks and less on administration Quick, integrated, comprehensive and accurate insight

24. Business Productivity Infrastructure Optimization Campaign 24 Gain Comprehensive And Accurate Insight Analyze data in response to market trends Work more efficiently with at-a-glance views of targeted business metrics in near real time Build business intelligence without having to work with an analyst Ad hoc analysis

25. Business Productivity Infrastructure Optimization Campaign 25 Easily Uncover Opportunities In Sales Data Real-time business intelligence that can be analyzed at a very granular level Access to meaningful reports to more easily track trends Predictive analytics

26. Business Productivity Infrastructure Optimization Campaign 26 Leverage Capability In Insight-Driven Marketing Analyze data in an interactive, visual interface Decision making is no longer held up by complexity of data Drill down to identify any source of variance

27. Business Productivity Infrastructure Optimization Campaign 27 Turn Sales Into Actionable Intelligence Greater liquidity optimization and investment returns Render the data behind each metric and get to the root cause of a particular issue Deep contextual insight into business drivers

28. Business Productivity Infrastructure Optimization Campaign 28 Set Goals And Accurately Measure Progress Visualize the performance-driven closed loop of insight, strategy, monitoring, collaboration, execution, and feedback, designed to be equally beneficial to the enterprise as a whole Decision-makers don't have to start from scratch, they can leverage the analyses of others Optimized business decision At-a-glance views of targeted business metrics

29. Business Productivity Infrastructure Optimization Campaign 29 Ensure Greater Optimization And Investment Returns Gain immediate access to relevant information through a personalized dashboard Meet ROI requirements for the capital project Greater liquidity optimization and investment returns Quickly capture data to evaluate the impact on marketing dollars spent Enhanced financial transparency and insight

30. Business Productivity Infrastructure Optimization Campaign 30 Manage Best Practices From A Central Location Improve corporate learning by promoting best practices Centralized location for value stream improvement and knowledge sharing Align Business Activity across the Enterprise Smarter, faster knowledge sharing

31. Business Productivity Infrastructure Optimization Campaign 31 © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. 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.