1. How to Guide Customers through the Software + Services Decision Making Process PHIL MEYER Software Services – Technology Specialist philme@microsoft.com

2. Session Overview

3. Market Opportunity Total software revenue forecast for SaaS delivery within the Enterprise software markets, 2007-2012

4. Customer View - Drivers Manage budget pressure Balance OPEX vs. CAPEX Get more from what's there today Invest in competitiveness More IT-related spend outside of IT

6. Introduction on Clouds Delivered as a Service Delivered as a Service Multi-tenant Multi-tenant Scalable & Elastic Scalable & Elastic Metered by Use Metered by Use Delivered using Internet technologies Delivered using Internet technologies

7. Extending tools and platform to cloud Experience across multiple devices Best-in-class SLAs and IT governance Best of both worlds User in control Deployment choices for IT

8. SERVERCLOUD TOOLS CLIENT Microsoft’s Portfolio

9. Microsoft’s Software plus Services Portfolio

11. Build versus Buy Build Buy

12. Email Collaboration WEB ERP

13. Email Collaboration WEB ERP

14. CRM Web Time Sheets Expenses ERP

15. Web Time Sheets Expenses ERP CRM Enterprise Reporting

16. SCM CRM Collaboration E Commerce

17. SCM CRM Collaboration E Commerce

18. Which workloads are in demand? TOP WORKLOADS 1.Web Conferencing 2.Collaboration 3.CRM 4.ERP 5.Email TOP DRIVERS 1.Lower upfront cost 2.Eases IT staff workload 3.Less infrastructure to buy / configure / support 4.Lower TCO 5.Increases efficiency CONCERNS 1.Compliance with regulations 2.Trust 3rd party to keep data secure / private 3.Data integrity when handing to 3rd party / control

19. What is the Opportunity for Partners? Larger customers prefer higher vendor involvement A significant % prefer to buy from their partner...And significant % of those are prepared to pay more when they do Trusted advice is key when customer make decisions

20. What is the Opportunity for Partners? Offer customer choice in representing one integrated platform … Choice leads to hybrid models … Hybrid models equals integration … Business Intelligence (BI)Business Intelligence (BI) Single Sign On (SSO)Single Sign On (SSO) Service Level Agreement MonitoringService Level Agreement Monitoring Single Support LineSingle Support Line

21. Case Study

22. Are you ready to guide your customers?

23. The market is moving $14.7B in 2012 (23.8% CAGR) The market is moving $14.7B in 2012 (23.8% CAGR) Choice is a continuum Opportunity is to guide customers Successful partners are doing this today In Summary

24. Go Do

25. Q&A philme@microsoft.com

26. © 2009 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.