1. Software + Services Xavier Lamote Director Business and Marketing Organization Microsoft BeLux

2. …You understand the concept of SaaS …You’ve heard of S+S … You understand the difference between SaaS and S+S …You attended WPC / Houston … You feel comfortable explaining the difference here on stage?

3. Back ground & Drivers for change S+S pillars Types of Services The Partner opportunity Get ready for action

4. The revolution of “fast and cheep” Technology The race for “a free long tail” Business

6. Google CEO Says Software to Play a Bigger Role “Let me just say it: We want native third-party applications on the iPhone, and we plan to have an SDK in developers' hands in February” - Steve Jobs Apple Reverses on Third-Party iPhone Apps "Ajax and Web 2.0 are great technologies for casual use, but for mission critical you need the capabilities of a desktop app." Greg Gianforte, CEO,RightNow

7. Web 2.0 SOA SaaS PCBrowserMobileTVSoftwareLicenseSubscriptionServiceTransactionAdvertising On Premise Partner Hosted Microsoft Hosted Aggregation of Services Directory federation Storage Computer resources

8. EssentialServicesEssentialServices Building Block Services FinishedServicesFinishedServices Windows Server Platform & Application Servers StorageStorageComputeComputeMgmtMgmt…… Database Server IntegrationServerIntegrationServerIdentityMgmtIdentityMgmtApp.ServicesApp.Services…… SharePoint Server Exchange Server …… OC Server Office Servers Office Live SharePoint Online ExchangeOnlineExchangeOnline OC Online …… “Live” (Consumer) & “Online” (Business) Live Platform Services & “Project Zurich” Windows Cloud Services (“Red Dog”) StorageStorageComputeComputeMgmtMgmt…… Device Mesh DatabaseServicesDatabaseServicesIntegrationServicesIntegrationServicesIdentityMgmtIdentityMgmt……

9. Control and ownership Customization Customization Outsource IT to Partner or Microsoft “Microsoft Online” Outsource IT to Partner or Microsoft “Microsoft Online” Hybrid Approach

10. Microsoft Online Services Starting with…

11. Partner-driven Sales Model Enable sales and supporting services through Microsoft partners Microsoft service delivery option through service providers Streamlined Communications Business Class Reliability and Security Simplified Management Enterprise Class Software Delivered as Subscription Services Sell today!

12. Standard Dedicated  Multiple Customers, One Architecture  Customer Needs Rapid Deployment  Self service for management and admin  Single sign-in client for identity  Single Customer per Architecture  Businesses Greater than 5,000 Users  Customer Needs all Server Features  VPN connection with MSFT for identity 12

14. Examples within our Ecosystem: TCP IP coding System Builders > VAR > Solution Partner Examples Out of our Ecosystem: Kodak vs Fuji Polaroid Who wants to be the next Polariod?

15. Source: Worldwide Software on Demand 2007.2011 Forecast: A Preliminary Look at Delivery Model Performance, IDC #206240 March 2007 CAGR world wide > 30% over the next 5 Years

16. Customers that buy subscription software are more inclined to buy subscription partner services Resell/Host Managed Services Integrate Customize Migration and Integration Project Based Revenue Business Process consulting, SharePoint workflow design, Intranet customization Repeat Revenue Resell/HostResell/Host Transactional Revenue Desktop Management and Optimization, end user support Recurrent Revenue Consult

18. 18 $ 10.00 $ 7.25 $ 4.50 $ 2.50 $15.00$15.00 Sum of Components = $ 24.25 ExchangeOnline SharePoint Online Online OfficeLiveMeeting Office Comm Online BPO Standard Suite 38% Discount

19. 19 Q1 JulAugSep Q3 …Jun To Customer To Partners Q2 OctNovDec Q3 JanFebMar Q4 MayJune Partner Signup Agreement Beta account WPC International Technical Airlifts Technical/Licensing training V1 Launch BPOS Standard US Only International Launch International versions OCS capability Beta Sales & Marketing Update Sales & Marketing Update

20. General information and awareness: Read more about your S+S your business opportunity via http://partner.microsoft.com/online http://partner.microsoft.com/online Download & Read the S+S booklet from the Partner Portal Check out S+S the Q& A reflecting the questions raised during WPC Get ready for action : 1.Follow the online training (1h) 2.Do the assessment online by responding a list of questions 3.Sign the Microsoft Online Services Partner Agreement = Mandatory steps in order to be selected amongst the 20 BPOS Pilot partners for launch in Belux

21. Discover your business opportunity and go to http://partner.microsoft.com/online 1 Sign the Online Services AgreementOnline Services Agreement 2 Follow the training online and do the Online Services Assessmenttraining online Online Services Assessment 3 Check out the partner newsletter in coming months 4

22. Software-plus-services: Training & Information Microsoft Partner S+S Whitepaperhttps://partner.microsoft.com/spluss Innovate-On http://www.innovate-on.com Hosting Partnershttp://www.microsoft.com/serviceproviders/directory/saashostingpartners.mspx Office Live Office Live Small Business Resources (Public) http://dev.officelive.com/US/Pages/Training.aspx Customer Offerhttp://officelive.com Partner Offerhttp://dev.officelive.com Licensing Microsoft Online Services Guide – Volume Licensing Brief: http://www.microsoft.com/licensing/resources/volbrief.mspx Microsoft Online Services Business Reference Guide for https://partner.microsoft.com/global/licensing/licensingprograms/40047805 Windows LiveWindows Live Partner Portalhttps://www.quickstartwl.com CRMMicrosoft Dynamics CRM (Internal)https://mbs.microsoft.com/partnersource/ Microsoft Dynamics CRM (External) http://www.microsoft.com/dynamics/crm/default.mspx Customer-Facinghttp://crm.dynamics.com http://www.microsoft.com/downloads/

23. © 2008 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.