1. Business Productivity Infrastructure Optimization Campaign 1 Day 2: Topic: Unified Communications and Collaboration (UCC) Partners will understand Microsoft Office system’s Unified Communications and Collaboration (UCC) 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 UCC 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.7 - UCC Opportunity The Microsoft vision for UCC and the possible solutions in UCC (OSSD, Case Studies, Personal Experience). 9:00 a.m. – 9:45 a.m.8 – What’s New in 2007 The new/better features and capabilities of UCC in 2007 and the competitive differentiators of UCC in 2007. 9:45 a.m. – 10:15 a.m. 9 – Scenario-Based Demo and Business Case 10:15 a.m. – 10:30 a.m.Break 10:30 a.m. – 11:30 a.m.10 – BPIO Model in UCC Standardized to Rationalized view for each sub-capability with screen shots of the sub-capabilities under each BPIO view for UCC. 11:30 a.m. – 12:00 p.m.11 – Partner Opportunities The solution and services opportunities for UCC, 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. 12 – Hands-on Learning (UCC Business Case) Class walks through business case for UCC and applies CES methodology (Solution Briefing and Architecture Design Session) to the business case. Agenda: BPIO Partner Sales Readiness Workshop

2. Selling Unified Communications And Collaboration The Business Productivity Infrastructure Optimization Campaign For Microsoft Office 2007 Module 9 – Business Case: Creating Winning Sales Proposals

3. Business Productivity Infrastructure Optimization Campaign 3 Module 9 - Learning Objectives UCC Sales Proposal Business Case UCC Business Case Flash Demo UCC Sales Proposal Overview Resources

4. Business Productivity Infrastructure Optimization Campaign 4 UCC Business Case: Creating Winning Sales Proposals

5. Business Productivity Infrastructure Optimization Campaign 5 Set Context – Contoso Ltd. The business case for increasing winning sales proposals Contoso Ltd. is the world leader in WLAN setup with more than $200 million in revenue each year. They have customers worldwide in more 9 countries Contoso has a CRM suite deployed, but has not implemented a proposal generation application. Currently the employees at Contoso manually initiate, write and assemble proposals Contoso employees also need to maintain an employee presence, even when offsite, but this is complicated by the manual proposal process Once a proposal is created, maintaining and retrieving the latest content and data is complicated because of the use of file shares Contoso needs its employees to analyze the costs and benefits of potential projects to determine which have the highest ROI. Currently, this is not always possible due to disparate systems

6. Business Productivity Infrastructure Optimization Campaign 6 Develop Solution Overview The best companies are the best collaborators Organizations must adapt quickly to respond to increased competition, a more mobile workforce, and cross-enterprise opportunities Effective collaboration is key to improving customer service, increasing sales productivity, and bringing new products or services to market quickly and profitably Providing a more collaborative work environment, integrated communications, and seamless, secure access to corporate line-of-business applications across boundaries creates more valuable customer relationships. Partner relationships will be more efficient and employees will be more empowered

7. Business Productivity Infrastructure Optimization Campaign 7 Develop Solution Overview Contoso, Ltd. – creating winning sales proposals When responding to a proposal request, a solution using team spaces and workflow capabilities will improve control over the proposal submission process By leveraging the shared access to client information, proposal templates and pricing information, teams will be able to leverage a more integrated proposal creation process Using integrated content management, business intelligence, and collaborative capabilities will add to the effectiveness and efficiency of the proposal process

8. Business Productivity Infrastructure Optimization Campaign 8 UCC Flash Demo: Creating Winning Sales Proposals Business Productivity Infrastructure Optimization Campaign

9. 9 Business Process Flow For Creating Winning Proposals Responds to an opportunity to present a proposal that requires a team of experts from within her company as well as partners come together immediately to work on creating the winning proposal while Nancy travels to the customer location. Opportunity arrives Delivers winning proposal Experts work together on the proposal Stay connected while on the road Evaluate and rehearse the opportunity Groove Share Point InfoPath Exchange/Outlook/ Live Meeting Outlook

10. Business Productivity Infrastructure Optimization Campaign 10 UCC Capabilities Overview For Sales Proposals Collaborative Workspaces and Portals Central Location to Manage Proposals Project Use InfoPath to Evaluate Multiple Opportunities Perform All Necessary Action in a Single Application Content Libraries for Reuse of Company Knowledge Enable and Streamline Oversight and Approval Collaborate offline and synch with others through Groove Messaging Communicate anywhere, anytime with Exchange and Outlook via multiple devices IM/Presence and Voice Communicate with Live Communications Server, Communicator and VoIP Web Conferencing Document Management, Enterprise Records Management, Forms

11. Business Productivity Infrastructure Optimization Campaign 11 Technology Considerations Server Microsoft Windows Server ™ 2003 Microsoft SQL Server 2000 or above Microsoft Office Live Communications Server 2005 Office Communications Server 2007 Microsoft Office SharePoint Server 2007 Microsoft Excel Server 2007 Client Microsoft ® Office Professional 2007 (Word, Excel, InfoPath, Outlook) Microsoft Office Communicator 2005 Microsoft Internet Explorer The following products and technologies should be considered when creating an Unified Communications and Collaboration solution based on the Microsoft Office system

12. Business Productivity Infrastructure Optimization Campaign 12 Winning Sales Proposal Resources The learner will be able to access tools and resources to help them get started with prospecting and qualifying new business Preparing for Competitive Selling Opportunities – Foundation Level – English https://training.partner.microsoft.com/plc/confirmation.aspx? publisher=3&courseid=1456 Microsoft Office system Solutions Directory http://www.iwsolve.com/ The Solution Showcase for Microsoft Office system http://partner.microsoft.com/iwshowcase/ http://www.microsoft.com/office/showcase/

13. Business Productivity Infrastructure Optimization Campaign 13

14. Business Productivity Infrastructure Optimization Campaign 14