1. Selling with Role Based Productivity Use People-Ready Messaging to Save Customers Money and Drive Productivity Adam Barker Infrastructure Optimisation Lead Microsoft abarker@microsoft.com

2. People Ready Business and Role Based Productivity The benefits from Role Based Productivity The market opportunity Go to market strategy Getting started

3. Optimized Infrastructure Role Based Productivity and Partners Microsoft Platform – Core Infrastructure, Business Productivity Infrastructure, Application Platform OUTSOURCERS Show value of infrastructure Increase use of infrastructure Identify and justify up-sell Business Drivers Latent need / new opportunity SIs New projects Extend infrastructure

4. Business is Personal Where People and Organizations have Flexibility through Choice Balancing Access for People and Control for the Enterprise Where Everyone can Contribute to Business Success With a Broad Range of Tools for People across the Enterprise When people are invested in the enterprise, the business thrives.

5. Role-Based ProductivityFinance Operations Sales and Marketing ProcessesPeople Business Process Automation Personal Productivity

6. Why lead with Roles? Business Focus Guide IT towards business relevance Leverage incumbency and relationships Help customers leverage existing platform Build long-term vision

7. Benefits of Role Based Productivity

8. Is a key driver of business productivity and growth Fuels profitable revenue growth Gives managers more insight and control Encourages employee productivity Benefits of Optimised IT Approach Grow revenue 6.8%pa faster than the bottom 25% Enjoy 23% higher revenue per employee than the bottom 25% Achieve superior productivity Better insight into, and control over, key dimensions of their business. Better insight into, and control over, key dimensions of their business. Source: Enterprise IT Capabilities and Business Performance, Marco Iansiti, David Sarnoff Professor of Business Administration, Harvard Business School George Favaloro, Principal, Keystone Strategy, Inc-March 2006, http://www.microsoft.com/business/enterprise/itdrivesgrowth.mspxhttp://www.microsoft.com/business/enterprise/itdrivesgrowth.mspx Optimised IT… Companies in the top 25% of IT capability…

9. The benefits of business alignment Key Facts and Figures (2007) Oldest bank in Venezuela 4,000 employees 280 branches 2 Million customers Benefits Streamlined Processes Save Almost A$540,000 a Year More Accurate Information for Decision Making Improve the quality and accessibility of information across the company through a single metrics repository Improve ability to comply with internal and financial industry governance requirements Improve staff morale within the IT department and boost perceptions of the department across the company

10. Market Opportunity

11. State of the market? Business Productivity Infrastructure Australian Market July 2009 N=380 Microsoft confidential

12. Enterprise Content Management Drill down on Business Productivity Forms: Significant opportunity to improve adhoc processes – increase automation, and improve data quality Microsoft confidential Australian Market July 2009 N=380

13. Enterprise Content Management Drill down on Business Productivity Unified Communications IM/Presence: Opportunities to improve access to experts, address changing user expectations, optimise existing processes Microsoft confidential Australian Market July 2009 N=380

14. Go to market strategy

15. “IT to Business Bridge”“Business Value Planning” Driving role based discussions Drive discussionSurface customer pain Identify priority opportunitiesMap to existing platform Provide “to-be” vision Target specific key roles Overall mapping to IO states Target specific processes Map specific issues to specific capabilities Funding through SA Build seller capability

16. Optimization Dependencies & Recommendations BDM Horizontal Solutions BDM Horizontal Solutions Microsoft Products & Technology APO BPIO Core IO Core IO Core IO Core IO Business Applications Business Applications BDM Industry Solutions BDM Industry Solutions IT to Business Bridge Optimization Models

17. IT to Business Bridge Horizontal Financial Services Advisor Platform Customer and Performance Insight Document and Records Management Public Sector Government (Fed, SLG) Connected Health Manufacturing Enterprise Resource Planning Manufacturing Operations Performance Management Sales Supply Chain Visibility and Collaboration Retail Business Insight Store Systems Horizontal Enable Your Mobile Workforce Improving Customer Service Optimizing Business Operations Optimizing Finance Operations Project Portfolio Management Saving Money Your Next Web Platform Now Broad role coverage

18. Guidance by role type

19. Simplifying the approach

22. Business Value Planning Services Current Process “As-Is” New Process “To-Be” Process Pains Manual Work Communication Inefficiencies Unnecessary Process Steps Rework/Errors Lost/Wasted Cycle Time Map Enabling Technology Solution To New Process DocumentIdentify Map Design Output Capture Process KPIs: Cycle Time Labor Time Cost Output Capture Est. KPI Improvements: 60%↓ Cycle Time 75%↓ Labor Time 45%↓ Cost Etc.

23. Next Steps

24. Review the BVPS program Review the IT2B partner resources Register to gain access to OSC partner resources Identify where a capability and role-based view can help your business

25. IO Resources (on Partner Sales Resources): –http://microsoftio.partnersalesresources.com/http://microsoftio.partnersalesresources.com/ IT to Business Bridge: –http://microsoftio.partnersalesresources.com/it.aspxhttp://microsoftio.partnersalesresources.com/it.aspx Business Value Planning Services –http://www.microsoftbvps.comhttp://www.microsoftbvps.com Optimisation Sales Connection: –http://osc.microsoftio.com/osc/http://osc.microsoftio.com/osc/

26. Questions?

27. © 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.