Listening to Continue Progress

Jeffrey KratzManaging DirectorWW Public Sector Partner BusinessMicrosoft Corporationjeffkr@microsoft.com

Your success is impressive

Let the numbers speak for themselves…

IDC White Paper Recently Released

48%of Technology SectorINC Magazine 500 - 500 Fastest Growing Private Companies

52%of Technology Sector2010:Fortune Magazine - 100 Fastest Growing Companies

80%of Technology Sector2009: 100 Best Mid Cap Stocks – Forbes Magazine

Public Sector Priorities

Drive Low Penetrated Workloads

Win the Public & Private Cloud

Refresh the Desktop & Infrastructure

Scale via a Partner Lead Model

Grow CRM Share

Execute on World Class Selling

BUSINESS APPSCOLLABORATION DATABASE PLATFORMCOMMUNICATIONSPRODUCTIVITY DESKTOP MGMTIDENTITY

ON-PREMISES

Capitalizing on Public Sector Growth with Microsoft Cloud Services

2009-2010 Monitor interviews with 78 U.S. and European partners on partner economics and Intune; Beta study ongoing

Revenue Opportunity

Business Consulting &

Services(Repeat $)

Deployment & Migration

(one-time $)

Manage Services

(Recurring $)

Partner of Record Fees (Annuity $)

Partner Revenue Opportunity ExampleWinning with 100 seats

Windows Intune ~$64,00

0

Office 365

~$16,000

DynamicsCRM Online ~$37,000

$2k

$2k

$10k

$14k $13k

$5k

$12k

$30k

$20k

$6k

$8k

$34K

$29k

$3k

$7k

$39k

$117k Partner Revenue Opportunity

Each with varying degrees of commitment and benefits

The Microsoft Partner NetworkFour Membership Opportunities

Support at every stage of the

business cycle

Benefits To Support You

Cre

ate

D

em

an

d

Sell

PlanEnable

Servic es

Reta

in

Customers

CommunityGold

CompetencySilver

CompetencySubscription

The Microsoft Partner

Network helps you:

A Simple Vision

Strengthen your Capabilities

Serve Customers

better

Connect through Communities

Application PlatformCross-Platform

SolutionsBusiness Productivity

Core Infrastructure LRG CustomersCRM & ERP

• Application Integration

• Application Lifecycle Management

• Data Platform• Software

Development• Web Development

• Business Intelligence

• Content Management

• Project and Portfolio Management

• Portals and Collaboration

• Search• Unified

Communications

• Digital Marketing• Distributor• Hosting Platform• ISV• Learning• Mobility• OEM• Software Asset

Management• Volume Licensing

• Desktop• Identity and

Security• Server Platform• Systems

Management• Virtualization

• Customer Relationship Management

• Enterprise Resource Planning

• Midmarket Solution Provider

Competencies

Inform and evangelize Solutions & Services:Industry strategy and direction:

The Microsoft industry strategyThe opportunity for our partners

Industry highlights:Industry news, campaigns, launches

Training and eventsIndustry resource center:

Sales and marketing resources: industry campaigns, marketing material, and sales resourcesProduct information: the key products for each industryLicensing: industry-specific licensing programs as well as the most common requested licensing resourcesTraining and events: industry-relevant sales and technical trainingAdditional resources: links to a host of valuable industry and partner resources

Microsoft Partner Network (MPN) PS Industry Pages

https://partner.microsoft.com/argentina/salesmarketingsection/smindustry

Example: MPN Portal Cloud Sales & Technical Training

Our Opportunity, Together

18

1. Capacity: Review the Industry Growth Opportunities & the impact of Cloud

2. Resources: Capitalize on the Readiness Tools Microsoft provides via Microsoft Partner Network

3. Incentives: Review the Solution, BPOS & Transaction Incentives currently in market

4. Alignment: Engage proactively with the Microsoft Sales Teams

5. Feedback: We are here to support You!

Sophie

© 2011 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.

Goal: $3B revenue upside by FY’14

WW Public Sector Partner Three Year Strategy“Accelerating the Fly-Wheel Impact”

Vision: We envision a day when we stand shoulder to shoulder with our partners as a united team with one agenda: to better serve the customer, resulting in an unparalleled loyal partner community advancing Microsoft’s technology and delivering profitable impact.

Strike the Right Economic ModelEngage Today for ResultsBuild for Future Growth

Loyalty

Partnership

Community

FY11

FY12

FY13

Guiding Principles: Better Connected Planning Clear Sales/Marketing Engagement Expectations Internal Orchestration, Automation &

Productivity Simplifying “One Microsoft” perspective Ease of Access to Partners & Transparency into

Performance/Measurement

Capitalizing on Public Sector Growth

Lead the Futureof ProductivityEnsure #1 choice for collaboration solutions both on premise and cloud.

Win the CloudBuild & establish partner Channel to deliver the cloud

AccelerateWindows 7 Desktop Refresh

Compete& Win Share

HealthcareCare Mgmt, HIPPA

Recruit - App Plat- SQL Server /SharepontWin Virtualization & Server Workloads

On Premise / Cloud Apps