Small Business Specialist Partner Area Leads (PALs)

Q3 Meeting

February 24, 2009

Andrea Russell

Global Channel Development Manager

Worldwide Partner Group

SBSC PAL Check-in

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• USA – Mark Crall, Charlotte Tech Care

Team

• USA - Neil Pearlstein, PC Professional

Inc.

• USA – Jere Terrill, My Computer

Mechanic

• USA – Kim Walker, Franklin Computer

Services Group

• CANADA - Elisabeth Vanderveldt,

Conamex

• CANADA – Brad Kowerchuk , Bralin

Technology Solutions

• UNITED KINGDOM – Gareth Brown,

Sytec Systems & Technology Ltd.

• UNITED KINGDOM - Vijay Riyait, Ardent

iSys

• GERMANY – Oliver Kiel, PingUs Solutions

OHG

• FRANCE – Elisabeth Gervais, Likinia

• GERMANY – Oliver Sommer, Trinity

Computer

• ITALY - Fabio Cazzaniga, Braindata s.a.s.

• DENMARK – Klaus Juhl, PC SYS

• SLOVENIA - Jose Antonio Morales,

B4Contact d.o.o.

• SOUTH AFRICA – David Lees, Sector 4

• AUSTRALIA – Hilton Travis. Quark IT

• NEW ZEALAND – Ben Walton, Tiger

Networks

• INDIA - Suresh Ramani, Techgyan

Agenda

Welcome & Check-in

Microsoft Guest Speakers

• Paul O'Connell, Microsoft Next Gen Partner Program Architect

• Susan Pera, Microsoft WPC 2009 SMB Track Owner

Topics: From Microsoft – 60 minutes

• Microsoft Next Generation Partner Program (Paul and Andrea) – 30 minutes

• WPC 2009 and the SBSC Partner of the Year Award (Susan) – 20 minutes

• Things To Know: H2 Offers, Sales Resources, April Toolkit, Economic Campaign

(Andrea) – 10 minutes

Discussion: The Next SBSC PALs (ALL) – 30 minutes

Q&A

Microsoft Next Generation Partner Program

Paul O’Connell

MSPP Next Gen Architect

Worldwide Partner Group

Evolution not Revolution

NextGen MSPPMSPP Today

Competencies have narrow technical and customer reference requirements

Primary pivot on Program Level

Competencies measure five capabilities dependent on Partner type

Broad levels removed: new levels within Competencies

Multiple product based Specializations

Partner Points

No Industry/Vertical Pivot

All Specializations removed and replaced by enhanced system capabilities

No Points

Verticals/Industries introduced providing additional Partner value

CRM ERPProject &

Portfol. Mgmt

Server OSDesktop Platform

Systems Management

Identity & Security

Content Management

Search Portals and

CollaborationUnified Comms

Business Intelligence

Web Development

App Lifecycle Management

Data Management

Line of Business

Licensing Learning

Mobility

Hosting

SMB

Online Marketing

Virtualization

SAMHome

Competencies…..

Aligned to MS Customer Campaign Architecture

Focused on customer solutions and taxonomy

Qualifications: CSAT, technical, sales & business performance

Combine Partner types with tailored requirements/benefits

Good, Silver and Gold levels with balanced Partner/ Microsoft investment

Solution

Competency

ApplicationsServices

Expertise

Licenses Devices

Online

Solution Competencies underpin a customer facing brand1

Solution Competencies combine Partner Business Models with Requirement Tracks2

Tracks…..

Subset of requirements/benefits focused on business model

Measures capability at the business model level

Enables rich P2P experience under customer solution umbrella

Enables MSPP to be more responsive to evolution of business models

Microsoft Partner Network: Solution Competencies

Community Examples within SMB Competency

Web VARs, Hosters, Public Sector, System Builders, SB Partners

Universe Good (60%) Better (30%) Best (10%)

Reg Mem (380k) MAPS (150k) SBSC Today (18k) Top VAR (X)

Technical N/A N/A

(1) TS ExamProven expertise in one area:• Desktop (Vista, Office, BPOS)• Infrastructure (WS, SBS)• Web (Expression)• Software pre-installation (Client,

IW, Server)

Better + 1 TS Exam –OR- Revenue attainmentSMB Stack Expertise:• Security & Reliability (EBS)• Business Prod (Exchange, WM, MOSS)• Customer Acquisition (CRM)• Business Solutions (SQL, VS Pro)• Hosting (TBD)

Sales & Marketing

(1) General SMB Product Assessment

(from list)

(1) General SMB Solution Selling Assessment (includes WAU,

ORPC, ROK)

Better + 1 Licensing Assessment (Passing score 70%, includes VL & COEM)

Revenue N/A N/A N/A Revenue Bar

Online Profile MSPP Profile MSPP ProfileMSPP Profile

Solutions ProfileMSPP Profile

Solutions Profile

CSAT N/AN/A N/A Defined NSAT Score

Fees None MAPSMAPS (if Reg Mem)Program Fee TBD

Program Fee TBD

1 2 3

Future: SMB Competency Requirements Framework – DRAFT!

8Microsoft Confidential

**New SBSC Requirement as of Q3FY09

Basic Network Solutions

Business Productivity

Hardware Solutions

MBS Competency

SBSC

70-282 (SBS) 70-631 (WSS)

70-655 (OEM)

Advanced MM Network Solutions

EBS 200870-654

Advanced SB Network Solutions

SBS 200870-653

70-236 Exchange 2007

Web Solutions

Security & Reliability

70-562 (VS)VS / Web Dev Competency

Business ProductivityBusiness Solutions

CAR

Active**

74-134 (OEM)70-432 (SQL)

Active

Active** Active**TBD

Active until Q3 FY11

OLD

TBD

Timeline: Partners have through CY October 2010 to update exams with new SBSC exam requirements

as aligned to MSPP Next Gen

Today: SBSC Partner Call-to-Action: update skills!

Worldwide Partner Conference 2009

Susan Pera

Global Channel Development Manager

Worldwide Partner Group

WPC 2009 and SBSC Partner of the Year

10

TRACKS• Proposed: Solutions, Customer Segment (formerly the Small and Midsize

Business Partner Forum), Business Model (Disti, OEM)

• Track length - proposed

PAL Feedback• Tell Us What You’d Like to See

• Tell me if you would like to present and what you want to

present on – note coming in next week with topics

SBSC Partner of the Year Award• Submit your integrated SMB solutions leveraging MS SMB stack components

in the WPC Awards Submission Tool – now open through April 2, 2009.

• Review the overview and entry requirements and post in your community

blogs

Other Important Highlights…

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SBSC Toolkit: April 2009 Edition

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Product: System Center Virtual Machine Manager 2008 Workgroup Edition (version

TBD)

Workgroup Edition includes Virtual Machine Manager Management Server

with software and management licenses for five physical host servers

Building Capabilities: exclusive discounts and offers

Offer available to first 1,000 SBSCs who submit a request

40% discount on e-Reference Library Subscription

Save 90% on E-Learning when registering for Second Shot

Closing the Deal: sales resources

H2 Offers

Sales tools

License Wise

Microsoft Financing

Engaging in the Community:

Local blurbs

Online Technical Communities

SBSC PALs

WPC 09 Announcements

H2 Offers

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Microsoft Office Enterprise 2007 Promotion

From 2/1/09 – 7/31/09, offer your customers the opportunity to acquire Office Enterprise 2007 for little more than the

Office Professional Plus 2007 price. Learn more at: https://partner.microsoft.com/global/40092150

Office Project Enterprise Project Management Solution Promotion

From 2/1/09 – 7/31/09, reinforce the better-together story between Office SharePoint Server 2007 and Office Project

EPM Solution products. Use this promotion to offer Office SharePoint Server 2007 customers savings on Microsoft

Office Project Professional 2007 and Microsoft Office Project Server 2007 licenses. Learn more at:

https://partner.microsoft.com/global/40073753

Microsoft Forefront Security Suite Promotions

From 2/1/09 – 6/30/09, take advantage of a promotion to drive competitive displacement for Microsoft Forefront

Security Suite by offering no upfront licensing cost and up to 30 percent savings on Forefront Security Suite per-device

and per-user monthly subscription licenses. Learn more at: https://partner.microsoft.com/global/40091628

Microsoft ISA Server 2006 Enterprise Promotion

From 2/1/09 – 6/30/09, use this promotion to drive competitive displacement for Microsoft Internet Security and

Acceleration (ISA) Server 2006 Enterprise by offering up to 15 percent savings on processor license and Software

Assurance packs. Learn more at: https://partner.microsoft.com/global/40091636

Get Maximum Mobility with Exchange

Through 6/30/09, participate by getting trained on how Exchange Server 2007 and Windows Mobile 6.1 work together. Then

register to enter a sweepstakes, and you’ll be eligible to win a Palm Treo Pro. If you make a qualified Exchange Server sale and

register it, you’ll automatically receive an additional Palm Treo Pro Smartphone. Learn more at:

https://partner.microsoft.com/getmaximummobility

H2 Offers

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Visual Studio 2008 Professional Edition with MSDN Promotion

Through 6/30/09, offer your Microsoft Visual Studio customers an incentive to attach an MSDN Professional Subscription or an

MSDN Premium Subscription. Learn more at: https://partner.microsoft.com/global/40088061

Microsoft Visual Studio Team System 2008 Upgrade Promotion

Through 6/30/09, offer savings to encourage your Microsoft Visual Studio 2008 Professional Edition customers to upgrade to

Visual Studio Team System 2008. Learn more at: https://partner.microsoft.com/global/40084866

Swap and Win with Microsoft SharePoint and Search Server!

Through 3/31/09, partners migrating customer to Microsoft Search Server 2008 and Microsoft Search Server 2008 Express can

qualify to earn $1000 for each customer. Learn more at: https://www.quickstartmicrosoftsearch.com

System Center Server Management Suite Enterprise Promotion

Through 4/30/09, encourage customers to embrace the “better together” story between Microsoft System Center and Windows

HPC Server 2008 and have them purchase these products together. Offer savings on System Center Server Management Suite

Enterprise licenses to help increase your revenue per socket from your midsize and large customers’ high-performance

computing (HPC) workloads. Learn more at: https://partner.microsoft.com/global/40082637

Microsoft Exchange Server 2007 Standard Edition Promotion

• Leading up to the next Microsoft Exchange Server release, help your small- and midsize-business customers acquire Microsoft

Exchange Server 2007 e-mail technology. Use this promotion to offer your customers savings on Microsoft Exchange Server

2007 Standard Edition server licenses and client access licenses (CALs). Learn more at:

https://partner.microsoft.com/global/40094536

Expression Professional Subscription

• Microsoft Expression Professional Subscription (EPS) complements the Microsoft Developer Network (MSDN) by delivering up-

to-date versions of the tools, virtualized testing resources, documentation, and training for designers building on Microsoft

platforms. Use this promotion to drive adoption of Expression Professional Subscription by offering customers savings on license

and Software Assurance packs. Learn more at: https://partner.microsoft.com/global/40094323

15

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Microsoft Financing is total solution financing which includes software, services, and hardware. It provides a single financing resource for your customers’ IT needs. Unlike traditional financing, Microsoft Financing will finance 100 percent of eligible Microsoft, third-party and ISV software, services, and hardware…with no hidden costs

It’s easy – application process is quick and your customers receive 1 invoice from Microsoft

It’s simple - customers own their solution upfront

It’s affordable – there are flexible payment options, and you get paid as soon as the deal closes

What Is Microsoft Financing?

How Do I Get Started?

Register to use Microsoft Financing at www.microsoftfinancing.com

Start using the online tools to quote a financing offer on every customer deal

For questions or support, contact customer.service.us@microsoftready-finance.com or call 1-888-890-6833

Quickly and easily process applications with the payment calculator and the proposal tools, available at:

Microsoft Partner site for Microsoft Financing: www.microsoftfinancing.com

Microsoft Financing Customer site: www.microsoft.com/financing

Email: msfsales@microsoft.com

Telephone: 1.877.264.1992

Where Can I Go For Resources?

Funds released after Microsoft Financing receives the approved, signed and completed financing documents

Step 4

Get Paid Upfront

Return the signed documents back to Microsoft Financing to complete the deal

Step 3

Return Loan Documents

Submit your customer’s credit application online

Step 2

Submit Customer Credit Application

Use the payment calculator at www.microsoftfinancing.com to determine your customer’s monthly payment

Step 1

Quote the Proposal

Complete a one-time partner application at www.microsoftfinancing.com to begin

submitting transactions.

How Does It Work?

Sample Transaction

Microsoft software $15,000

Partner services $ 9,000

Training $ 6,000

Microsoft Invoice $30,000

Paid directly to you when your

customer closes the deal

Microsoft Financing is currently available in: Australia, Belgium, Brazil, Canada, France, Germany,

Italy, Japan, Korea, the Netherlands, New Zealand, Spain, Switzerland, the UK, and the US

Economic Campaign Update

19

Help us get the word out to your local community, P2P communications, blogs and user groups!

Recent Highlights

·Economic Story page is live on the Global English partner portal and we are actively working with

subsidiaries to drive inheritance

·Open letter to partners from Allison Watson featured on the Partner Portal has been translated into

Spanish and live on 19 Spanish language partner portals.

·PR efforts have generated a series of economy related articles in key partner facing publications.

·Economic Page Live on Microsoft Global English Partner Portal launched.

·Allison Watson Webcast available for direct streaming: Global English portal (also posted to MS Partner

Skills & Readiness homepage).

·Microsoft 0% Financing Offer Featured in the Wall Street Journal

·New Press coverage featuring Allison Watson and Robert Deshaies highlighting Microsoft’s commitment to

partner success in a tough economy.

Economic Campaign Update

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Leverage the following 'Thru Partner Marketing Breadth Campaign'

resources at the 'Files' tab at our Groove workspace: Partner Economic

Campaign FY09

• Adjusted Breadth Customer Campaign To Customer and To Partner messaging: Use the adjusted

messaging framework and copy blocks to update your current customer campaign web pages and

other demand generation materials.

• To Partner Sales Card: Use this document to help Microsoft partner speak to their customers regarding

how Microsoft based solutions could help them reduce costs, manage cash flow better, find and keep

customers and maintain a secure and reliable IT Infrastructure.

• Customer Case Study Overview: Use these customer case studies to show customers how Microsoft

technology will help them reduce costs and stay competitive.

Group Discoussion: The Next SBSC PALs

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Discussion Starters:

Is the SBSC PAL initiative value prop right?

What are your SBSC PAL highlights/lowlights?

What improvements can be made?

Should the PAL program transition to a PAC (Partner Advisory

Council) format?

Would you recommend becoming a PAL to another?

Has the current economic situation impacted your role as a PAL?