Malcolm Fraser & Julanne SaltielAugust 2007

Agenda

Welcome – introductions

FY07 in review

Product & Business updateOnwards and upwards FY08!

Volume Licensing Update & promotions

Positioning and selling Dynamics CRM Solutions

MS Licensing OperationsLicensing Service Centre

ESA2.1

Q&A

Thank You!

E.V.E.REngagement

Forecasting management– business briefings – sales team alignment –business alignment

Value

Delivering more – developing differentiators – conditions of satisfaction (COS) – value propositions - quality

Execution

Making it happen – staying true to our word – measurement –delivering results – business growth

Relationship

Open honest & candid – developing/fostering – grounding – trust -growth

So, how will we grow in FY08.....

Relationships

Solutions

Execution

Business Priorities

1. Sell Platform Solutions for a People-Ready business

2. License Optimisation

3. One Microsoft

4. Sales Excellence & World Class Selling

Business Priority #1

Help protectand manage

content

Find info& improve business

insight

Simplify how people work

together

Reduce ITcosts andimprovesecurity

Always on, always

connectedTransparent organisation

Cost pressure

One world of business

develop customerrelationships

improve operations

drive innovation

build partner

connections

Business Priority #2

License Optimisation

LicenseOptimisation

Renewals

True-ups

UpsellAttach / Step-up

New EAs 50% of EA customers did not true-up in FY07

Opportunity:Platform to ECAL

Component to Platform

128 EA expiries

> 50 accounts targeted

Business Priority #3

One Microsoft in SMS&P

Partner Group – LAR’s, Distributors, Resellers

Partner Marketing Group for SMS&PMicrosoft Partner ProgramPartner Readiness ProgramsLAR communications

Mid-MarketDepth & Breadth accountsManaged accounts – commercial & public sectorNorthern & southern regionsSales engagement managers

SummaryRevenue:

Thank you for your commitment in FY07

Relationships:Joint Account Plans & Account ProfilingDeeper engagements with the businessExceed Customer & Partner Expectations

Solutions:Tell the Partner Ready Business storyTaking a holistic approach, focus on driving integration and consistency across our product portfolio

Execution:Connection points within EPG & SMS&P & beyondOne MicrosoftPartnering with World Class Selling & good business management at all levels

ESA 2.1

ESA2.1 is a worldwide programAdministered by Microsoft Worldwide Licensing Program team (WWLP)

Effective August 1st, 2007

Locally we are bound by the governance of this program globally

Seeking local / regional subject matter expert to support Australia

ESA 2.1 Points to Consider

Requests to alter ESA payments are administered & governed by WWLP

Partner Licensing Executive are not notified on C&D level SAM notifications – LAR’s & MS Account Managers are notified

SAM accreditation & references must be posted to your web site for customer & WWLP verification