Microsoft for Partners Roadshow November 2005

Operations UpdateOperations Update

Katrina Sheeran – Channel Operations Katrina Sheeran – Channel Operations ManagerManager

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005

Agenda

• Visual Studio 2005 & MSDN Subscriptions• Credit Application Process• Ordering of Monthly Subscription SKUs• Anniversary Dates – clarification• Process for month end

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005

Visual Studio 2005 & MSDN Subscription Change

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005

Credit Application Process – reminderCredit form is mandatory – but the information required is simplified • VLComm sent 21st October• Standardize the requirement of EA forms for all EA customers , with a table to help ESA

to ask end customers information based on type of legal entities they are. • Will help standardize & improve the speed/completeness of documentation required from

EA.• Credit app should be submitted to APOC at least 2 weeks before contract documents

Pre-Check Requirements Company Type

Pre-Check Form

(Section A) Customer Key Information

(Section B) Business Background

(Section C) Trade & Bank References

(Section D) Customer Evaluation

Past 3 years Audited Financial Statements (1) B/S & P/L (2) CF Stmt

Non Disclosure (PTY) X X X X X Preferred Non-Profit X X X New Company X X X X X Preferred Government Entities X X X Holding Company X X X X X Preferred Listed Company X X Co. Website Co. Website Co. Website

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005 PRE-CHECK INFORMATION – EA

MICROSOFT REGIONAL SALES CORPORATION 438B ALEXANDRA ROAD #04-09/12 BLOCK B ALEXANDRA TECHNOPARK PH# 65-3709000 FAX# 65-3709003

SEND TO ATTENTION: APOC CREDIT & COLLECTIONS DEPT. To be filled out by ESA **IMPORTANT**: EA Renewal New EA

Section A

CUSTOMER KEY INFORMATION PLEASE PRINT OR TYPE THE FOLLOWING INFORMATION: Firm Name: Tel # Fax # Parent Corporation/ Institution : Purchasing Contact: Tel # Fax # Financial Controllers Name & Email : Tel # Fax # Accounts Payable Name & Email : Tel # Fax # ( please note that we may be calling the Financial Controller should we require more details on the company) Billing Address : Website : City : State : Country : Postal Code : Company’s ABN # : Section B

BUSINESS BACKGROUND Company’s Principal Activity : Annual Sales (Please Tick One) :

Below US$100K US$100K – US$500K

US$500K – US$1 M US$1 M – US$5 M

US$5 M – US$10 M US$10 M – US$50 M

US$50 M – US$100 M US$100 M above

Net Profit (Please Tick One) : Below US$100K US$100K – US$500K

US$500K – US$1 M US$1 M – US$5 M

US$5 M – US$10 M US$10 M – US$25 M

US$25 M – US$50 M US$50 M above

Paid-Up Capital : Number of Employees : Facilities Leased or Owned : Date of Incorporation : / / Principal Customers’ Average Payment Terms : Days Section C

REFERENCES Trade References

Name of Principal Vendors: 1.) 2.)

Tel # : Tel # :

Payment Terms : Payment Terms :

Bank References Bank : Bank : Address : Address : City : State : Zip: City : State : Zip : Tel : Fax : Tel : Fax : Account # : Account # : Account Name (If Diff from above) : Account Name (If Diff from above) : Bank Contact Person : Bank Contact Person :

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005 Section D

CUSTOMER EVALUATION

Please provide a company summary on :

• Description of Operations

• Brief Company History

• Group Company Structure • Existing Relationship with Microsoft (Eg. Partner or End Customer etc.or Affiliates doing business with Microsoft) Please give as much details as possible as it gives us a backdrop to compare against the numerical information. Please also provide us the details from a non-financial perspective (e.g. Is this an existing EA conversion ? If yes what who was the previous LAR & their collection experience ?Any Lar contact person available? ) that will help us access the customers from a non-financial perspective. Attach any relevent articles / brouchers pertaining to this customer.

Estimated Annual Sales Volume with Microsoft (To be filled in by Account Manager) : A$ Billing Frequency (Annual/ Half-Yearly/ Quarterly) : ESA Name: Is this an existing EA being converted to direct model? Yes / No Applicant’s Authorized Signature & Name : Title : Date : / /

ESA Account Manager Name : Signature : Date : / /

MS Account Manager Name : Signature : Date : / / (If Applicant does not sign, Account manager’s signature is required)

Pre-Check Requirements Company Type

Pre-Check Form

(Section A) Customer Key Information

(Section B) Business Background

(Section C) Trade & Bank References

(Section D) Customer Evaluation

Past 3 years Audited Financial Statements (1) B/S & P/L (2) CF Stmt

Non Disclosure (PTY) X X X X X Preferred Non-Profit X X X New Company X X X X X Preferred Government Entities X X X Holding Company X X X X X Preferred Listed Company X X Co. Website Co. Website Co. Website Note: (a) Requirements under the shaded portion are mandatory for each company type.

(b) For financial statements, it is preferred but not mandatory. Preference is as below with 1.) the most preferred:

1.) Audited Balance Sheet & Profit/ Loss Statement, inclusive of Notes to Statements 2.) Cash Flow Statement

3.) Management Accounts (c) If financial statements are not provided, Section C is mandatory. (d) If financial statements are provided, review process will be more efficient.

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005

Credit Application Process – reminder

• The following documents are now also available in Explore.ms under:– Programs > Enterprise > Forms– File Name: APOC EA Pre-Check Form & Process

• Pre-Check Process Narrative• Pre-Check Process Flowchart• Pre-Check Form

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005

Ordering Monthly Subscription SKUs

• Monthly SKUs– Encarta– Live Communications Server (LCS)– MapPoint NOT AVAILABLE in Australia

• Order is placed in MOET based on # desktop X monthly price X months remaining in billing period

• Final overall cost will need to be calculated by LAR based on above in order to determine PO amount

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005

Anniversary Dates• EA – based on standard 3 year term

– For 1st & 2nd year, the anniversary is based on the start effective date.– e.g. if agreement start date is 5th Sept, 1st & 2nd year True-Ups must

be placed by 20th September– As for the final 3rd year, it will be 15 days following the expiration end date.

– As per example above, expiration date is 30th Sept therefore True-Up due 15th October.

– Business Desk approval required for any True-Ups placed after 15 day grace period.

• Select Master– the compliance check date will also be the start date for each anniversary.– Example of contract period from 6/26/2004 to 6/30/2007; the compliance

check/target date will be:• 1st year as 6/26/2005• 2nd year as 6/26/2006• 3rd year as 6/26/2007

Large Account Reseller UpdateMicrosoft for Partners Roadshow

November 2005

Process for Month End• When sending Select & CASA documents to APOC;

LAR to email doc2apoc@microsoft.com with the following information– A list of what documents are in the package per customer

• i.e. Master, Enrolment, Amendment etc– Customer name as on agreement documents – Courier reference number – Date documents were sent– Location address docs were sent from e.g. Microsoft Perth,

Dimension Data Sydney etc • Only EA docs to go through Sydney• This will allow better tracking of documents