Agenda BPIO Partner Sales Readiness Day 4 Workshop

Agenda: BPIO Partner Sales Readiness Day 4 Workshop Business Intelligence (BI) Partners will understand Microsoft Office system’s Business Intelligence (BI) capabilities and sub capabilities. Education will be layered against the CES methodology. Partners will also understand the competitive landscape and how to effectively communicate the Microsoft BI value proposition to win the engagement. Time Module Description 8: 00 a. m. – 8: 30 a. m. Breakfast and networking 8: 30 a. m. – 9: 00 a. m. 19 – The BI Opportunity Microsoft vision for BI, possible solutions 9: 00 a. m. – 9: 45 a. m. 20 – What’s new in 2007 New and better capabilities in 2007, competitive differentiators 9: 45 a. m. – 10: 15 a. m. 21 – Scenario-based demo and Business case 10: 15 a. m. – 10: 30 a. m. Break 10: 30 a. m. – 11: 30 p. m. 11: 30 a. m. – 12: 00 p. m. 22 – BPIO model in BI Standardized to rationalized view for each sub-capability, Screenshots/sub-capabilities under each BPIO view 23 – Partner Opportunities Solution and service opportunities, guidance on how to build a practice, where to find/drive opportunities: OSSD; MSPP, list of current OSSD scenarios available 12: 00 p. m. – 1: 00 p. m. Lunch Break 1: 00 p. m. – 4: 30 p. m. 24 – Hands-on Learning (BI Business Case) Business Productivity Infrastructure Optimization Campaign Class divides into small groups that work through and present the business case for BI and apply the CES methodology (Solution Briefing and Architecture Design Session) to the business case 1

Video Business Productivity Infrastructure Optimization Campaign 2

Module 24 – Hands-On Learning: BI Business Case Selling Business Intelligence The Business Productivity Infrastructure Optimization Campaign For Microsoft Office 2007

Module 24 - Learning Objectives Walk through VPC demo & identify relevant solution capabilities Discuss applicable technologies and business value Architecture Discussion Develop high-level conceptual/logical architecture POC Planning Scope & specs Group Discussion Business Productivity Infrastructure Optimization Campaign 4

Architecture Design Session Overview Business Productivity Infrastructure Optimization Campaign 5

Customer Engagement Solutions Methodology Opportunity Management Prospect Qualify Solution Definition Develop Solution Briefing Solution Architecture Design Session Proof Close Proof of Concept Standardized Customer Engagement Methodology and Customer Deliverables BV and Technical Content (i. e. , case studies, battle cards) BV and Technical Tools (i. e. , ROI calculator demos) CES Package Business Productivity Infrastructure Optimization Campaign 6 6

Architectural Design Session Framework Set Context Solution Overview VPC Based Demo Point Out Technologies For Relevant Capabilities Discuss “Relevant Capabilities” from Demo Discuss Technologies Process Analysis Business Value Develop Conceptual/ Logical Architecture Develop Scope and Specifications for POC Vision Scope Input from Solution Briefing Business Productivity Infrastructure Optimization Campaign 7

Architectural Design Session Framework Set Context VPC Based Demo Discuss “Relevant Capabilities” from Demo Vision Scope Input from Solution Briefing Business Productivity Infrastructure Optimization Campaign 8

Sample Profile for Business Intelligence Basic Performance Management Manually entered KPIs and static documents to track performance Draw red boxes to show the customer’s current capabilities. Reporting and Analysis Standardized Departmental scorecards where KPI sourced from database These orange arrows show the customer will need to transition. Standalone spreadsheet based analysis IT driven Parameterized reporting from defined data sources Static decentralized and highly IT dependent reports (several reporting tools) Analytical tool connecting to subject -oriented data Data silos for analysis and reporting, Handcoding ETL Basic ETL packages to load subject/ functional data mart Data Warehousing Business Productivity Infrastructure Optimization Campaign Advanced Microsoft Office Business Scorecard Manager 2005 Strategy driven enterprise wide scorecards Automated tools for budgeting, planning, forecasting Draw green boxes to show the customer’s desired capabilities. Microsoft Excel Services Pro. Clarity 6. 1 Dynamic Business Intelligence or Business Activity Monitoring within business process automation (Embedded reporting, BAM, Master data management) Richer visualization User-driven report building, definition, scheduling and subscription Wizard-based publishing of data from front-end analytical applications and Web-based interactive analysis Predictive analytics Centralized and managed data warehouse Automated ETL design, implementation and maintenance 9

Key Capabilities Identified Collaborative workspaces and portals Manage “best practices” from a central location Performance management Identify sales and strategic opportunities Turn sales data into actionable intelligence Set goals and accurately measure progress Ensure greater optimization and investment returns Reporting and analysis Interactively drill in to accurately forecast trends Display real-time analytic results Quickly access and draw conclusions Gain accurate insight from integrated and comprehensive reports Easily uncover opportunities in sales data Leverage capability in insight-driven marketing Business Productivity Infrastructure Optimization Campaign 10

Architectural Design Session Framework Set Context Solution Overview VPC Based Demo Point Out Technologies For Relevant Capabilities Discuss “Relevant Capabilities” from Demo Discuss Technologies Vision Scope Input from Solution Briefing Business Productivity Infrastructure Optimization Campaign 11

Business Intelligence (BI) Platform Integrate • Data acquisition from source systems and integration • Data transformation and synthesis Analyze • • Data enrichment, with business logic, hierarchical views Data discovery via data mining Business Productivity Infrastructure Optimization Campaign Report • Data presentation and distribution • Data access for the masses 12

Microsoft Business Intelligence An end-to-end integrated offering Performance Management Applications Business Scorecard Manager 2005 Performance. Point Server 2007 Office Share. Point Server 2007 Office Excel 2007 BI Platform SQL Server 2005 Reporting Analysis Integration Services SQL Server 2005 Business Productivity Infrastructure Optimization Campaign 13

Technology Considerations Consider the following products and technologies when implementing an Improving Sales & Marketing ROI solution based on the Microsoft Office system: Server: Microsoft Windows Server 2003 Microsoft SQL Server 2005 Microsoft Office Share. Point Server 2007 Microsoft Excel Server 2007 Microsoft Office Business Scorecard Manager 2005 Pro. Clarity 6. 2 Microsoft Office Performance. Point Server 2007 (future) Client: Microsoft Office Professional 2007( Excel) Pro. Clarity 6. 2 Internet Explorer Business Productivity Infrastructure Optimization Campaign 14

Architectural Design Session Framework Set Context Solution Overview VPC Based Demo Point Out Technologies For Relevant Capabilities Discuss “Relevant Capabilities” from Demo Discuss Technologies Process Analysis Develop Conceptual/ Logical Architecture Vision Scope Input from Solution Briefing Business Productivity Infrastructure Optimization Campaign 15

Improving Sales and Marketing ROI Conceptual Architecture Business Productivity Infrastructure Optimization Campaign 16

Improving Sales and Marketing ROI Logical Architecture Business Productivity Infrastructure Optimization Campaign 17

Share. Point Functional Architecture: BI Applications & Services Collaboration Portal Content Mgmt BI Doc Collab, Wikis Discussions, Blogs Contacts/Cals/Tasks E-Mail Integration Outlook Integration Project Mgmt “Lite” Offline Lists/Docs Intranet Template News, Site Dir My Sites People Finding Social Networking Privacy Authoring Workflow Web Publishing Document Mgmt Records Mgmt Policies Multi-Language Excel Services Report Center Dashboards/KPIs Biz Data WPs Biz Data in Lists SQL RS/AS Integ. Shared Services (User Profiles, Audiences, Indexing+/Search+, Business Data Catalog, Single Sign-on, Usage Analytics) Platform Services Storage Repository Metadata Versioning Backup/Recycle Bin Indexing/Search Security v. Server Policies Pluggable Auth. N Folder/Item Level Rights Trimmed UI Management Admin UX Delegation Provisioning Monitoring Extensibility Forms/Fields OM and SOAP Event Handlers Migration APIs Operating System Services ASP. NET: Web Parts, Personalization, Master Pages, Service Provider Framework, Security, etc. Database Services Search Services Business Productivity Infrastructure Optimization Campaign Workflow Services 18

Architectural Design Session Framework Set Context Solution Overview VPC Based Demo Point Out Technologies For Relevant Capabilities Discuss “Relevant Capabilities” from Demo Discuss Technologies Process Analysis Business Value Develop Conceptual/ Logical Architecture Develop Scope and Specifications for POC Vision Scope Input from Solution Briefing Business Productivity Infrastructure Optimization Campaign 19

Po. C Planning Goals & Objectives High-level Objectives Discuss the high-level objectives for Improving Sales & Marketing ROI business case. Validate the Objectives Planning High-level milestones Discuss the high-level milestones for the Improving Sales & Marketing ROI business case. Involvement & Commitments Business Productivity Infrastructure Optimization Campaign 20

Prepare for the POC: Pre-Work Verify technology roadmap. Consider the following: Is it feasible? Is it optimal? What are the alternatives? Review scope and assumptions Identify risks Consider tools and resources What starting point? What VPCs? What sample code? What language? Conditions of satisfaction? Prototype? Business Productivity Infrastructure Optimization Campaign 21