Agenda BPIO Partner Sales Readiness Workshop Day 3

Agenda: BPIO Partner Sales Readiness Workshop Day 3: Topic: Enterprise Content management (ECM) Partners will understand Microsoft Office system’s Enterprise Content Management (ECM) 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 ECM value proposition to win the engagement. Time Module Description 8: 00 a. m. – 8: 30 a. m. Breakfast and networking The Microsoft vision for ECM and the possible solutions in 8: 30 a. m. – 9: 00 a. m. 13 – ECM Opportunity ECM (OSSD, Case Studies, Personal Experience) The new/better features and capabilities of ECM in 2007 and 9: 00 a. m. – 9: 45 a. m. 14 – What’s New in 2007 the competitive differentiators of ECM in 2007. 15 – Scenario-Based Demo 9: 45 a. m. – 10: 15 a. m. and Business Case 10: 15 a. m. – 10: 30 a. m. Break Standardized to Rationalized view for each sub-capability 10: 30 a. m. – 11: 30 a. m. 16 – BPIO Model in ECM with screen shots of the sub-capabilities under each BPIO view for ECM. The solution and services opportunities for ECM, guidance on 11: 30 a. m. – 12: 00 p. m. 17 – Partner Opportunities how to build a practice, where to find/drive opportunities (OSSD, MSPP) and a list of current OSSD scenarios available. 12: 00 p. m. – 1: 00 p. m. Lunch Break 1: 00 p. m. – 4: 30 p. m. 18 – Hands-on Learning (ECM Business Case) Business Productivity Infrastructure Optimization Campaign Class walks through business case for ECM and applies CES methodology (Solution Briefing and Architecture Design Session) to the business case 1

Module 17 – ECM Partner Opportunities Business Productivity Infrastructure Optimization The BPIO Campaign for Microsoft Office 2007

Module 17 – Learning Objectives ECM partner opportunities Services and solution opportunities Market overview Solution showcase directory at Microsoft Business Productivity Infrastructure Optimization Campaign 3

ECM Partner Opportunity Business Productivity Infrastructure Optimization Campaign 4

ECM Is The Solution… But Challenges Remain Implementations are constrained to specialized departments User adoption is low IT deployment/maintenance costs are high Return on investment takes a long time Business Productivity Infrastructure Optimization Campaign 5

Examples Of ECM In Action Wiki’s and Blogs to capture and share ideas Search for knowledge experts Version control of whitepapers, publications Cross-firewall workspaces to share information with customers Mobile access to workspaces and corporate data Business Productivity Infrastructure Optimization Campaign Business scorecards to analyze performance Workflow and forms to standardize expense reporting, and purchasing 6

ECM Opportunities For Partners Taxonomy management Document assembly Content viewers Document Management Digital Asset Management Integration services Migration services Custom biz solutions Information architecture Federated Policy Management Compliance solutions/Certifications E-mail archiving Records Management Web Content Management Imaging Business Productivity Infrastructure Optimization Campaign Format conversions Language translations Accessibility compliance templates Image Capture Vertical Solutions (workflow) ERP integration (e. g. SAP) 7

Enterprise Content Management Document and records management Business Analysis Identification of knowledge assets, content organization and taxonomy, their usage and related policy and compliance requirements. Develop Business Case Process design for records, policy definitions, content type descriptions Technical Architecture Configuration and Customization Design workflow, define content types, create metadata specifications, define policy Microsoft Office Share. Point Server Sites, Document Libraries and Lists, and Windows Share. Point Services 3. 0 Deployment Windows Workflow Foundation Microsoft Office Share. Point Server 2007 Windows Share. Point Services 3. 0 Microsoft Exchange Server Microsoft Share. Point Designer 2007 Business Data Catalog Plan Design Business Productivity Infrastructure Optimization Campaign Implement 8

Enterprise Content Management Web content management Business Analysis Business processes for content authoring and publishing Process design and workflow specification for web content Technical Architecture Configuration and Customization Workflow design, web hosting and content transfer mechanisms Microsoft Office Share. Point Server Sites, Document Libraries and Lists Windows Workflow Foundation Deployment Microsoft Office Share. Point Server 2007 Internet Information Services (IIS) Website and Security Framework Plan Design Business Productivity Infrastructure Optimization Campaign Implement 9

Enterprise Content Management Forms Business Analysis Transaction sources, impact and flow along with assessment of process automation needs Plan Data entities, elements and attributes; information flow Technical Architecture Configuration and Customization Data dictionary, data flow and storage Microsoft Office Info. Path, Visual Studio Tools for Office. NET Web Services Database design, development, and administration Design Business Productivity Infrastructure Optimization Campaign Deployment Microsoft Office Share. Point Server 2007 Windows Share. Point Services 3. 0 Forms Server SQL Server 2005 Implement 10

Enterprise Content Management Search Business Analysis Develop business cases for Search Plan Search scopes, classification and grouping Technical Architecture Configuration and Customization Search scopes, classification and grouping Scope definition, crawler specifications Design Business Productivity Infrastructure Optimization Campaign Deployment Microsoft Office Share. Point Server 2007 Implement 11

Market Momentum = Partner Opportunity 400 million+ Microsoft Office customers 75 million+ licenses for SPS 2003 and 10, 000+ customers 440% growth since 2003 launch Gartner Portal Leaders Quadrant #1 Portal Vendor Forrester April 2005 Ever-growing number of books, communities, etc Business Productivity Infrastructure Optimization Campaign 12

Where to Find Partner Opportunities Business Productivity Infrastructure Optimization Campaign 13

Office Solution Showcase Directory Enterprise content management solution scenarios http: //www. microsoft. com/office/showcase/default. mspx Business Productivity Infrastructure Optimization Campaign Creating winning sales proposals 21 CFR 11 Collaborative product development Electronic records management IT governance Legal discovery Sarbanes-Oxley Treasury and cash management 14

Participate In The Solution Drive Customer and Microsoft field facing materials in OSSD Partner Solutions BDM and TDM decks Flash demos White papers Case studies Partner call-to-action http: //microsoft. com/office/solutiondrive Submit your solution! Business Productivity Infrastructure Optimization Campaign 15

Summary Enterprise Content Management gives partners opportunities to build solutions and services packages around Document management Forms integration (and workflow) Web content management Digital asset management Records management Enterprise search Office Solution Showcase Directory Partner solutions are showcased in the OSSD http: //www. microsoft. com/office/showcase/default. mspx Field and customers can access OSSD to find solutions and partners (www. iwsolve. com) 08 ECM Scenarios already exist for Office 2007 Business Productivity Infrastructure Optimization Campaign 16 16

ECM Resources The learner will be able to access tools and resources to help them get started with prospecting and qualifying new business Preparing for Competitive Selling Opportunities – Foundation Level – English https: //training. partner. microsoft. com/plc/confirmation. aspx? publisher=3&courseid=1456 ECM - A Microsoft White Paper http: //www. microsoft. com/office/preview/ecmwhitepaper. mspx Microsoft Office system Solutions Directory http: //www. iwsolve. com/ The Solution Showcase for Microsoft Office system http: //partner. microsoft. com/iwshowcase/ http: //www. microsoft. com/office/showcase/ Business Productivity Infrastructure Optimization Campaign 17

Business Productivity Infrastructure Optimization Campaign 18

© 2006 Microsoft Corporation. All rights reserved. Microsoft, 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. Business Productivity Infrastructure Optimization Campaign 19