Microsoft Business Solutions and Microsoft Office EPM Solution

Microsoft Business Solutions and Microsoft Office EPM Solution David Dennis Group Program Manager, PMA Microsoft Business Solutions Microsoft Corporation Mike Kremer Business Productivity Specialist Pac. West Region Microsoft Corporation

Summary Microsoft Business Solutions represents a significant opportunity for partners Project Management & Accounting is an end-to-end solution for Project Driven organizations Microsoft Solomon and Microsoft Office Project 2003 meet the needs of a broad range of mid-market project driven firms

7 Core Businesses Strategic to Microsoft

Integrated Innovation Customer Relationship Management Supply Chain Management Financial & Project Management Analytics

Microsoft Business Solutions Scale to Serve Business Needs of Small Businesses to Corporate Accounts Small Business Midmarket 1 -25 PCs 1 -50 employees $1 M to $5 M revenue 25 -500 PCs 50 -1000 employees $5 M to $500 M revenue Corporate >500 PCs >1000 employees >500 M to >$1 B revenue

Overview - Solution for Project Driven Organizations Executives, Resource & Project Managers, Financial Managers, Team Members Microsoft® Business Solutions Business Portal Financial Managers Project Managers Everyone

Microsoft Solomon Overview

Key Markets Professional Services Research & Development IT Services Consulting/Other Biz Services Engineering Architecture Design & Creative Services Construction General Contractors Special Trade Contractors Distribution Wholesalers

What is Project Management and Accounting? An end-to-end business solution that integrates project, financial and resource management for the purpose of improving profitability, efficiency and customer service, while adapting more quickly to changing business conditions. Sell Account & Opportunity Management Plan Resource & Project Management Deliver Project Execution Collect Project Financials Support Service Management

Our Solution for Project-Driven Organizations Project Management and Accounting–Solomon An integrated suite of financial accounting, project management and resource management capabilities Key features include Time and expense management Billing Revenue recognition Cost allocations Contract management Payroll reporting Employee and resource utilization Real-time project profitability analysis Optional integration with Microsoft Project combine real-time financial data with best-of-breed project planning, task scheduling, knowledge management, and skills management capabilities

Meeting the needs of the Project-Driven organization… Executive Stakeholders Team Members Project portfolio management, Profitability and status reporting Use familiar tools to collaborate and report time, expense and progress Project/Resource Managers Intuitive project management Skills-based resource mgt Accounting Staff Cost capture, budget controls, resource productivity, shorter billing cycle Clients, Partners Project Managers/Resource Managers Accounting Staff. Customer Service Team Members Executive Stakeholders Clients, Partners, and Suppliers • • • When will we really finish and what will it cost? Can we link project data with our accounting system? What am I supposed to be delivering this week? What’s the status of our top projects/initiatives? How do we provide accurate invoicing? Who’s available to staff our new projects? Can we get accurate daily time entry from projects? How can I collaborate with people on my team? How can I see & prioritize projects across my org? How do we collaborate on their projects? Who's working on what and do they have the skills? Can we create invoice formats our customer demand? Can I create status reports and identify project risks? How can I analyze profitability and staff utilization? How do we provide the best customer service?

Why the Microsoft Solution? Leverage your current technology investments Ensure adoption through ease of use and integration with Microsoft Office System applications Support your organization’s environment through a dependable, scalable platform Take advantage of Microsoft support options Tap into large Partner Ecosystem Access to a Large User Base and Resources

Microsoft® Business Solutions Project Management & Accounting Mike Kremer Business Productivity Specialist Pac. West

Project Management and Accounting Features Feature Create projects, schedule tasks Project budgeting Assign resources to tasks Skill tracking and search capability Link tasks and visual task hierarchy View task information via the web Collect time and status via the web Collect expense data via the web Web based approvals Process project financial data Create invoices Allocate costs and revenue Email and web notifications OLAP reporting Integrated resource pool Templates w/ project and accounting data Project profitability within Microsoft Project Earned Value Analysis View project information on the web Solomon PMA MSP PMA + 2003 MSP 2003

Microsoft Business Solutions Project Management and Accounting Harvard Clinical Research Institute 160 employees Conducts clinical trials Solution HCRI has used Microsoft Solomon for years, but identified a need to support deeper project management processes Ø Deployed Solomon 5. 5 with Microsoft Project 2003 Ø Solution is flexible; it conforms to HCRI business needs but allows for creativity Value to the Business Ø Improved customer communication and satisfaction Ø Solution helped uncover process issues Ø Captures ALL costs including cost of sale Ø Better resource management enhances aggressive growth plan Ø Executives get consistent reporting across all projects with custom views Ø

Partner Opportunity http: //www. microsoft. com/Business. Solutions/partners Providing solutions for additional stakeholders in a Project Driven Organization Software license and service revenue Between 20 -55% margin on licenses Create custom solutions for the MBS channel Joint opportunities with Microsoft Business Solutions partners Tremendous opportunity to connect with MBS Partners Worldwide Over 5000 Partners Over 350 focused on Project Accounting Over 1000 Solution Developers

Partnering Successes, Challenges and Recommendations Jason W. Pegg Chief Technology Officer Aurora Consulting Group, Inc. Beth D. Britt Chief Executive Officer Aurora Consulting Group, Inc. Ben Bicknell Chief Operating Officer TECTURA, Inc.

Introduction to Aurora Market segment focus Mid-market/Medium Enterprise/Lower-CAS Industry focus Power and Utility, Health Care, Manufacturing Solutions / Services Offered Enterprise Project Management Consultation and Implementation Information Worker Systems (Project Server, Share. Point Portal Server, Exchange Server) Geographies Northwest United States, California Key Clients Seattle Children’s Hospital, Idaho Power Corporation, Washington State Patrol, AREVA, Boeing, Itronix, Itron, Gonzaga University, West Coast Hospitality Corp, Coldwater Creek, Rockwood Medical Clinics, Schweitzer Engineering Labs, Waggener Edstrom, Avista, PACCAR, others

Introduction to TECTURA Market segment focus Mid-market/Medium Enterprise/CAS Industry focus Manufacturing, Distribution, Field Service, Professional Services Solutions / Services Offered MBS – Great Plains, Solomon, Axapta Infrastructure, Integration (Biz-Talk), Business Intelligence, . Net Development Geographies 14 locations Nationwide – 240 Employees Key Clients (approx. 900 customers) Asahi Seiko, Babcock, Inc. , The Boeing Company, Climatec, Costco, Driscoll’s, e. Health Insurance, Epicurean Wine Service, Farm Fresh Company, Lennar Homebuilders, Lubrizol, Kawasaki, Meretek Diagnostics, Money. Tree, Oakland Athletics, Perkin-Elmer, Round Table Pizza, University of Washington, Trimble Navigation

Partner Relationship Aurora Relationship with an MBS Partner Met at a Microsoft partnering event Have been working together for ~2 years Have formed a successful complimentary relationship Key Successes Cross Company referrals Approximately 25% of Aurora business Joint clients in the pipeline Weekly cross-company sales meeting Joint workshops / seminars Washington Society of Association Executives Key Challenges The need to connect and have introductions at each of the partner’s local sales offices. Ensure alignment of offerings – periodically review and update; The need to stay connected – it takes effort!

TECTURA’s Approach – ‘The Integrated Business Solution’ Implemented by Aurora Workflow Information Worker Microsoft Integrated Business Solutions

Key to Deepening Partnerships Build relationships between many people in both organizations Learn each others capabilities and sales methodologies Share your pipeline Draw upon each others Solution/Pre-Sales capability Incent your Sales force to close a deal even if the only near term benefit is your partner Communicate often and openly around your business objectives even if they seem to overlap Keep the Long View

Partner Networking Best networking is done through Microsoft Leverage Partner Engagement Manager Important to understand the Microsoft sales team structure to get them to work for you Attend partner events and conferences “Worldwide Partner Conference” is a great opportunity this year as both MS and MBS partners will attend.

Partnering Successes, Challenges and Recommendations Adrian Balfour Chief Executive Officer Pcubed

Introduction to Pcubed Market segment focus Mid-market, Medium Enterprise, Enterprise Industry focus Project Management, cross industry – IT, Automotive, Finance, Utility, Pharmaceutical Solutions / Services Offered Project Management, Project Staffing, PMO – design, implement, operate MS Project Implementation, PSA Implementation Geographies Americas, Europe Key Clients Clorox, Bonneville Power, Levis, Ford, CBI, Microsoft

Pcubed’s Partner Relationships MBS Partner Relationships e. Partners EI Resources (UK) Working with Accunet on deals Implemented the solution internally with Accunet Support Accunet implementing at Edison Welding Surebridge Cansys Etc. Key Successes Building core expertise for the future Joint Projects Knowledge shared Joint Seminars Shared pipeline Leads for each other Key Challenges Understanding each other’s expertise Focus on selling core competence

Recommendations for Working with MBS Partners Understand the partner’s core competencies Recognize that your opportunity may be their risk! Look for the win-win Act quickly to support each other – clients are impressed!

Networking with MBS Partners Use Microsoft and MBS for contacts and connections PEM’s are a great resource! Understand the Microsoft sales team structure Attend partner events and conferences

Becoming an MBS Partner Web: MBS Partner Opportunities Personal Contact: Jeanne Bosworth Channel Development Manager jboswort@microsoft. com Phone: 419 -434 -3047 Cell: 419 -348 -1842 MS Fax: 425 -936 -7329

Q&A

Additional Questions or Comments? pma@microsoft. com davidden@microsoft. com mikekr@microsoft. com