TRAINING DECK Month, XX, 2007

Changing the EquationChanging the Equation

Provides increased margins

Reduces implementation costs

Provides the ability to sell follow-on services

Enhances customer satisfaction and retention

Windows Partner Solutions changes the value proposition for Volume Licensing:

For Partners

Windows Partner Solutions changes the value proposition for Volume Licensing:

For Customers

Changing the EquationChanging the Equation

Reduces desktop management overhead

Improves security

Increases productivity

Lowers TCO

Current Market Dynamics + Current Market Dynamics + PerceptionPerception

Windows Vista uptake with partners and customers lagging

Windows Volume Licensing penetration in the midmarket very low

Resellers’ margins under attack from competitors and the increasing complexity of customers needs

Customers are looking for ways to reduce TCO of their PC infrastructure

Mid-sized Mid-sized businessbusiness

EnterpriseEnterpriseLarge enterpriseLarge enterprise

Partners Partners unlock unlock

the the

$5$5B B

potential potential of SMB!of SMB!

4040

2020

1919

2020

11

Percent penetration Percent penetration by customer sizeby customer size

Potential Of Windows Partner Potential Of Windows Partner SolutionsSolutions

Need to differentiate from competitors

Customer complexity driving cost

Need new growth strategies

Difficult to convince customers of the value of Windows Volume Licensing

Partners Face Key ChallengesPartners Face Key Challenges

End Users

More SecureImprove security and legislative compliance

EasierFind

information and

collaborate with

colleagues Lower CostReduce complexity and give back time to the IT generalist

Better ProductivityReduce PC downtime and

empower your workforce

IT Pros

Customer ChallengesCustomer Challenges

Windows Volume LicensingTMMS Financing

also available for hardware, software and

services!

Windows Partner Solutions Windows Partner Solutions Provides Value for Partners and Provides Value for Partners and CustomersCustomers

Outsourced Outsourced desktop desktop

managememanagementnt

Optimized Desktop Optimized Desktop EssentialsEssentials

++

Windows Vista

Certified Software

Partner services

Managed Optimized DesktopManaged Optimized Desktop

Other Microsoft services including:

Helpdesk supportOS & systems

managementSecurity managementCapacity planningData application

migration

Major PC Major PC purchasepurchase

Optimized Desktop Optimized Desktop EssentialsEssentials

++

Windows Partner SolutionsWindows Partner Solutions

• Includes all the features of Windows Vista Business, plus additional functionality to maximize your customers’ desktop investments

• Exclusively available for SA customers

Application Application CompatibilityCompatibility

Subsystem for Unix-Based

Applications (SUA)

Licensing rights to 4 Virtual OS’s

WorldwideWorldwideDeploymentDeployment

Multi-lingual User Interface Packs

(MUI)

Data Data ProtectionProtection

Enhanced Data Protection

with Windows® BitLocker™ Drive

Encryption

SoftwareSoftware AssuranceAssurance Maximize Value and Empower Your Customers to Succeed

New Version New Version RightsRights

Spread PaymentsSpread Payments

Windows Vista Enterprise

Training Training

eLearningeLearning

Home Use ProgramHome Use Program

Employee Purchase Employee Purchase ProgramProgram

Enterprise Source Enterprise Source License ProgramLicense Program

Desktop Deployment Desktop Deployment Planning ServicesPlanning Services

Information Work Information Work Solution ServicesSolution Services

Windows Pre-Installation Windows Pre-Installation EnvironmentEnvironment

Extended Hotfix Extended Hotfix SupportSupport

Windows Windows Fundamentals for Fundamentals for Legacy PCsLegacy PCs

24x7 Business 24x7 Business Critical Support for Critical Support for Problem Problem ResolutionResolution

TechNet PlusTechNet Plus

Cold Backups for Cold Backups for Disaster RecoveryDisaster Recovery

Corporate Error Corporate Error ReportingReporting

Microsoft Desktop Optimization Microsoft Desktop Optimization PackPackAccelerate deployment, increase manageability, lower TCO

SoftGrid Application Virtualization for Terminal Services is sold separately from MDOP

Dynamically streaming software as a centrally managed service

Microsoft SoftGridApplication Virtualization*

Translating software inventory into business intelligence

Powerful tools to accelerate desktop repairs

Microsoft Diagnostic and Recovery

Toolset

Enhancing group policy through change management

Proactively manage application and operating system failures

System Center Desktop

Error Monitoring

Microsoft Asset Inventory Service

Microsoft Advanced Group Policy Management

New branch location

Designed to meet mid-sized business needs

Delivers value worth $130 per PC each year to customers!

Worth 20% in incremental margins for partners – that’s $26 per PC annually

Optimized Desktop EssentialsOptimized Desktop Essentials

Reduce implementation costs by maintaining a single system image and customizing it with different applications

Increase sales of follow-on services, such as application virtualization preparation

Earn more margin by selling additional products, including Windows Vista Enterprise ad MDOP

Increase customer satisfaction and retention through improved productivity, reliability and security

Optimized Desktop Essentials Optimized Desktop Essentials Partner OpportunitiesPartner Opportunities

Value of features

Benefit to you $ per PC

Reduced Reduced deploymendeployment costst costs

Standardize images and Standardize images and keep fewer on hand keep fewer on hand (SoftGrid Application (SoftGrid Application Virtualization)Virtualization)

$2$2

Increased Increased sale of new sale of new servicesservices

Sell sequencing and Sell sequencing and deployment services deployment services each time a user installs each time a user installs a new application a new application (SoftGrid Application (SoftGrid Application Virtualization)Virtualization)

$1$155

Increased Increased sale of sale of additional additional productsproducts

New features will drive New features will drive increased customer increased customer adoption (Software adoption (Software Assurance and MDOP)Assurance and MDOP)

$9$9

Optimized Desktop Essentials Optimized Desktop Essentials Meets Your ChallengesMeets Your Challenges

Target Audience for Target Audience for Optimized Desktop EssentialsOptimized Desktop Essentials

Medium-sized businesses (50-500 PC)

Customers in industries where security or workforce productivity is critical (e.g., healthcare, retail, professional services)

Customers that are adding 10 or more PCs

Customers who employ IT generalists rather than PC specialists to maintain their system

Managed Optimized DesktopManaged Optimized Desktop

Law firm Offices

Designed for managed service providers and their customers

Delivers value worth $70 per PC each year to customers!

15% margin improvement for our partners– that’s $130 a PC each year in cost savings

Managed Optimized Desktop Managed Optimized Desktop Partner OpportunitiesPartner OpportunitiesReduce image maintenance costs by deploying a single system image and customizing it with different applications

Centralize application management and support with MDOP tools that allow for deployment, updates and support from one location

Eliminate app-to-app conflicts with virtualized applications

Prevent, diagnose and repair crashes more easily with MDOP tools

Increase customer satisfaction and retention through improved productivity, reliability and security

Reduce Reduce deploymendeployment costst costs

Standardize images Standardize images and keep fewer on and keep fewer on hand (SoftGrid hand (SoftGrid Application Application Virtualization)Virtualization)

$45$45

Reduce Reduce support support costscosts

Centralize application Centralize application support and eliminate support and eliminate app. to app. Conflicts app. to app. Conflicts (SoftGrid Application (SoftGrid Application Virtualization)Virtualization)

$60$60

Speed Speed support support resolutionresolution

Monitor errors to Monitor errors to prevent potential prevent potential crashes from ever crashes from ever occurring (DEM occurring (DEM and DART)and DART)

$25$25

$ per PC

Managed Optimized Desktop Meets Managed Optimized Desktop Meets Your ChallengesYour Challenges

Benefit to youValue of features

Target Audience for Target Audience for Managed Optimized DesktopManaged Optimized Desktop

Medium-sized businesses (50-500 PCs)

Customers in industries where security or workforce productivity is critical (e.g., healthcare, retail, professional services)

Customers using standard office productivity tools and a few business-specific applications

Customer complexity driving cost

Need new growth strategies

Difficult to convince customers of the value of Windows Volume Licensing

Windows Partner Solutions Windows Partner Solutions Helps Meet Your ChallengesHelps Meet Your Challenges

Need to differentiate from competitors

Desktop is a services upsell Desktop is a services upsell opportunityopportunity

New and differentiated New and differentiated technologytechnology

Major customer problems Major customer problems solvedsolved

Technology to reduce complexity Technology to reduce complexity and costsand costs

Customer sales presentationsCustomer sales presentations

Training for your salespeople and Training for your salespeople and technical stafftechnical staff

Business Value Assessment ToolBusiness Value Assessment Tool - - Calculates Calculates the actual dollar value of these solutions for your the actual dollar value of these solutions for your customerscustomers

Hardware Assessment ToolHardware Assessment Tool - - Identifies whether Identifies whether computers on your network are ready to run Windows computers on your network are ready to run Windows Vista EnterpriseVista Enterprise

How we are supporting youHow we are supporting you