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Comparing Options and the Impact on Your Customers: 

Comparing Options and the Impact on Your Customers Presented by: Eddie Amos Sr. Director, Developer andamp; Platform Evangelism Microsoft

Common Customer Requirements: 

Common Customer Requirements Reducing costs; doing more with less Addressing end-of-life issues Security Keeping up with the pace of innovation Reliability – reducing downtime Scalability headroom Leveraging existing investments Skills: users, administrators, developers Reduce risk, indemnification Interoperability Reducing complexity Compatibility across different platforms

Four Eras Of Enterprise Computing: 

Four Eras Of Enterprise Computing Capabilitiesandamp; Benefits Time

Current Server Situation: 

Current Server Situation Value Added Provider Server Preference New Server Shipments 65% Windows Linux UNIX Netware Windows Linux UNIX Other 77% 7pts Y/Y 19% 11% 4% 5% 9% 12% 7pts Y/Y 2pts Y/Y 1pt Y/Y Sources: 1 – IDC Worldwide Server Workloads Market Model - 2005 2 – Management Insight – An Assessment of Server Operating System Deployment Share and Preference Share among Value Added Providers – Sep/Oct 2003

Itanium-based Server Momentum: 

Itanium-based Server Momentum Source: IDC WW Server Tracker, Q3 2005 customer revenue Sun SPARC revenue: Includes Sun Microsystems: RISC revenue IBM Power revenue: Includes IBM RISC revenue

Why Microsoft?: 

Why Microsoft?

Partnership Opportunities: 

Partnership Goals Solution Lifecycle Key Activities andamp; Programs Annual Business Plan Influenced Revenue Vertical Alignment Executive Business Reviews Annual Technical Plan ISV Developer Evangelist Evangelism 'Rhythms' MSDN Application Testing Events Field Engagement Licensing Demand Generation Evidence/Case Studies Public Relations Microsoft Partner Program/ISV Competency Partnership Opportunities Service andamp; Support Market andamp; Sell Build andamp; Test Design Business Planning

Business Development: 

Business Development Annual Business Plan for Managed Partners Joint Revenue Opportunity Field Integration: Make Connections in the Field EPG and SMSandamp;P Sales Force Verticals Executive Briefings Ongoing Business Reviews – 'Rhythm of the Business'

Technical Enablement: 

Technical Enablement ISV Developer Evangelists for Managed Partners Document and Agree on Technical Plan Field Integration: Make Connections in the Field Technical Specialists Microsoft Consulting Services Microsoft Technology Centers Evangelism 'Rhythms' TAP Ascend Touchdown Ongoing


# of ISVs 10,000 Evangelism 'Rhythms' Alpha Beta 1 RTM Beta 2 Launch TAP* Ascend* Touchdown* ~1,000 Field Managed 2-3 Training Days, 10 Support Hours Commitment to ship RTM+90 ~300 GISV + Field Managed 3-5 Training Days, 40 Support Hours Showcase solutions at launch ~30 Corp Managed Partners 3-5 Training Days, Redmond dev labs Product feedback Sustained Marketing Innovation Days Empower InnovateOn Portal (new) By invitation only 30 300 1,000

Sales & Marketing: 

Sales andamp; Marketing Demand Generation International Support Pipeline Management Field Integration Licensing Programs Event Support PR/AR Evidence/Case Studies

ISV Telesales Service: 

ISV Telesales Service Demand Generation Scalable and programmatic lead generation program for ISV solutions Sales enablement framework between ISV and Microsoft FY06 Results: 109 campaigns $125M ISV revenue $25M MS revenue Key Benefits Extends Microsoft’s brand to our partners Extends Microsoft’s reach to our partners Extends Microsoft’s programmatic capabilities to partners Extends Microsoft’s buying power to partners 'Citrix's engagement with Microsoft on the NT4 migration campaign has been very fruitful. 'Together we have generated over 900 qualified leads…' Area V.P., Citrix

ISV Royalty Licensing: 

ISV Royalty Licensing Overview Designed for ISVs that incorporate Microsoft technology into their solutions for commercial distribution to their customers Appropriate for selling to corporations (any size) or academia Benefits Deliver a total solution. Provide one-stop shopping for customers Lower solution cost. Offer pricing different from normal licensing channels Generate revenue. Make margin on the Microsoft product Extend product life cycle. Sell version-specific solutions for up to 18 months after Microsoft releases a new version of the embedded product Obtain worldwide distribution. ISVs can sell their unified solutions to customers in any part of the world, regardless of their own location Earn Partner Points. ISVs can earn Partner Points in the Microsoft Partner Program just by signing up to participate in the ISV Royalty Licensing program Learn More: http://www.microsoft.com/licensing/programs/isv/

Microsoft Service Provider License Agreement (SPLA) : 

Microsoft Service Provider License Agreement (SPLA) Overview The Service Provider License Agreement (SPLA) enables service providers and ISVs with a hosted offering to license Microsoft products on a monthly basis to provide services and hosted applications to their end customers. Benefits Most Current Product Versions: With SPLA, service providers have access to the most current versions of the products available in the Program for one simple monthly price. Flexible Cost Structure: The SPLA offers a monthly usage-based cost. Pricing Stability: SPLA price changes (if any) will only occur on an annual basis in January. Use Rights Protection: The Service Provider Use Rights (SPUR) document details all product use rights for this program. Cash Flow Management: With SPLA, service providers have near zero start-up costs, since they only pay for licenses based on what they used to provide services each month. Academic SKUs: Academic pricing on selected server products is available when service providers deploy services to Qualified Education Customers. Worldwide Distribution: You can use Microsoft software products to sell your services to customers in any part of the world, regardless of your location. Learn More: http://www.microsoft.com/serviceproviders/licensing/default.mspx

Call to Action: 

Call to Action Complete Business and Technical Plan with DTR Participate in 'Evangelism Rhythms' for New Technology Adoption Participate in ISV Telesales Service through NXT Explore the ISV Royalty Program Get your Application Ready for Windows Vista Work with DTR to obtain the benefits offered to you through NXT

Thank Youwww.isvnxt.com : 

Thank You www.isvnxt.com

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