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The Corporate Accounts Opportunity

LARVK. The Corporate Accounts Opportunity. Max Long VP, Corporate Accounts and Partner Sales Microsoft Corporation. Mark Wolfram GM, Partner Sales Microsoft Corporation. Agenda. LAR Keynote Address FY11 Update – Mark Wolfram FY12 Enterprise Priorities – Max Long Sessions that follow

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The Corporate Accounts Opportunity

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  1. LARVK The Corporate Accounts Opportunity Max Long VP, Corporate Accounts and Partner Sales Microsoft Corporation Mark Wolfram GM, Partner Sales Microsoft Corporation

  2. Agenda • LAR Keynote Address • FY11 Update – Mark Wolfram • FY12 Enterprise Priorities – Max Long • Sessions that follow • Accelerating Licensing Opportunities – Joe Matz • LAR Evolution – Olivier Dispas • Channel Incentives – Allen Boone • Area Leads - Panel

  3. Building a Strong Annuity Business Enterprise Agreements Enrollment for Application Platform Enrollment for Core Infrastructure • 2,000 EA Renewed in 4Q • True-up Delinquency down to 8% • 1,800 Updated EA signed >9,000 >3,500 6,950 >1,500 5,654 1,791 833 855 292 FY10 FY10 FY10 FY11 FY11 FY11 FY12 FY12 FY12 New Enrollments

  4. Supporting a Healthy Partner Ecosystem Systems& Tools Incentives Readiness 5,500 Partners onboard 3,400 users/month 8,000 Opportunities/month

  5. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  6. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • 41% EA/OV penetrationin Corporate Accounts • Appx 4000 new A1/A2 contractsprojected in FY12in Corporate Accounts Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  7. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • Morgan Stanley – October 2010, “CIO Survey” • 80% of CIOs surveyed expect to upgrade to Windows 7 by the end of CY11 • 74% expect to upgrade to Office 2010by the end of CY11 • $150/pc revenue opportunity from Windows Pro to Windows Enterprise • At $50 per Desktop deployed, revenue Opportunity for Deployment exceeds $1.5B in Corporate Accounts Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  8. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • Showcasing and Romancing Windows devices Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  9. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • Gartner: “By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets” • LARs make 74% more incentives on a 1000 seat existing platform EA with E3 SKUs vs. on-premise • All existing on premise seats that are converted to online are worth 50 – 75% more to LARs in terms of compensation Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  10. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • CIOs rank Virtualization as their top priority Source: Gartner 2010 • Microsoft in Magic Quadrant for Virtualization Source: Gartner 30 June 2011 • Management and Virtualizationwill grow up to 70% • Our solution is more cost effectivethan VMware’s Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  11. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • CIOs rank BI in their top 5 priorities Source: Gartner 2010 • Microsoft leads Magic Quadrant for BI Source: Gartner 27 January 2011 • Microsoft BI - Priced for broad deployment Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  12. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • CRM industry is $11B • CRM industry is growing at 5.4%;and 16.4% for Cloud-based CRM • Dynamics CRM - over 1.7M usersin 80+ countries with 40+ languages Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  13. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • 1500+ new Premier contracts for FY12 • Premier adds +13% to EA renewal likelihood • Premier adds +15% to average EA deal size Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  14. One Enterprise FY12 Enterprise Priorities Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard Grow Licensing Penetration • Co-selling model to drive better relationships which will drive more revenue in the long term Modernize the Business Desktop Selling Windows Devices Lead with the Future of Productivity Win the Data Center Grow the Application Platform Partner Led Solution Area Sales Grow Premier Services Improve Customer and Partner Experience

  15. Partner Calls to Action EA is great, but we also love Select and Open Sell more software Develop deeper relationships with customers Deploy, Deploy, Deploy Do Best Microsoft portfolio ever, SIP, focused Microsoft sales force Compete vigorously

  16. Your Feedback is Very Important to Us Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/contest Complete a WPC evaluation and you’re automatically entered to win the daily drawing for a luxury vacation AND a chance to win instant prizes! Learn more in the Microsoft Partner Network Booth Luxury Vacation for 2 Windows 7Phone Online Giftcards

  17. © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.

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