Presentation given to Central Region Microsoft partners on 4/23/10

1. BPOS MARKETINGin a BILLION channel universe Jeremy Epstein Marketing Navigator NeverStopMarketing.com Penelope Delgadillo penelopd IW US BMO, Online Services

4. Was It Only A Printing Press? @jer979

5. Tools vs. Implications @jer979

6. It’s an Attention Economy @jer979

7. @jer979 Power of Permission

8. @jer979 Ridiculous Reach of the Individual

9. Strategic marketing framework @jer979

10. @jer979 Find Your Raving Fans

11. @jer979 Community Driven Marketing Activate Identify Cultivate

12. The Content Formula @jer979

13. @jer979 Be the Connector

14. Building the BPOS-Community Driven Marketing Strategy @jer979

15. Identify What are your criteria for your Raving Fans? Create the list of existing “Raving Fans” What other information do you know about your Raving Fans? How will you keep this list fresh? @jer979

16. Cultivate-Assets List your assets Discussion Microsoft BPOS assets See Appendix for full list @jer979

17. Cultivation-Relevant Content How will you “tell” your Made to Stick BPOS Story? 3 months worth of execution @jer979

18. Cultivate-Reed’s Law Now, how specifically will we use these assets to connect our Raving Fans and community with each other? 3 months worth of execution @jer979

19. See Their Plans For Yourself http://bit.ly/c3u7m5 @jer979

20. What’s Worked? @jer979

21. Results (to date) @jer979

22. K.I.S.S. What is “the cloud?” @jer979

23. Become a Focused Storyteller @jer979 1st draft stories: http://bit.ly/celdWV ABL

24. Focus on People and Relationships @jer979 Sell per user vs. per device And how it is profitable http://bit.ly/9V3m3y

25. Quality vs. Quantity @jer979

26. Stay Connected… Visit/join the FB page http://www.facebook.com/group.php?gid=193701632636 See the Appendix Download this presentation @jer979

27. @jer979 Blog-- NeverStopMarketing.com Twitter.com/jer979 jer979@neverstopmarketing.com Linkedin.com/in/jer979

28. @jer979 How to make it “real” / Call to Action

29. Leverage Momentum Aircover Campaigns in Market Exchange Online and SharePoint Online Media Campaign We’re all in – Front Page of Wall Street Journal Significant Incentives / Offers to drive Momentum “For partner-led opportunities, enrolled Online Services Partners can earn $500 for each new customer win of up to 25 seats through June 30 with services and migrations to BPOS or stand-alone products, with the exception of Office Live Meeting. Studer said if a partner signs 10 customers, each with more than 25 seats, they can earn an additional $5,000.” - VARBusiness, Andrew Hickey

30. U.S Microsoft Online Services Offers & Incentives* Earn up to $2,500 20%Rebate 250Free Seats $5,000Award * TERMS AND CONDITIONS APPLY. PLEASE REFER TO OFFER DETAILS FOR FULL TERMS AND CONDITIONS. MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.

31. Valorem Consulting Leverages Microsoft DIG Program to Increase Velocity of 6+ BPOS Opportunities Partner Lead Domnick Parretta, Valorem Profile Valorem is a Microsoft System Integrator, based on Kansas City and St Louis with a strong focus on SharePoint and Business Intelligence. The company has dedicated resources and a strong commitment on BPOS, using both BPOS and CRM Online internally. Situation: Needed funding to assist with customer assessments and building Proof of Concepts (POC) of Business Productivity Online Suite Customer: Armed Forces Insurance Agreement type: EA renewal Users: 250 Situation: AFI using on-premise Exch 2003. Valorem used POC DIG funding to conduct a 250 seat Online Services trial. “What I have seen with DIG across the board is that $2,500 is a good amount for building POC.“ Customer: Lane Christensen Agreement type: EA Users: 1800 Situation: LC was using notes and had not used SharePoint. Valorem used DIG to offset funding of 51 seat pilot. Plan to use POC DIG funding to convert to full enterprise deployment. “By using DIG, we were able to get the project going now, rather than waiting for budget cycles.” – Valorem

32. Strategic Saas Leverages Velocity500 Weekly Webcast Monthly Emails Value Proposition Specialized Offer Case Study

33. Microsoft Ready-to-Go Marketing Campaign We’ve recently updated our BPOS Ready-to-Go Campaign with all new materials! You’ll find customizable direct mail templates, web banners, customer PowerPoint templates, event resources, and all the marketing guidance you need to execute a successful campaign. To Access the Ready to Go Marketing assets, visit the BPOS RTG Campaign Funding offer is available only as a reimbursement for qualified services, and must be validated by a copy of corresponding invoice. To submit a reimbursement request and for offer guidelines, partner must visit www.mspartnerdirect.com/rebate (use promotion code POWER OF CHOICE). Reimbursement requests must be submitted within 30 days of the invoice date, and no later than May 31, 2010. Invoices must be dated after October 1, 2009. Reimbursement requests are processed at the end of each month. Please allow up to 45 days to receive your funds by check. Offer good only to companies legally domiciled in the 50 United States (includes Washington, D.C.) who are actively enrolled in the Microsoft Partner Network as of July 1, 2009, as a Microsoft Gold Certified, Certified, or Registered Partner. Limit: one U.S.$1000 discount per eligible partner organization. Discount is good for services purchased on the Ready-to-Go Marketing Services site and the Ready-to-Go Marketing Campaign site, and for costs incurred for events registered at www.microsoftpartnerevents.com. Offer starts October 1, 2009, at midnight Pacific Time and expires at 11:59 P.M. Pacific Time on May 31, 2010, while supplies last, and is nontransferable and not redeemable for cash. Taxes, if any, are partner’s sole responsibility. MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.

34. What is it? Get it now! Why was it developed? Microsoft Download Center (3 individual links) To-Partner (zip)To-Customer (zip)BPOS PoC Overview Video (zip) Microsoft Online Services Ready-to-Go Campaign Microsoft DIG Program for Gold Certified & SMSP Managed Partners Microsoft Partner Network for US Online Services Partners Quickstart for Online Services > Resource Center NEW! BPOS Proof of Concept (Poc) Kit The BPOS PoC Kit consists of a comprehensive Bill of Materials (BOM) of to-customer and to-partner content designed to provide prescriptive guidance on how to conduct a complete evaluation of the BPOS offering. To provide Microsoft partners with tools and resources that enables them to accelerate the sales velocity of BPOS opportunities in their pipeline. To share PoC best practices with partners and enable them to win competitive scenarios. To-PartnerTo-CustomerBPOS PoC Overview Video PoC Kit Contents Availability To Partner BPOS PoC Project Overview (docx) BPOS PoC Program To-Partner Overview (pptx) BPOS PoC Plan Template (docx) PoC and Migration Plan Technical Overview (docx) Sample SharePoint Site Templates (stp) Communications Plan Template (docx) Change Management Plan Template (docx) BPOS PoC Project Plan (mpp) PoC Overview Video (wma) To Customer BPOS PoC Customer Benefits Brochure (pdf) BPOS PoC Program To-Customer Overview (pptx) Microsoft Cloud Services Brochure (pdf) For qualified cases, funding is available to cover the costs of developing proof of concept for partners. Contact DIG3@microsoft.com for details. MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.

36. 25 seat BETA / Default

37. US Nominations Deadline: April 30If you have any questions, please contact usmosg

39. Partner Resources

40. Get the latest LIVE updates Online at http://digitalwpc.com/ E-mail the U.S. WPC10 Planning Team: grpvine@microsoft.com Follow us on Twitter @WPC10US Join our WPC10 U.S. Partner Community on Facebook Join the WPC Microsoft LIVE group Register for Infinite Possibilities (WPC) This year WPC is all about Infinite Possibilities. This is the must-attend partner event of the year to build out your strategy around bringing your business to the Cloud, experience the latest product innovations and solutions, and gain exclusive access to networking with Microsoft executives and partners. Explore the infinite opportunities with Microsoft’s strategies to take your business to the next level and gain an edge on the competition. Don’t Miss Out!! MICROSOFT CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. Microsoft makes no warranties, express or implied. This content is confidential and proprietary information intended for Microsoft Online Services Accelerate Partners that have signed the Microsoft Partner Network NDA.

41. Thank You! Q&A

42. Appendix @jer979

43. MS BPOS Resources @jer979 https://partner.microsoft.com/US/productssolutions/productsonlineservices https://partner.microsoft.com/US/productssolutions/40116432#newtrai https://www.quickstartonlineservices.com/community/Pages/default.aspx www.mspartnerdirect.com/bpos

44. MS BPOS Resources 5.https://www.partnermarketingcenter.com/ww-en/CampaignFinder/CampaignPage.aspx?MarketingCampaignID=121 6. www.mspartnerdirect.com/bpos 7. www.mspartnerdirect.com/exchange 8. http://www.microsoftsyndication.com/Microsoft-Business-Productivity-Online-Suite--P2217.aspx 9. http://www.mspartnerdirect.com/exchange (note:he BPOS-friendly content under the “Enhanced Comm & Collab” ) @jer979