The document outlines an agenda for a workshop on Infrastructure Optimization (IO) for Microsoft partners. The workshop aims to provide a framework for using the IO Maturity Model to accelerate sales cycles. Over the day-long workshop, participants will learn about IO messaging and value, how to profile customer accounts against IO models, identify optimization opportunities, and develop preliminary IO account plans and customer briefings. Through interactive sessions, participants will practice profiling accounts, analyzing results to identify opportunities, and delivering customer briefings. The workshop concludes with discussing next steps in managing IO opportunities and engaging with Microsoft locally.

1. FY07 Winning with IO Day Achieve your goals with IO Module 1: Welcome & Introduction

7. Workshop’s agenda 9:00 to 9:15 Raising expectations 1. Welcome & Introduction (15 minutes) 9:15 to 10:30 Understanding IO Messaging & Value 2. Getting strategic with IO (30 minutes) 3. Optimizing your customer infrastructure (30 minutes) 4 . IO Execution Process Overview (15 minutes) Break (15’) 10:30 to 15:00 IO Execution Process 5 . Profiling & Discovery (30 minutes) 6 . Analyzing results & identifying potential opportunities (60 minutes) 7 . Preparing a preliminary IO Account Plan (30 minutes) Lunch (45’) 8 . Preparing an IO customer briefing (30 minutes) Break (15’) 9 . Delivering an IO customer briefing – Role Play (45 minutes) 15:00 to 16:00 Understanding the next steps (Opportunity Management) & the local strategy 10 . Next steps: Managing IO opportunities (30 minutes) 1 1 . Local Call to Action: how to engage with Microsoft? (15 minutes) 1 2 . Objection Handling (15 minutes) 16:00 to 16:15 Providing comments & feedback 1 3 . Wrap up & conclusions (15 minutes) Interactive session Lecturing session

8. House Keeping

9. Please provide us with you main expectations for today Engagement Plan with Microsoft IO alignment with sales process Tools & resources to deploy IO in your accounts IO selling messages