The document discusses the roles and responsibilities of Partner Account Managers (PAMs) at Microsoft in the fiscal year 2006. It outlines three levels of PAMs - District PAMs who work with local partners, Regional PAMs who work with larger partners across districts, and Industry PAMs who work with industry-specific partners across the region. It also discusses Microsoft's go-to-market strategies and priorities for different partner types and industries for FY2006. Finally, it lists the commitments and execution plans of the District PAM for Southern California.

1. FY06 SoCal Partner Briefing Susan Whiston Enterprise (EPG) SoCal District Partner Account Manager (PAM)

2. FY06 PAM Roles (1 of 4) 3 PAM Roles Nationwide DPAM : District Technology PAM ( LSI, RSI, ISVs ) At the District level DPAMs will work with Local and Regional SI's and ISV's to develop and engage around specific account opportunities where their local skills and presence are valued and needed by our customers. RPAM : Regional Technology PAM (GSIs, GISVs) At the Regional level RPAMs will work with key GSI/GTSI's and GISV's to leverage critical mass and sales priorities in a focused manner to compliment District revenue objectives. GSI/GTSI's including Dell, HP and Avanade will have dedicated resources at this level to ensure we maximize our output by consistently leveraging best practices when working together. GISV's will include SAP, Siebel, Citrix, Quest, Proclarity, GEAC and Outlooksoft. Proclarity, GEAC and Outlooksoft will be advancING BI solutions outside of IT. IPAM : Regional Industry PAM (Industry focused partners) IPAMs will work closely with key partners to extend vertical solutions in Financial Services, Healthcare, Retail and Manufacturing across all accounts in the West Region.

3. FY06 PAM Roles (2 of 4) DPAM : District Technology PAM (LSIs, RSIs, Local ISVs) SoCal District Susan Whiston: Infrastructure (IW) Keith Giberson: App Plat/Dev (IW) TBH: IW Technical PAM NorCal District Jill Archer TBH PacWest District Carrie Ames TBH Desert Mountain District Susan Darley Larry Shaw Cathy Lake

4. FY06 PAM Roles (3 of 4) RPAM : Regional Technology PAM (GSIs/GISVs) West Region Pat McLaughlin - Dell (Desert/Mtn and SoCal) Jay Gordon - Dell (Norcal and PacWest) Steven McPherson -HP (All Districts) Dave Mojo - SAP/Siebel (All Districts) Julie Freemole - Avanade (All Districts) Chris Guziak - GISVs (All Districts) TBH- EPM (All Districts) TBH- Partner Marketing (All Districts)

5. FY06 PAM Roles (4 of 4) IPAM : Regional Industry PAM (Industry crossover of partners) West Region Manufacturing: Dave Lynn HealthCare: Connie Young Financial Services: Patricia Mitchell Retail: Scott Lerch

6. FY06 SoCal District Enterprise Organization

7. STU-Specialist Team Unit

8. ATU-Account Team Unit 1-Financial

9. ATU-Account Team Unit 2-Health & ProfSvcs

10. ATU-Account Team Unit 3-Manufacturing

11. FY06 Go-To-Markets (1 of 4) Global Operational Efficiency, Connected Productivity, Connected Systems, Business Applications and “Start Something” Small Business Financial, First-Server-Right-Server, Sales and Marketing and Value of Genuine Specialized Office Professional, Portals, Enterprise Project Management, Real-Time Collaboration and Web Platform

12. FY06 Global GTMs (2 of 4) GTM Name Description Campaigns Operational Efficiency and Productivity Enables IT Pros to increase the manageability of their infrastructure and enables new business value through Microsoft’s Windows Server System and Office System. Secure and Well Managed Infrastructure Exchange 5.5 Upgrade Novell Migration Notes Compete NT 4 Upgrade Windows 2003 Relaunch Connected Productivity Motivates customer and partner use of Microsoft Office 2003 by driving awareness, usage, and demand for new value around areas of personal productivity and team productivity. Connected Systems Aligns marketing, sales, partner and services activities in an orchestrated fashion to address the pains customers have in connecting disparate information systems. Business Intelligence Packaged Apps: SAP/Siebel SQL Upgrade Business Process Automation Team Development Oracle Migration Business Applications Solves customer pain by delivering Microsoft Business Solutions, integrated ERP (financial management, supply chain management, and analytics), and CRM applications designed for small and mid-size businesses and divisions of large corporations. Business Operations Management Connected Customer Start Something Focuses on changing end users perception of Windows, and accelerating the adoption of premium licensed Windows (Windows XP Media Center Edition, Windows XP Tablet PC Edition, Windows XP Professional) and Windows Media Player products.

13. FY06 Small Business GTMs (3 of 4) GTM Name Description Financial Management Microsoft Business Solutions are adaptable, integrated business applications designed for small businesses that streamline business processes, so you can take your business to the next level with confidence. First Server, Right Server Microsoft Windows Small Business Server 2003 brings the promise of technology to small businesses. A complete, affordable network solution, SBS 2003 helps small business owners take better care of their customers, run their businesses more efficiently, and keep their businesses up-and-running. Sales & Marketing Microsoft solutions for sales and marketing enable small businesses to attract and retain customers and sell more effectively because they have easy access to customer information in a single place, can efficiently market their products and services, and make the right decisions faster. Value of Genuine Genuine Windows software on your PCs delivers more value with greater confidence and less risk to your business.

14. FY06 Specialized GTMs (4 of 4) GTM Name Description Office Professional Solutions Articulates the value of Office Professional led business solutions and how customers can realize the articulated value. Portals Enables customers to rapidly deploy portal solutions at lower TCO. Enterprise Project Management Enables customers to optimize business performance by gaining visibility, insight, and control of Project centric business processes throughout an enterprise. Real – Time Collaboration Enables customers to increase responsiveness, enhance productivity, and reduce costs through real-time collaboration. Web Platform Delivers a reliable, secure and scalable solution that lowers the cost of building, deploying, and operating web applications in shared and dedicated hosting environments.

15. Partner and MS Solution Selling Qualify Develop Solution Proof Close Deploy Prospect Microsoft Solution Selling Activities Identify potential opportunity Validate opp. to be in territory / account Conduct pre-call planning and research Identify potential pain of targeted key player(s) Stimulate interest of targeted key player Identify potential sponsor for opportunity Conduct opp. assessment / qualify the opp. Select competitive strategy Uncover pain of Sponsor Develop or reengineer reqs. biased toward MS unique capabilities Negotiate access to power Send Sponsor Letter Sponsor Letter confirmed Uncover pain of Power Sponsor Develop or reengineer reqs. biased toward MS unique capabilities Identify and qualify the procedural buying process Send Power Sponsor Letter and suggested Evaluation Plan Gain agreement to attached Evaluation Plan Execute Eval. Plan elements: Meet with others impacted Summarize findings to customer key players Develop preliminary solution Refine initial value prop. Send MS license agreement to legal Update Eval. Plan Continue to execute Eval. Plan Present refined solution & Implementation Plan for approval Present developed Value Prop. Gain legal approval Conduct pre-proposal review Negotiate contract Proposal issued Receive verbal approval Sign agreement (customer) Finalize Implementation Plan - orchestrate resources Mitigate customer risk and competitive elements Execute Implementation Plan Measure success criteria on on-going basis Leverage success (create new Reference Story) for initiating new opportunities Sponsor Letter confirmed Evaluation Plan agreed upon Verbal approval received Contracts signed New Reference Story created Verifiable Outcomes – Microsoft Solutions Sales Process Steps Potential Opportunity identified Opportunity qualified Executive sponsorship verified Solution proposed Solution validated MS win Siebel Milestones and Probability Prospect Preliminary solution agreed upon Deployment in progress 20% 40% 60% 80% 100% 0% 100%

16. Microsoft Pipeline/Activity Map

17. Susan’s FY06 DPAM Commitments Commitments Execution Plan (Examples) Accountabilities 1. Drive partner satisfaction (CPE) Partner Business Plans, Conditions of Satisfaction, drive structured engagement and a healthy partner pipeline Establish a communications & pipeline review process for predictable touch, regular, bi-directional business updates and information exchange Partner Business plans & Partner Solution Plans completed with all managed partners Quarterly Executive Business Reviews completed with all managed partners (GM and/or ATU, STU Directors, as appropriate) 50% face time with Customers & Partners 2. Win competitive migrations through partners Identify significant opportunities in the pipeline that promote the quantifiable business benefits of partner solutions on the Microsoft platform over the competition (IBM, Novell, Oracle) Facilitate joint planning sessions in targeted accounts to establish partner connections with the ATU and STU vteams and build the competitive opportunity plan Promote competitive wins and partnering benefits via win wires to the MS and partner sales management community # Competitive wins/migrations IBM Novell Notes Linux/Unix Oracle 3. Grow revenue & partner share Leverage sales engagement programs, partner funding and specialist resources to support strategic, must-win opportunities Produce account maps by ATU/STU by partner # of Enterprise Partner Wins MS & Partner revenue targets Incremental MS SW revenue through Partner Services and/or Product revenue 4. Grow partner engagement Increase partner opportunity association in Siebel Use the PAM Dashboard to manage opportunities Achieve monthly Partner Attach of 80% or better