1. FY07 Winning with IO Day Achieve your goals with IO V4.3 – Malik Meftahi - e-bda Module 4: The IO Execution Process

2. 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 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 10 . Next steps: Managing IO opportunities (30 minutes)

3. IO Integrates the Sales Processes Relationship Management/Opportunity Management Feedback Loop

4. STEP 4: Account plan agreed to with Customer MS Opportunities STEP 2: Analyze discovery results and identifies potential opportunities STEP 1: Conduct discovery, leveraging all MS resources Relationship Management/Account Planning Customer Discussion/View STEP 5: Opportunities are coded according to the three IO models Opportunity Management/MSSP Leverage EPG Ecosystem Infrastructure Optimization Models IO Execution in the field Partners’ specialists SSP/TSP Partner Opportunity STEP 3: Review list of opportunities with Customer