Partnering with Microsoft in Partnering with Microsoft in the Communications Sectorthe Communications Sector

Gil PettegrewGil PettegrewSenior Partner Development Senior Partner Development ManagerManagerMicrosoft Corporation, Microsoft Corporation, Communications SectorCommunications Sector

AgendaAgendaReview of Microsoft Strategy in Review of Microsoft Strategy in Comm-SectorComm-Sector

The Service NetworkThe Service Network

Microsoft Products, Solutions, and Microsoft Products, Solutions, and ServicesServices

The Partner Eco-SystemThe Partner Eco-SystemEngaging with MicrosoftEngaging with Microsoft

Engaging with Customers (as partners!)Engaging with Customers (as partners!)

Introducing: The Communications Introducing: The Communications Sector Partner NetworkSector Partner Network

Program Overview & BenefitsProgram Overview & Benefits

Call to ActionCall to Action

Robbie BachPresident

Microsoft Entertainment & Devices Microsoft Entertainment & Devices DivisionDivision

Mission : Focus the company’s efforts in entertainment and related devices and services

Communications Sector within Communications Sector within MicrosoftMicrosoft

Kevin JohnsonCo-president

Jim AllchinCo-president

Microsoft Platform Products & Services Microsoft Platform Products & Services DivisionDivision

Mission : Develop the software platform and software services delivered over the internet

Microsoft Business Division Microsoft Business Division

Mission: Develop software and services for the workplace

Jeff RaikesPresident

· Windows Client· Windows Server· SQL Server

· BizTalk Server· Exchange· Visual Studio

· MSDN· MSN· Hotmail

· Games· Windows Embedded· Connected Services Framework

· Office · Publisher · Visio

· Project · Live Communications Server · Office Live Meeting

· Microsoft TV· Windows Mobile· Xbox

Microsoft Vision: The Service Microsoft Vision: The Service NetworkNetwork

NetworkControl

Service Control

IPNetwork

Service Network

Service Delivery Platforms

BSS

OSS

IP Multimedia Subsystem (IMS)

ITInfrastructu

re

Microsoft Products, Solutions and Microsoft Products, Solutions and ServicesServices

NetworkControl

Service Control

IPNetwork

Service Network

Microsoft Connected Services Framework

BSS

OSS

Partners

ITInfrastructu

re

VoIPServices

Voice Video

MSTV

Xbox Live

OfficeLive Meeting

Live Communications Server

Hosted Messaging & CollaborationData

.NET Framework and Windows Server System

.NET Fra

mew

ork

and W

indow

s Serv

er S

yste

m

.NET Fra

mew

ork

and W

indow

s Serv

er S

yste

m

.NET Framework and Windows Server System

Sell-to, . . . Sell-with, . . . Sell-to, . . . Sell-with, . . .

Sample Partner Opportunity Diagram Sample Partner Opportunity Diagram (CSF)(CSF)

Security andManagement

Services

Systems Integration

Define standards interfaces (e.g.

ParlayX, SBE, TMF)

ISVs / NEPs / SIsCreate pre-packaged

solutions / applications

DeviceAnd Application

Management

Web ServiceInterfaces to

TelecomPlatforms

ContentAnd Application

Delivery

Service Network Partner Service Network Partner EcosystemEcosystem

Industry Industry Partners:Partners:

ISVsISVsNEPsNEPsSIsSIs

M&E ISVsM&E ISVs

Customers:Customers:Service Service

ProvidersProvidersOutsourcersOutsourcers

Content Content OwnersOwnersHosting Hosting

ProvidersProvidersOperatorsOperators

SolutionsSolutionsField SalesField SalesServicesServices

Goals:Goals:To facilitate Communication To facilitate Communication within and between the groupswithin and between the groups

To build relationships:To build relationships:

Partner to PartnerPartner to Partner

Partner to MicrosoftPartner to Microsoft

Partner to Customer (as Partner to Customer (as partner)partner)

Access to information and Access to information and training on CS solutionstraining on CS solutions

Network Equipment Network Equipment ProvidersProviders

Goal: Accelerate Communication Sector product market awareness through NEP partner adoption

Key NEP Focal PointsWeb Service Enable Telecom Infrastructure

Create Applications / Solutions utilizing CSF / CCF / HMC

Leverage MS and NEP partner development ecosystems

Perform Systems Integration not to exclusion of other SIs . . .

Become a channel to market for MSFT solutions

Benefits to NEP & Partner CommunitySell, Service & Support “Microsoft platformed” solutions

Increased Solutions Sales to Telcos & Enterprises

SI revenue opportunities

Expand own partner eco-system

NEPsNEPs

System IntegratorsSystem IntegratorsGoal: To promote and provide Goal: To promote and provide experienced experienced Implementation & Implementation & Integration and Value-add services to Integration and Value-add services to customer/partners customer/partners

Ability to ‘Service Enable’ Legacy Ability to ‘Service Enable’ Legacy EnvironmentsEnvironments

Key Focal Points for SI:Key Focal Points for SI:Base integration and deployment servicesBase integration and deployment services

Value-add services and demand generationValue-add services and demand generation

Telecommunications ExperienceTelecommunications ExperienceLegacy Infrastructure & ApplicationsLegacy Infrastructure & Applications

Interest in developing CS Solutions Interest in developing CS Solutions competenciescompetencies

Service Enablement SolutionsService Enablement Solutions

Microsoft PlatformMicrosoft Platform

Benefits to SIs & Partner CommunityBenefits to SIs & Partner CommunityTo provide the final delivery of final end-to-To provide the final delivery of final end-to-end solution that leverages the entire portfolio end solution that leverages the entire portfolio of products and servicesof products and services

Drive Demand of sameDrive Demand of same

To provide on-going supportTo provide on-going support

SIsSIs

ISV Portfolio RequirementsISV Portfolio Requirements

‘Enablement’ ISVs

Service Network ISVs ($$$)

NetworkControl

AccessNetwork OSS/BSS

ApplicationsContent

VoIP

FMC/UMA

WirelessNetworkingEquipment

RFIDCustomer

Care

NetworkPerformanceManagement

NetworkFault

Management

NetworkConfigurationManagement

NetworkAccounting

Management

Billing &Payment

TV/Audio/Video

Games/Entertainment

IMS

Push toTalk

Location-Aware Svc

Vertical LOB (CRM/BI/ERP/SCM)

Advertising

Search E-mail &Messaging

Short-rangeWireless

Service Control

ContentManagement:Transcoding

ContentManagement:

DRM

ContentManagement:Digital AssetManagement

Security:Remote Access

Control

Security:Certify & Access

Management

DeviceManagement

ISVsISVs

GoalsGoalsComplete Complete SolutionSolution

Drive Drive RevenueRevenue

Focal Focal PointsPoints

Two sub-Two sub-sets of sets of ISVsISVs

OPT: OPT: MSFT MSFT platform platform

BenefitsBenefits

Media and Entertainment ISVsMedia and Entertainment ISVs

M&EM&EISVISV

Goal: Adoption of Microsoft platform Goal: Adoption of Microsoft platform to deliver value through M&E ISV to deliver value through M&E ISV channel.channel.

Key Focal Points for M&E ISVsKey Focal Points for M&E ISVsWeb service enable M&E production and Web service enable M&E production and post productionpost production

Leverage MSFT platform to accelerate Leverage MSFT platform to accelerate move from analog to digital contentmove from analog to digital content

Provide key applications and to complete Provide key applications and to complete end-to-end solutions (DAM, DRM, etc.) end-to-end solutions (DAM, DRM, etc.)

Become channel to market for MSFT Become channel to market for MSFT solutions (CSF, CCF, etc.)solutions (CSF, CCF, etc.)

Benefits to M&E ISVs & Partner Benefits to M&E ISVs & Partner CommunityCommunity

Quick and cost-effective delivery of all Quick and cost-effective delivery of all content and related services to customerscontent and related services to customers

Create sales opportunities for incremental Create sales opportunities for incremental sales and services to enterprise sales and services to enterprise customers in M&Ecustomers in M&E

Communications Sector Partner NetworkCommunications Sector Partner Network

Communications Sector Partner NetworkCommunications Sector Partner Network

Start with Established Microsoft Partner Start with Established Microsoft Partner Services:Services:

MSPP MSDN Premier Support

Portal Access Readiness Events Webinars

Training

Community &

Development

Profiles News and Announcements

Request Field/Mktg/Soln. Support

CS Partner PortalCS Partner PortalThe focal point of CS partner interactionThe focal point of CS partner interaction

Industry Partners

CS Partner Portal

External View

Internal View

• Partner requests to Field• Partner requests to CS solution

teams• Content for partner catalog

• Routing of requests

• Tracking and reporting

Input:• Registration• Profile• Publish

catalog data• Information

requests• Key contacts

SIISVNEP

Network operatorHosterMedia company

Customers

Output

Links to:• MSPP• MSDN• CS Solution sites• Training

PublishProfile

To Portal

Portal Participation ProcessPortal Participation Process

MSPP?MSPP?

AttendDeveloperTraining

Test/ValidateSolution

CompleteNDA

SolutionOn MSFTPlatform?

WESNow?

InterestIn WES?

InterestIn WES?

No

Yes

PartnerPresented

No

Yes

Yes Yes

No

Yes

Partner Readiness RoadmapPartner Readiness Roadmap

Web CastsWeb Casts 12*12*I1st I1st Wednesday)Wednesday)

CS CS PartnersPartners AllAll AwarenessAwareness

KnowledgeKnowledge DisseminatDisseminatee

Portal Portal PostingPosting

SolutionSolution DaysDays

662NA2NA2EMEA2EMEA2APJ2APJ

CS CS PartnersPartners

AllAll Business & Business & Technical Technical CompetencCompetencyy

Selling & Selling & IntegrationIntegrationAutonomyAutonomy

CompetentCompetentSelling & Selling & IntegrationIntegration

Portal Portal Posting + E-Posting + E-mail from mail from PDMPDM

Developer Developer TrainingTraining

44April 25-27April 25-27FY07FY07Q1:August 8-Q1:August 8-9-109-10Q2:Nov 7-8-9 Q2:Nov 7-8-9 Q3:Jan 23-24-Q3:Jan 23-24-2525Q4:April 3-4-5Q4:April 3-4-5

CS CS PartnersPartners

AllAll DeveloperDeveloperLevel Level CompetencCompetencyy

DeploymenDeploymenttAutonomyAutonomy

Deep Deep Expertise Expertise with great with great FacilityFacility

Portal Portal Posting + E-Posting + E-mail from mail from PDMPDM

Type Tier Outcome AbilitiesCommunicationFreq. Audience

Depth

Web Casts

Awareness

Solution Days

Competency

Developer Training

Autonomy

Depth

ISV Application Compatibility Resource

Purpose

+ +

Additional Resources on the Additional Resources on the WayWay• Partner Program GuidePartner Program Guide

• Monthly internal/external newslettersMonthly internal/external newsletters

• Monthly internal/external webinarsMonthly internal/external webinars

• Portal updatesPortal updates•Additional profile and resourcesAdditional profile and resources

•Access to productAccess to product

• Additional Readiness Events and Training Additional Readiness Events and Training (as available) (as available)

• Internal/external FAQ’sInternal/external FAQ’s

• Partner collateral (as available/necessary)Partner collateral (as available/necessary)•Data sheetsData sheets

•Solution catalogueSolution catalogue

•White papersWhite papers

•Case StudiesCase Studies

•PRPR

SandboxDevelopmentCommunity(Pending!)

SIs / ISVs Licensing Program for CSF 3.0SIs / ISVs Licensing Program for CSF 3.0

SI / ISV is developing and reselling an integrated SI / ISV is developing and reselling an integrated CSF 3.0 CSF 3.0 software solution software solution

Use Microsoft ISV Licensing ProgramUse Microsoft ISV Licensing Program

Provides SIs / ISVs the right to integrate Connected Provides SIs / ISVs the right to integrate Connected Services Framework into their value-added business Services Framework into their value-added business solutions solutions

Encourages sales of the “unified” solutionEncourages sales of the “unified” solution

End-customers can use CSF as long as they have the rights End-customers can use CSF as long as they have the rights to the ISV’s unified solutionsto the ISV’s unified solutions

No warranty or support provided under the ISV No warranty or support provided under the ISV agreementagreement

ISVs provide end user support of the unified solutionISVs provide end user support of the unified solution

Embedded Upgrade Maintenance (EM) Embedded Upgrade Maintenance (EM) – Software Assurance program for ISVs - available to end – Software Assurance program for ISVs - available to end usersusers

SI / ISV is developing and providing CSF 3.0 SI / ISV is developing and providing CSF 3.0 consulting servicesconsulting services

MSDN Subscription, provides full version, MSDN Subscription, provides full version, albeit throttled to 5 sessionsalbeit throttled to 5 sessions

CS Partner Portal exposureCS Partner Portal exposure

Call To Action: Next StepsCall To Action: Next Steps

Visit Communications Sector Partner Visit Communications Sector Partner Network:Network:

http://www.microsoft.com/serviceprovidehttp://www.microsoft.com/serviceproviders/partners.mspxrs/partners.mspx

Communications Sector Partner Communications Sector Partner Network Portal: Network Portal:

www.microsoft.com/csportalwww.microsoft.com/csportal

Pick up a copy of the Pick up a copy of the Communications Sector Partner Communications Sector Partner Reference Guide Reference Guide

© 2006 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. © 2006 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.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 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 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.the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.