LATAM FY09 Campaign Luciane Galuppo lucianeg@microsoft.com 4/1/2017 6:56 PM LATAM FY09 Campaign Luciane Galuppo lucianeg@microsoft.com Area Sales Manager LATAM Microsoft Learning © 2007 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. 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 the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

MOC Incentive Campaign FY09 is all about growing the business Special rewards for high growth performance in 3 categories MVR below 89 MVR above 90 Top 13 Winners on each category will get a free air ticket to the next LATAM Summit Top 13 winners will have both air ticket and hotel expenses covered Lu levar Guia do Programa List Top 13 MOC and Top 13 exams Congratulate Top partners

CPLS Branding and Piracy Drive CPLS branding to LATAM employees Internal Sharepoint Printed flyer Lobby kits Quarterly BI reports to LATAM product managers Revamp public site pages Secret Shopper

MOC Flier Starting October Page specially for LATAM customer to drive local awareness SS – Discount Campaign CPLS Branding CPLS campaign web page MSL LATAM public sites We will touch over 100,000 customers in the next 12 months!

SATV Opportunity LATAM has the second highest activation rate of SA benefits SATV as the highest activated benefit - 66,96% Mexico, Peru, Uruguay and Chile with over 72% 27557 vouchers available in LATAM That means over 5500 5 days MOC training! New payment procedure for CPLS LATAM 62,35%. Greater china first with 68,78%

IT Pro Community Engagement Una verdadera Academia de estudios, organizada por carreras y por currícula, que le permitirá ampliar sus conocimientos en la plataforma Microsoft y mantenerlo al día en el siempre cambiante mundo de la información tecnológica. Capacitación completamente GRATUITA Comunidades de expertos Recursos disponibles sin restricción alguna Niveles: Básico, Intermedio y Avanzado Membrecia con beneficios: Silver, Gold y Platinum Documentos especializados, laboratorios en Línea, Webcast  Enviar sus datos a v-olgab@microsoft.com: Nombre CPLS Logo Pagina web Pais Direccion Telefono Nombre de Contacto E-mail Entrar con la oferta en el sitio http://www.mslatam.com/latam/Andino/technet/MVABackEnd/Login.aspx y publicar cada una de las ofertas.

7

Students to Business Student to business 50 mil partners in LATAM – 10% can post a job per year (5000 mil) Idea is to train 500 mil Students partners # 500, Finalist Imagine Cup # 100/200, buscar certificados Microsoft, otras diplomados Lu perguntar a Kim se podemos comprar 4000 exames acadêmicos (códigos) a $ 40 – 4mil/5mil Numero de gente certificados por pais Follow up CG para ver se estarian listos para vender elearning online

Other Marketing Initiatives Strong PR support Continue investment local websites Cross banners Cases on the web Find Training More local content CPLS promotions Spanish Newsletter Certification Discount Campaign Learn a new acronym – FMM 

Find Training Enhancements: Long-term initiative to drive more CPLS training referrals  search for Software Assurance classes  CPLS proximity search, viewing locations on Virtual Earth maps  sort search results in multiple ways  robust lead reporting including % of overall leads view all courses / classes at a CPLS  shows MTM rating (future possibility)     Note: This screenshot is for demonstration purposes only and is not the final design of the site.  

Q&A

Niase Borjaille Director

The Company Founded in 2000 Operations in 2001, CPLS in 2004 Small Company with 15 employees Estimated growth this year: 50% Estimated growth in MOCs: 25% CPLS Tier 2

The Company General information Geographic localization Vitória – ES 1000 km from São Paulo Vitória – ES The capital of Espírito Santo. Founded in 1551. 317.000 inhabitants (2006, IBGE) The City is formed by an archipelago of 34 islands, plus a continental portion. The total area is of 93 km ²

The Partnership Microsoft Gold Certified Partner 6 competencies Advanced Infrastructure Security Learning Solutions Data Management Solutions Information Worker Solutions Unified Collaboration Solutions Prometric Authorized Testing Center Pearson VUE Athorized Center

The numbers MOC/EXAM Ratio: 1,11 MOC Reach (units) Exam Reach (units) FY08: 837 FY09: 1046 FY08: 751 FY09: 950 MOC/EXAM Ratio: 1,11

The Event Scope First Microsoft Certification Event To interact with IT Community To Sell the Certification idea and value First Microsoft Certification Event Without Microsoft direct marketing support 200 atendees Second Microsoft Certification Event 400! The number is not enough, in itself…

The Secret (?) As a reference, to hear and to stay near to our customers Campaign engagement Consultative selling: Promote Quality and Certification Value! The TEAM! ROI MTM Benchmark: 7.92 Mindworks: 8.18

The Saying "Every day in Africa a gazelle wakes up. It knows that it must run faster than the fastest lion or it will be killed. Every morning a lion wakes up. It knows that it must outrun the slowest gazelle or it will starve to death. It doesn't matter whether you are a lion or a gazelle. When the sun comes up, you'd better be running!"

Thank You!

4/1/2017 6:56 PM © 2008 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. 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 the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. © 2007 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. 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 the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4/1/2017 6:56 PM © 2007 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. 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 the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Rediseño de la HP Se puede observar en el gráfico un crecimiento notable de las visitas en el último año con solo realizar una comparación entre Junio/07 con 4.504 visits y Junio/08 con 8,109 visits. Ver que interesante el salto que se produce a partir del cambio en el diseño de la pagina Marzo 08’ , se focalizo en la reunión que en FY09 tenemos que lograr que nuestra pagina genere un ameno y seguro sitio donde podamos tener la certeza que el cliente puede navegar y lograr no solo la información que requiere para definir, conocer acerca de entrenamientos y certificaciones sino también enfocarnos en un diseño y una temática mas comercial esto ultimo centralizado en la idea de promocionar el canal de ventas (CPLS) y lograr así su posicionamiento definitivo en el mercado como el referente oficial de Microsoft donde tanto clientes individuos como clientes corporativos naturalmente recurran ante una necesidad de adquirir productos y servicios Microsoft Learning. (notas de Vivi)

Mapping to Story Themes Enabling Jobs & Opportunities Training / certification provides real world experience Fostering Innovations Basic technology training through Digital Literacy Transforming Education Technical training and certification through IT Academies and iCafes The Value of Certification Increased job prospects and salary; life long career path; community of peers; partner-level access to Microsoft