Microsoft Confidential RMS Vertical Bundles Maureen Mascaro RMS Channel Marketing Manager Microsoft Corporation James Watkins Senior Product Manager, Retail

Microsoft ConfidentialMicrosoft Confidential

RMS Vertical BundlesRMS Vertical Bundles

Maureen Mascaro Maureen Mascaro

RMS Channel Marketing Manager RMS Channel Marketing Manager

Microsoft CorporationMicrosoft Corporation

James Watkins James Watkins

Senior Product Manager, Retail Management Senior Product Manager, Retail Management SystemSystem

Microsoft CorporationMicrosoft Corporation


Vertical Market ApproachVertical Market Approach BackgroundBackground

Why Vertical Markets Why Vertical Markets What we did to validateWhat we did to validate

Microsoft ResponseMicrosoft Response MarketingMarketing ProductProduct Bundled Solutions Bundled Solutions

DistributionDistribution ScanSourceScanSource Tech DataTech Data

Q&AQ&A


Why Vertical Markets?Why Vertical Markets?

Retailers think of themselves as Retailers think of themselves as specialized, not generalspecialized, not general

Results oriented success in vertical Results oriented success in vertical marketingmarketing Direct Marketing campaign 2003Direct Marketing campaign 2003 Targeted Vertical Trade Show SuccessTargeted Vertical Trade Show Success

Thriving VARs are able to scale in Thriving VARs are able to scale in vertical marketsvertical markets Repeatable, scalable solutionsRepeatable, scalable solutions


Sub-VerticalSub-Vertical New New LanesLanes

Radio, television, other electronicsRadio, television, other electronics 22,17222,172

Household applianceHousehold appliance 19,93419,934

Hobby, toy & game storesHobby, toy & game stores 13,87213,872

Convenience, Snack, Specialty FoodConvenience, Snack, Specialty Food 84,50684,506

Nursery & garden centersNursery & garden centers 71,27571,275

Auto and TireAuto and Tire 83,18483,184

Pharmacy & drug storesPharmacy & drug stores 50,13650,136

FurnitureFurniture 37,52037,520

Hardware storesHardware stores 28,96428,964

Books-CD-Music StoresBooks-CD-Music Stores 31,08231,082

Other SpecialtyOther Specialty NANA

Sub-VerticalSub-Vertical New New LanesLanes

Clothing & clothing accessory storesClothing & clothing accessory stores 157,710157,710

Gift, novelty & souvenirGift, novelty & souvenir 77,99677,996

Beer, wine & liquorBeer, wine & liquor 82,04682,046

Sporting goodsSporting goods 43,59443,594

What We Did to ValidateWhat We Did to Validate

75% to 100% of 75% to 100% of functionality required is functionality required is already in RMS already in RMS

Value in providing sub-Value in providing sub-segment functionality segment functionality through ISVs and VARs through ISVs and VARs

Strong sub-industry Strong sub-industry associations & associations & communitiescommunities

RMS Partners successful RMS Partners successful in these sub-verticalsin these sub-verticals

30% of addressable opportunity in the U.S.

Extensive Independent Merchant focus group validation


Microsoft ResponseMicrosoft Response

MarketingMarketing Targeted Top 4 Vertical MarketsTargeted Top 4 Vertical Markets

Initial efforts in apparel and sporting goodsInitial efforts in apparel and sporting goods Campaigns kick off 11-26Campaigns kick off 11-26

Direct Mail Direct Mail Industry Publication AdvertisingIndustry Publication Advertising Trade Show SupportTrade Show Support Partner Marketing ToolsPartner Marketing Tools Key influencer partnershipsKey influencer partnerships


ProductProduct Build out bundled solutionsBuild out bundled solutions

Pilot and test in marketPilot and test in market Distributor InputDistributor Input

Service Pack Upgrade (available on Service Pack Upgrade (available on PartnerSource)PartnerSource) Major Bug FixesMajor Bug Fixes Operational Efficiencies Operational Efficiencies Payment ProcessingPayment Processing

Bundled Solutions in MarketBundled Solutions in Market Standard and Deluxe Bundles for each Vertical MarketStandard and Deluxe Bundles for each Vertical Market Customization and Implementation Guides by marketCustomization and Implementation Guides by market

Microsoft ResponseMicrosoft Response


Bundle Configuration Bundle Configuration ScanSourceScanSource

Standard BundleStandard Bundle $2999 Suggested Retail$2999 Suggested Retail

4 Deluxe Bundles4 Deluxe Bundles By Vertical MarketBy Vertical Market

Tech DataTech Data Standard BundleStandard Bundle

DigiPOSDigiPOS

Deluxe Bundle Deluxe Bundle DigiPOS Touch DigiPOS Touch


ScanSource Standard ScanSource Standard BundleBundle Sporting Goods Standard Bundle Sporting Goods Standard Bundle

Includes:Includes: Pioneer POS retail specific Pioneer POS retail specific

computer with a Celeron 1ghz computer with a Celeron 1ghz processor, 256mb RAM, 20gb hard processor, 256mb RAM, 20gb hard drive and Windows XP drive and Windows XP ProfessionalProfessional

SAMPO 15 inch LCD displaySAMPO 15 inch LCD display Cherry 104 key compact keyboard Cherry 104 key compact keyboard Epson T88 Receipt printer Epson T88 Receipt printer MMF Val-U Line Cash drawer MMF Val-U Line Cash drawer Metrologic Voyager 9520 Barcode Metrologic Voyager 9520 Barcode

scannerscanner ID Tech Magnetic stripe reader ID Tech Magnetic stripe reader Cherry Two button power wheel Cherry Two button power wheel

optical Mouse optical Mouse Required cable/accessoriesRequired cable/accessories Microsoft Store Operations single Microsoft Store Operations single

user softwareuser software Installation of peripherals and Installation of peripherals and

softwaresoftware VAR Price - $2299VAR Price - $2299 ScanSource Part # MIC-SPORT-SScanSource Part # MIC-SPORT-S


ScanSource Deluxe BundleScanSource Deluxe Bundle Beer-Wine-Liquor Deluxe Beer-Wine-Liquor Deluxe

Bundle (Pictured)Bundle (Pictured) Includes:Includes:

Pioneer POS computer Pioneer POS computer terminal with an integrated 12” terminal with an integrated 12” LCD touch screen, integrated LCD touch screen, integrated Magnetic Strip Reader, Magnetic Strip Reader, Pentium III 1Ghz processor, Pentium III 1Ghz processor, 512mb RAM, 20gb Hard Drive, 512mb RAM, 20gb Hard Drive, Windows XP ProfessionalWindows XP Professional

Cherry 104 key compact Cherry 104 key compact keyboardkeyboard

Epson T88 Receipt printerEpson T88 Receipt printer APG Vasario Cash DrawerAPG Vasario Cash Drawer Epson DM-D110 Pole displayEpson DM-D110 Pole display Symbol LS9208 Omni-Symbol LS9208 Omni-

directional Barcode scannerdirectional Barcode scanner Required cable/accessoriesRequired cable/accessories Microsoft Store Operations Microsoft Store Operations

single user softwaresingle user software Installation of peripherals and Installation of peripherals and

softwaresoftware VAR Price - $3546VAR Price - $3546 ScanSource Part # (MIC-BWL-ScanSource Part # (MIC-BWL-

D)D)


Tech Data Standard BundleTech Data Standard Bundle DigiPOS Main System Unit DigiPOS Main System Unit thermal receipt printer thermal receipt printer Metrologic hand-held Metrologic hand-held

scanner scanner 15" LCD monitor 15" LCD monitor customer pole display customer pole display cash drawer cash drawer Programmable 128 position Programmable 128 position

matrix keyboard matrix keyboard All required cablesAll required cables Microsoft Store Operations Microsoft Store Operations

single user softwaresingle user software VAR Price - $2810VAR Price - $2810 Freight IncludedFreight Included


Tech Data Deluxe BundleTech Data Deluxe Bundle DigiPOS Main System Unit DigiPOS Main System Unit thermal receipt printer thermal receipt printer Metrologic wireless hand-Metrologic wireless hand-

held scanner held scanner 15" resistive touchscreen 15" resistive touchscreen

monitor with mag stripe monitor with mag stripe reader reader

customer pole display customer pole display cash drawer cash drawer Standard 104 keyboard Standard 104 keyboard Microsoft Store Operations Microsoft Store Operations

single user softwaresingle user software All required cables All required cables VAR Price - $3245VAR Price - $3245 Includes FreightIncludes Freight


Call to ActionCall to Action

Educate YourselfEducate Yourself Implementation Guides Implementation Guides WebinarsWebinars Review Distributor MaterialsReview Distributor Materials

Download SP2 for customers on Download SP2 for customers on Software AssuranceSoftware Assurance

Check out the GTM on PartnerSourceCheck out the GTM on PartnerSource


Questions ?Questions ?

Documents

Microsoft Confidential RMS Vertical Bundles Maureen Mascaro RMS Channel Marketing Manager Microsoft Corporation James Watkins Senior Product Manager, Retail