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Microsoft Windows Small Business Server 2003 R2 Sales Cycle

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Title: Microsoft Windows Small Business Server 2003 R2 Sales Cycle


1
Microsoft Windows Small Business Server 2003 R2
Sales Cycle
2
Learning Objectives
  • After viewing this presentation, you will be able
    to
  • Identify potential prospects for Microsoft
    Windows Small Business Server 2003 R2 (SBS 2003
    R2).
  • Qualify the prospects and recommend the correct
    edition of SBS 2003 R2.
  • Tell prospects about the features and benefits
    of SBS 2003 R2.
  • Handle prospects' objections.

The Sales Cycle
3
The Sales Cycle
Follow these steps to help improve your sales of
Microsoft Windows Small Business Server 2003 R2
(SBS 2003 R2).
  • Identify Sales Opportunities
  • Qualify the Prospect
  • Reinforce Needs
  • Handle Objections

The Sales Cycle
4
Step 1Identify Sales Opportunities
5
Step 1Identify Sales Opportunities
Listen for clues to identify a prospect with a
peer-to-peer network who could benefit from
purchasing a first server with SBS 2003 R2.
  • Listen for clue words
  • Security
  • Networking
  • File sharing
  • Data backup
  • Internal company website
  • Mobility
  • Listen for need statements
  • "I need to connect two PCs."
  • "I need to back up my information."
  • "I need to share information with employees."
  • "I need to access information when Im away
    from the office."
  • "I need to communicate professionally and
    effectively with prospects.
  • Listen for descriptions of current hardware
  • "I have three PCs but no server."
  • "I'm currently running SBS 2000."
  • "I'm currently running a single server with
    Windows NT4."
  • "I need to upgrade my single server."

The Sales Cycle
6
Step 2 Qualify the Prospect
7
Step 2Qualify the Prospect
Talk to your prospects about specifics and ask
targeted questions to better understand their
needs, so you can successfully recommend either
the SBS 2003 R2 Standard or Premium
Edition. Example questions "Is your business
growing?" "How many PCs does your company
have?" "Are your PCs networked or
connected?" "How do you protect your PCs from
hackers?" "Do you share resources with your
employees or coworkers?" "How do you back up your
data?" "Can your employees share and manage
files?" "Does your company have its own e-mail
address?" "Can you and your employees access
information while away from the office?"
The Sales Cycle
8
Step 2Qualify the Prospect
  • Recommend the right SBS 2003 Edition.
  • Recommend the SBS 2003 R2 Standard Edition if
    your prospects need
  • File sharing and centralization
  • Data backup and restore capabilities
  • Resource sharing (printers, applications,
    Internet access)
  • Remote access/mobility
  • E-mail/messaging solution
  • Recommend the SBS 2003 R2 Premium Edition if your
    prospects need any or all of the
  • features of the Standard Edition, plus
  • Internal Internet monitoring and management tools
  • A powerful database to run line-of-business
    applications
  • Website-publishing software

The Sales Cycle
9
Step 2Qualify the Prospect
  • In most cases, SBS 2003 R2 is the right server
    product for small businesses. But please note
    these parameters
  • SBS 2003 R2 Parameters
  • SBS 2003 R2 must be the root domain controller
    on the network. Additional servers can be added
    later.
  • SBS 2003 R2 does not support subdomains. SBS
    2003 R2 does support remote offices that are part
    of the same SBS 2003 R2 domain.
  • SBS 2003 R2 only supports up to 75 users or
    devices. However, customers can purchase the SBS
    2003 R2 Transition Pack to protect their
    investment and transition to full line of Windows
    Server products.
  • If the prospect does not meet one or more of the
    parameters above, recommend the appropriate
    Windows Server products
  • Need Additional application serversRecommend
    Windows Server 2003 Standard Edition
  • Need Terminal Services Application Server
  • Recommend Windows Server 2003 R2 Standard
    Edition (can coexist in SBS environment)
  • Need For clustering or servers with more than 4
    GB of memory
  • Recommend Windows Server 2003 Enterprise Edition

The Sales Cycle
10
Step 3Reinforce Needs
11
Step 3 Reinforce Needs
Once you've heard your prospects' needs
statements, translate them to SBS 2003 R2
features.
  • "I need to protect my network/business
    information."
  • "With SBS 2003 R2, you can
  • Count on a built-in firewall.
  • Restrict users' access to the Internet.
  • Keep PCs and software up and running with
    automatic updates."
  • "I need to communicate with customers."
  • "With SBS 2003 R2, you can
  • Host your own e-mail (margie_at_margiestravel.com).
  • Share calendars and easily schedule meetings.
  • Access your business's data and information from
    wherever you are.
  • Send one-to-many e-mail messages and faxes to
    customers quickly and easily."
  • "I need to back up my companys information."
  • "With SBS 2003R2, you can
  • Automatically schedule backups of your business
    information.
  • Easily retrieve accidentally deleted files and
    previous file versions.
  • "I need to reduce costs."
  • "With SBS 2003 R2, you'll save money because you
    can
  • Share equipment, such as printers, fax machines,
    and modems.
  • Avoid traffic while working from home
  • Share resources, such as Internet access and
    business applications.
  • Fax with fewer phone lines and send faxes
    directly from PCs."

Premium Edition only
The Sales Cycle
12
Step 3Reinforce Needs
  • "I need to share files with my employees."
  • "With SBS 2003 R2, your employees can
  • Find and share information from one centralized
    location, so they don't have to depend on
    coworkers to send documents or reports.
  • Use an internal website to find and share
    documents, collaborate on projects, and view
    group calendars and shared lists.
  • Manage version control so they don't waste time
    looking for files or duplicating work."
  • "I need to access information when I am out of
    the office."
  • "With SBS 2003 R2, you can
  • Use Remote Web Workplace to access desktops at
    work, e-mail messages, contacts, calendars,
    network files, business applications, and
    internal websites from any PC with Internet
    access.
  • Use Outlook Web Access to access e-mail
    messages, calendar, contacts, tasks, and public
    folders from any Internet browser.
  • Use Windows Mobile-based devices to access
    e-mail, contacts, and calendars from virtually
    anywhere, anytime."
  • "My employees need to fax important documents
    from their desktops."
  • "With SBS 2003 R2, they can
  • Send or receive faxes right from their desktops."

The Sales Cycle
13
Step 4Handle Objections
14
Step 4Handle Objections
  • Objection "Can't I just add another PC to act as
    a server for my network?
  • Response "You could do that, but you'd be
    missing out on a lot of benefits provided by SBS
    2003 R2, including security and protection for
    your most critical business information. You can
    easily share files and manage information from
    one central location. You'd also save money
    because people could share equipment, like
    printers. And, you can still work while you're
    away from the office, because you can access
    information and resources on your network with
    any Windows Mobile-based device or PC with
    Internet access."
  • Objection "Do I need the Premium Edition? It
    seems more expensive than the Standard Edition.
  • Response "It really depends on your needs. SBS
    2003 R2 Premium Edition includes all the features
    of the Standard Edition, but adds a powerful
    database to run applications, more tools to build
    rich websites, and enhanced security with a
    multi-layer firewall and tools to manage and
    monitor Internet access within your organization.
    Both editions provide great solutions."

The Sales Cycle
15
Step 4Handle Objections
Objection "I'm happy with SBS 2003/2000/NT4." Re
sponse "SBS 2003 is a great product, but SBS
2003 R2 offers additional advantages. It's easier
to manage and offers new features including the
green check of software health indicating your
Microsoft software is up-to-date or the daily
report details actions necessary for attaining
green check status. And it alerts you (or your
IT consultant) of missing updates, so you can
prevent technology issues before they occur, and
helps improve e-mail productivity with increased
mailbox limits from 16 GB to 75 GB. Response
"SBS 2000 is a great product, but SBS 2003 R2
does offer some advantages. It's easier to manage
and offers new features that allow you to
retrieve accidentally deleted files,
automatically back up business information,
access information while you're away from the
office, and use an internal company website where
you can file and share information in one central
location." Response "Windows NT is a good
product, but by upgrading you'll immediately
experience great benefits, such as improved
reliability, availability, and scalability (in
addition to the benefits mentioned above). And,
Microsoft ended support for Windows NT4 on
December 31, 2004. The easiest way to upgrade
from an earlier version of SBS would be if you
had Software Assurance. For all other situations,
we have a version upgrade at a relatively low
price available for you.
The Sales Cycle
16
Additional Resources
17
Additional Resources
General Product Information www.microsoft.com/wind
owsserver2003/sbs/default.mspx Community
Resources http//www.microsoft.com/windowsserver20
03/sbs/community/default.mspx Downloads and
Product Updates http//www.microsoft.com/windowsse
rver2003/sbs/downloads/default.mspx
FAQ www.microsoft.com/windowsserver2003/sbs/tech
info/overview/generalfaq.mspx Support http//www
.microsoft.com/windowsserver2003/sbs/support/defau
lt.mspx Technical Information www.microsoft.com/w
indowsserver2003/sbs/techinfo/productdoc/alpha.msp
x SBS Team Blog http//blogs.technet.com/sbs
The Sales Cycle
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