Agenda: BPIO Partner Sales Readiness Workshop

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Agenda BPIO Partner Sales Readiness Workshop
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Welcome

• Welcome (IW BG Lead)
• Introductions
• Programs and Offers
• Campaign Timing
• Opportunities for Information Worker Solutions
• Importance of Local Partners

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BPIO Course Logistics

• Facilities Overview
• Breaks and Lunches
• Course Notes and Handouts
• Course Instructors
• Karl Sand
• Attendee Introductions

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Course Objectivesand Agenda
Business Productivity Infrastructure Optimization
Campaign
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The Business Productivity Infrastructure
Optimization Course

• What this course is
• Designed to empower sales and pre-sales technical
  roles to conduct meaningful conversations with
  customers drive revenue and beat the competition
  deals
• Training on 2007 Microsoft Office system as a
  powerful business productivity infrastructure
  platform
• A complete alignment between
• Microsoft Solution Selling Process
• Technical capability (BPIO)
• Customer Engagement Solutions tools
• Fast paced and experiential with a strong
  emphasis on interactive group activities
• What this course is not
• Not an in-depth technical review of the
  2007 Microsoft Office system

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BPIO Course Agenda

• Day 1 Business Productivity Infrastructure
  Optimization (BPIO) Campaign
• Module 1 Course Introduction (0.5 hour)
• Module 2 Market Overview and Partner
  Opportunities (1 hour)
• Module 3 Microsoft Business Decision Maker
  (BDM) Campaign (1 hour)
• Module 4 BPIO Campaign and Business
  Productivity Infrastructure Analyzer Tool
  (2 hours)
• Module 5 Customer Engagement Solutions (CES)
  Methodology and Co-Engaging with Microsoft
  (1.5 hours)
• Module 6 Microsoft Enterprise Search (1 hour)
• Day 2 Unified Communication and Collaboration
  (UCC)
• Module 7 The UCC Opportunity (0.5 hour)
• Module 8 Whats new in 2007 (0.75 hour)
• Module 9 Business Case Sales Proposals (0.5
  hour)
• Module 10 BPIO Model for UCC (1 hour)
• Module 11 Partner Opportunities (0.5 hour)
• Module 12 Workshop

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BPIO Course Agenda

• Day 3 Enterprise Content Management (ECM)
• Module 13 The ECM Opportunity (0.5 hour)
• Module 14 Whats new in 2007 (0.75 hour)
• Module 15 Business Case Electronic Records
  Management (0.5 hour)
• Module 16 BPIO Model for ECM (1 hour)
• Module 17 Partner Opportunities (0.5 hour)
• Module 18 Workshop
• Day 4 Business Intelligence (BI)
• Module 19 The BI Opportunity (0.5 hour)
• Module 20 Whats new in 2007 (0.75 hour)
• Module 21 Business Case Sales and Marketing
  ROI Analytics (0.5 hour)
• Module 22 BPIO Model for BI (1 hour)
• Module 23 Partner Opportunities (0.5 hour)

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Don't Forget Your People Video
Business Productivity Infrastructure Optimization
Campaign
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Microsoft Is Understanding And Delivering On
Customer Needs
Microsoft is developing Customer Engagement
Solutions (CES) for consistency Scale and success
hinges on approach
Microsoft is developing Customer Engagement
Solutions (CES) for consistency Scale and success
hinges on approach
BDM selling is impossible without business and
process knowledge
BDM selling is impossible without business and
process knowledge
Solution Selling and Delivery
Field technical roles are isolated and ongoing
integration guidance and best practices are needed
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Microsofts Support For Customer-Centric
Solution Selling
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution Selling and Delivery
TDM IO Campaigns BPIO
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Marketing To The Enterprise Microsoft customer
campaigns FY 07
PerceptionCampaigns
Business ValueGrowth-Driven
CustomerCampaigns
Infrastructure Optimization
Business ValueCost-Driven
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People Drive Business SuccessAmplify their
impact and you create greater success
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FY 07 Customer Campaigns
Selling to BDM
Selling to IT
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Microsofts Support For Customer-Centric
Solution Selling
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution Selling and Delivery
TDM IO Campaigns BPIO
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Build Customer ConnectionDrive profitable
relationship by simplifying how people work
Customer Pain
Microsoft Value
Access to Customer Information
Increase CRM Adoption and Use
Simplify How Customer Facing Professionals Work
Together
Complexity of Working Across Boundaries
Unrealized Value from CRM Investments
Unlock the Value of Existing Investments
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Drive Business PerformanceEnabling all decision
makers to improve planning, achieve better
alignment and more effective decision making
Business Context Knowledge
Report
Forecast
Customer Pain
Microsoft Value
Difficult to gather info stored in multiple
places
Easier to collect info thru SharePoint
Plan
Monitor
Simplify Analytics, Reporting
Analyze
Deriving Insight from Information
Enable people to manage performance
Integrated into everyday tools
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Microsofts Support For Customer-Centric
Solution Selling
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution Selling and Delivery
TDM IO Campaigns BPIO
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Business Productivity Infrastructure

• Streamline the way people do business with 2007
  Microsoft Office system

Unified Communications and Collaboration
Business Intelligence
Enterprise Content Management
Business Data Catalog
Website and Security Framework
Extensible UI
Open XML File Formats
Workflow
Search
Secure, Well-Managed Infrastructure
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Business Productivity InfrastructureBusiness
Productivity Infrastructure Optimization Model
Business Intelligence
Reporting and Analysis Performance
Management Data Warehousing
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Microsofts Support For Customer Centric
Solution Selling
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution Selling and Delivery
TDM IO Campaigns BPIO
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Microsoft Field Execution Model And Partner Role
Methodology Alignment
Sales
Gap Analysis
Growth Strategy
Profile
Account Planning Account Discovery and
Profiling based on Information Worker maturity
model
Opportunity Management
Prospect
Qualify
Develop
Solution
Proof
Close
AM, ATS, TAM, ESC, SSP-IW, SSP-AppPlat
Architecture Design Session
Proof of Concept
Solution Briefing
Solution Development
Marketing
Demand Generation
Awareness
AM, ATS, SSP-IW
STU-SSP Partners
STU-TSP Partners
SSP-IW Partners
Subsidiary Marketing
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Microsofts Support For Customer-Centric
Solution Selling
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution Selling and Delivery
TDM IO Campaigns BPIO
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Gartner Spotlight On The 2007 Microsoft Office
system

• Office 2007 promises to be the most significant
  new version of Microsoft Office in ten years and
  may be the most significant version ever.
• Before considering other vendors, evaluate the
  entire 2007 Office system architecture.

Mike Silver, Major Changes in Office Require
Major Decisions Spotlight Report
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Gartner Spotlight On The 2007 Microsoft Office
system

• On Search  Microsoft has advantages over IBM,
  Oracle and specialists in information access
  technology, including Google.

We believe the broad deployment of UCC services
is inevitable and given its user orientation and
vast installed base, Microsoft has an opportunity
to lead the UCC market.
Microsoft has the potential to significantly
change the BI platform market landscape.
Mike Silver, Major Changes in Office Require
Major Decisions Spotlight Report
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