Agenda: BPIO Partner Sales Readiness Workshop

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Agenda BPIO Partner Sales Readiness Workshop
Day 2 Topic Unified Communications and Collaboration (UCC) Day 2 Topic Unified Communications and Collaboration (UCC) Day 2 Topic Unified Communications and Collaboration (UCC)
Partners will understand Microsoft Office systems Unified Communications and Collaboration (UCC) Capabilities and sub capabilities. Education will be layered against the CES methodology. Partners will also understand the competitive landscape and how to effectively communicate the Microsoft UCC value proposition to win the engagement. Partners will understand Microsoft Office systems Unified Communications and Collaboration (UCC) Capabilities and sub capabilities. Education will be layered against the CES methodology. Partners will also understand the competitive landscape and how to effectively communicate the Microsoft UCC value proposition to win the engagement. Partners will understand Microsoft Office systems Unified Communications and Collaboration (UCC) Capabilities and sub capabilities. Education will be layered against the CES methodology. Partners will also understand the competitive landscape and how to effectively communicate the Microsoft UCC value proposition to win the engagement.
Time Module Description
800 a.m. 830 a.m. Breakfast and Networking
830 a.m. 900 a.m. 7 - UCC Opportunity The Microsoft vision for UCC and the possible solutions in UCC (OSSD, Case Studies, Personal Experience).
900 a.m. 945 a.m. 8 Whats New in 2007 The new/better features and capabilities of UCC in 2007 and the competitive differentiators of UCC in 2007.
945 a.m. 1015 a.m. 9 Scenario-Based Demo and Business Case
1015 a.m. 1030 a.m. Break 1015 a.m. 1030 a.m. Break 1015 a.m. 1030 a.m. Break
1030 a.m. 1130 a.m. 10 BPIO Model in UCC Standardized to Rationalized view for each sub-capability with screen shots of the sub-capabilities under each BPIO view for UCC.
1130 a.m. 1200 p.m. 11 Partner Opportunities The solution and services opportunities for UCC, guidance on how to build a practice, where to find/drive opportunities (OSSD, MSPP) and a list of current OSSD scenarios available.
1200 p.m. 100 p.m. Lunch Break 1200 p.m. 100 p.m. Lunch Break 1200 p.m. 100 p.m. Lunch Break
100 p.m. 500 p.m. 12 Hands-on Learning (UCC Business Case) Class walks through business case for UCC and applies CES methodology (Solution Briefing and Architecture Design Session) to the business case.
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Module 9 - Learning Objectives

• UCC Sales Proposal Business Case
• UCC Business Case Flash Demo
• UCC Sales Proposal Overview
• Resources

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UCC Business Case Creating Winning Sales
Proposals
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Set Context Contoso Ltd.The business case for
increasing winning sales proposals

• Contoso Ltd. is the world leader in WLAN setup
  with more than 200 million in revenue each year.
  They have customers worldwide in more 9 countries
  
• Contoso has a CRM suite deployed, but has not
  implemented a proposal generation application.
  Currently the employees at Contoso manually
  initiate, write and assemble proposals
• Contoso employees also need to maintain an
  employee presence, even when offsite, but this is
  complicated by the manual proposal process
• Once a proposal is created, maintaining and
  retrieving the latest content and data is
  complicated because of the use of file shares
• Contoso needs its employees to analyze the costs
  and benefits of potential projects to determine
  which have the highest ROI. Currently, this is
  not always possible due to disparate systems

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Develop Solution OverviewThe best companies are
the best collaborators

• Organizations must adapt quickly to respond to
  increased competition, a more mobile workforce,
  and cross-enterprise opportunities
• Effective collaboration is key to improving
  customer service, increasing sales productivity,
  and bringing new products or services to market
  quickly and profitably
• Providing a more collaborative work environment,
  integrated communications, and seamless, secure
  access to corporate line-of-business applications
  across boundaries creates more valuable customer
  relationships. Partner relationships will be more
  efficient and employees will be more empowered

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Develop Solution OverviewContoso, Ltd.
creating winning sales proposals

• When responding to a proposal request, a solution
  using team spaces and workflow capabilities will
  improve control over the proposal submission
  process
• By leveraging the shared access to client
  information, proposal templates and pricing
  information, teams will be able to leverage a
  more integrated proposal creation process
• Using integrated content management, business
  intelligence, and collaborative capabilities will
  add to the effectiveness and efficiency of the
  proposal process

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UCC Flash Demo Creating Winning Sales Proposals
Business Productivity Infrastructure Optimization
Campaign
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Business Process Flow For Creating Winning
Proposals
Groove
Share Point
Experts work together on the proposal
InfoPath
Evaluate and rehearse the opportunity
Exchange/Outlook/Live Meeting
Outlook
Opportunity arrives
Stay connected while on the road
Outlook
Delivers winning proposal
Responds to an opportunity to present a proposal
that requires a team of experts from within her
company as well as partners come together
immediately to work on creating the winning
proposal while Nancy travels to the customer
location.
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UCC Capabilities Overview For Sales Proposals

• Collaborative Workspaces and Portals
• Central Location to Manage Proposals Project
• Use InfoPath to Evaluate Multiple Opportunities
• Perform All Necessary Action in a Single
  Application
• Content Libraries for Reuse of Company Knowledge
• Enable and Streamline Oversight and Approval
• Collaborate offline and synch with others through
  Groove
• Messaging
• Communicate anywhere, anytime with Exchange and
  Outlook via multiple devices
• IM/Presence and Voice
• Communicate with Live Communications Server,
  Communicator and VoIP
• Web Conferencing
• Document Management, Enterprise Records
  Management, Forms

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Technology Considerations
The following products and technologies should be
considered when creating an Unified
Communications and Collaboration solution based
on the Microsoft Office system

• Server
• Microsoft Windows Server 2003
• Microsoft SQL Server 2000 or above
• Microsoft Office Live Communications Server 2005
• Office Communications Server 2007
• Microsoft Office SharePoint Server 2007
• Microsoft Excel Server 2007
• Client
• Microsoft Office Professional 2007 (Word, Excel,
  InfoPath, Outlook)
• Microsoft Office Communicator 2005
• Microsoft Internet Explorer

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Winning Sales Proposal Resources

• The learner will be able to access tools and
  resources to help them get started with
  prospecting and qualifying new business
• Preparing for Competitive Selling Opportunities
  Foundation Level English
• https//training.partner.microsoft.com/plc/confirm
  ation.aspx?publisher3courseid1456
• Microsoft Office system Solutions Directory
• http//www.iwsolve.com/
• The Solution Showcase for Microsoft Office system
• http//partner.microsoft.com/iwshowcase/
• http//www.microsoft.com/office/showcase/

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