Business Productivity Infrastructure Optimization Campaign 1 Day 1: Business Productivity Infrastructure Optimization (BPIO) campaign We will introduce

Business Productivity Infrastructure Optimization Campaign 1

Day 1:Business Productivity Infrastructure Optimization (BPIO) campaign

We will introduce partners to the concepts of BPIO. They will understand theCurrent market and the opportunities in the market.

Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion.

Time Module Description

8:00 a.m. – 9:00 a.m. Breakfast and networking

9:00 a.m. – 9:30 a.m. 1 - Introduction Overview of the workshop providing guidelines and agenda of the program

9:30 a.m. – 10:00 a.m. 2 - Market Overview & Partner Opportunity

Overview of the current market and partner opportunities within the market

10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign

11:00 a.m. – 12:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool

12:00 p.m. – 1:00 p.m. Lunch Break

1:00 p.m. – 2:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool

2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging with Microsoft

Overview of the CES methodology as well as resources for engaging with Microsoft

3:30 p.m. – 4:30 p.m. 6 - Microsoft Enterprise Search

Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign

Agenda: BPIO Partner Sales Readiness Workshop

Business Productivity Infrastructure OptimizationThe BPIO Campaign for Microsoft Office 2007

Module 2 – Market Overview And Partner Opportunities


Module 2 – Learning Objectives

The new world of work

The Microsoft vision for business productivity

Market opportunity


Microsoft’s Strategy For Solution Selling

Methodology

Alignm

ent

Bus

ines

s Con

text

Know

ledg

e

Technology Depth and Integration

Methodology

Alignm

ent

Bus

ines

s Con

text

Know

ledg

e

Solution Selling and

Delivery

Technical Decision Maker

(TDM) IO Campaigns:

BPIO

Customer Engagement

Solutions (CES)

Business Decision

Maker (BDM) Customer

Campaigns

Business Productivity Infrastructure Optimization Campaign 5Business Productivity Infrastructure Optimization Campaign

The New World of Work


Globalization

CustomerDemands

Consolidation

Budgets

Economic Trends

Regulation (ISO)

Business Challenges


Growth

Profit

Revenue

Efficiency

Shareholder Value

Share

Performance


Performance

Business Outcomes


The Role Of People


The Role Of Software

Business ProductivityOptimization Core Infrastructure Optimization

Application PlatformOptimization


The Information Workspace Who wants it and when

Business Productivity Infrastructure Optimization Campaign


12

Who Will Deliver Information Worker Platforms?


The Microsoft Vision for Business Productivity


A People Ready Vision


2007 Microsoft Office SystemA true solutions platform

Division

Enterprise

Individual

Team

Internet

Extranet

Business Applications(SAP, data warehouse, custom…)

Clients need access

People

Line of business data

Documents


Business Productivity CapabilitiesKey enablers

Unified Communication

s and Collaboration

Business Intelligence

Enterprise Content

Management

Workflow SearchBusiness Data Catalog

Extensible UI

Open XML File

Formats

Website and

Security Framewor

k

Secure, Well-Managed Infrastructure


Enterprise Search Demo


2007 Microsoft Office systemMarket Opportunity


Benefits Of Solutions Built With The 2007 Microsoft Office System

Largest install base95%+ penetration of desktopsEasily deployed and adopted across organizationsDe facto business communication standard

Built-in technical capabilities Pervasive XML capabilities for composite applicationsRapid forms-based application developmentWorkflow and other application building blocks

Opportunity for partners to deepen and extend their customer relationships

Value of Office Solutions is easily understood by customer business decision makersPartners can advance their role as a trusted advisor and create new revenue opportunities


Expand Your Business

$2B$2B $3B$3B$5B$5B

$26B$26B $28B$28B$30B$30B $31B$31B

$20B$20B

$25B$25B

*2005 – IDC and Microsoft internal

$148B in services in 2007

<20% of capacity needs met

Huge UCC, BI, ECM upside

Macroeconomics


<1 year to breakeven

MobilitySecure IM

Collaborative workspacesProcess flows and Archives

Enterprise Search LOB IntegrationKPI Dashboard

20-40% net profit

Rapid, repeatable solutions

25 deals in 6 months

4 months to first deal

Expand Your Business

$2B$2B $3B$3B $5B$5B

$26B$26B $28B$28B$30B$30B $31B$31B

$20B$20B

$25B$25B

$148B in services in 2007<20% of capacity needs met

Corporate Portals

Deployment and Migration

Macroeconomics Microeconomics

Key Opportunities


Office Development is one of the hottest areas of partner opportunity in enterprise and largely un-servedEnterprise

CustomersBusiness Process

Integration

Upper MidMarket Customers

Collaborative/Self Service Portals

Core MidMarket and Lower MidMarket

Connections To Data Sources

Partner services opportunity in MidMarket only marginally smaller than enterprise

Underserved customer segments

Collaboration solutions biggest opportunity in MidMarket

From IW SCOPE

Partner OpportunitiesKey insights


Financial Manufacturing

Government

Verticals

Quality Manageme

nt

IT Governance

Product Development

Business Scenarios

Application Extensions

ERP, LOB Integration

Custom Development

Workflow AutomationIT Architecture Change Management

Training

Domain expertise

Business Process Consulting

Regulatory Compliance

Platform ExtensionsTransactional DB, ERP

Partner Opportunities Key insights

Solutions


24

Summary

The current state of the industry and the business value related to 2007 Microsoft Office system

Understand why partners should choose to invest resources in Microsoft

Learn how to build on customer’s existing infrastructure and extend ROI of 2007 Microsoft Office system investments

Realize increased productivity with easier to use 2007 Microsoft Office system

Learn about customer needs based on research for ECM, UCC, and BI

Review of the market opportunities for Partners and future projections for market size and value


25

Group Interactivity

What are the common business needs you are hearing?

How do the new Microsoft technologies meet those needs?

What are customers saying about the new technologies and how they will integrate them into their business?

Is there consistent feedback when talking to customers; excitement, apprehension, eager to adopt?

Now we’ll discuss what you are seeing or hearing in the field for customer needs


Resources

Early Adopter ProgramsReadiness resources at https://partner.microsoft.com/office12 Information Worker CompetencyOffice 2003 specializations at https://partner.microsoft.com/iwsolutions/ Office 2003 readiness resources at https://partner.microsoft.com/40011718Office Solutions Showcasehttp://www.microsoft.com/office/showcase http://partner.microsoft.com/iwshowcase 2007 Microsoft Office system http://www.microsoft.com/office/preview (download beta) https://partner.microsoft.com/40025002 Microsoft Partner Sitehttps://partner.microsoft.com/global/partner2007 Microsoft Office system Sales and Marketing Readiness Presentationshttps://partner.microsoft.com/global/40028481?PS=95000124 Partner Marketing Centerhttps://partner.microsoft.com/global/salesmarketing/marketingcenter

