Leverage the Microsoft PlatformFor Sales Success

Bruce RasmussenCarpe Diem Consulting

Which is better?

5 Minutes to Draw the Microsoft Platform

You have 5 minutes “in the elevator”…

What would you draw?

“I hear the words, but I just don’t get it…

Can you draw me a picture? ”

Take Five…

Take Five Minutes to Draw the MS PlatformTake Five…

Comprehensive Security Product Portfolio

DynamicDynamic

• Proactive• Optimizing

Costs and Quality

• Agile• Self

Assessingand ContinuousImprovement

• “Taking The Lead”

• Proactive• Accountable• Increased

Monitoring• Formal

ChangeManagement

• SLA’s• Improvemen

t• Predictabilit

y• “Quality

Driven”Standardised

Standardised

• Reactive • Stable IT• Request

Driven• Change

Management and Planning

• “Keeping ItRunning”

BasicBasic

• Reactive• Ad hoc• Problem-

Driven• “Avoiding

Downtime”

Rationalised

Rationalised

Infrastructure Optimisation ModelStage Characteristics

Infrastructure OptimisationBuilding a People-Ready Business

3 levels of IO

Model-Based Approach

Business IntelligenceBusiness Intelligence

Enterprise Content ManagementEnterprise Content Management

CollaborationCollaboration

Unified CommunicationsUnified Communications

Enterprise SearchEnterprise Search

Business Productivity Infrastructure Optimization Model

DevelopmentDevelopment

SOA and Business ProcessSOA and Business Process

Business IntelligenceBusiness Intelligence

User ExperienceUser Experience

Data ManagementData Management

Data Protection and RecoveryData Protection and Recovery

Desktop, Device, and Server MgmtDesktop, Device, and Server Mgmt

Identity and Access ManagementIdentity and Access Management

Security and NetworkingSecurity and Networking

Core Infrastructure Optimization ModelIT a

nd S

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Pro

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Application Platform Optimization Model

Amplify their effectiveness for greater success

People at all levels drive business success

• Beginning a journey from “point solutions and products” to an “integrated platform” approach

• Realising the value of the Microsoft platform in achieving a people-ready business

What Is RPV?

Realising People Value

• Taking a broad platform perspective

• Fitting within current Microsoft processes and initiatives

• Providing a bridge across key initiatives

• Supporting MS community

An approach to engage with customers

A focus on people and “People Value”

A Bridge between People, Platform, and Products

• For Microsoft Partners• For Microsoft customers

Supported by Training

Why Is RPV Important?

Product

System

Data Collection

traditional approach

Analysis

Synthesis

• Fostering innovation

• Deepening customer relationships

• Driving operational excellence

• Building high-value partnerships

Where Does RPV Fit?

PRB

RPV builds a bridge between:• The vision

• The implementation

Why

What

RPV training was built on key concepts:

RPV

People-Ready Business

Infrastructure Optimisation

How

IO

The Elements of an IT Environment

Key Challenges

(pains, opportunities, vision, goals)

Approach to take full

advantage of technology

People in Various Roles Working Together

CustomersPartners Roles within the organization

People’s Experience (Rich, Reach, or Both)

PC Tablet Web PDA Mobile Voice TV Paper

Technology Services

Management Services

ProcessServices

PeopleServices

Base Services

Framework – White Board Diagram

Premium Data Center ServicesTechnology Services

People’s Experience(PCs —>SmartPhones)

Management Services

ProcessServices

PeopleServices

Base Services

• Communication

• Collaboration

• Content Creation

• Personal Productivity

• Communication

• Collaboration

• Content Creation

• Personal Productivity

• Task Processing

• Workflow

• Reporting

• Task Processing

• Workflow

• Reporting

• Measurement and Response

• Analysis and Adaptation

• Measurement and Response

• Analysis and Adaptation

• Application Services

• Systems Mgt. Services

• Content Services

• Identity Services• Storage

• Networking

• Security and Privacy

People

Cross-Solution Base Services

Cross-Solution Base Services

A Typical Points Solutions Framework

Point Solution Services

Point Solution Services

Point Solution Services

Point Solution Services

Base Services for Point Solution

Base Services for Point Solution

Base Services for Point Solution

Base Services for Point Solution

People’s Experience

People’s Experience

PeoplePeople

People People PeoplePeople Mgt Mgt MgtMgt Process Process ProcessProcess

App

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integration

inte

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integration

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interoperability

integration

Santos Point Solution Example

Intranet

Process

Mgt People

SunUNIX

(Shared Base Services)

Financials

Sun UNIX

MgtProcess

People

Oracle

App

Dev

App

Dev

Messaging & Collaboration

Windows

Lotus Notes

App

Dev

App

Dev

ProcessPeople

Geological

Windows

App

Dev

App

Dev

Process

MgtPeople

Intranet

Windows

App

Dev

App

Dev

Process

Mgt People

(12 intranets)

RPV for Initial Customer Discussions

Explore

Learn about the “As Is” IT environment

Clarify high-level pains and goals

Expand

Clarify, verify “As Is” IT environment

Develop implications of pains and goals

Set the stage for “Envision”

EnableEnvision

Develop a vision of the potential

Suggest Unrealized Potential in current capabilities

Microsoft Integrated Platform:A Foundation for Seamless Computing

Towards an Integrated Platform

Point Solutions

Partners Bring Added Value

Microsoft PlatformIntegratedConnected (Interoperable)FlexibleCustomisableSimpleSuperior User Affinity/Intimacy

IT Strategy

Business Architecture/Rules

Business Strategy

OS

Architecture (.Net)

Applications

Standards/Languages

Systems Design

Systems Integration/Management

Mic

roso

ftP

artn

er

Complete Solution Partner Service OfferingDeep Customer InsightCustomisedSolutionHigh-Performance OperationsAccelerated Value DeliveryMinimised Cost And RiskCommitted Results

Partner Integration Technology

Greater Value

Lower Cost

CustomerBenefits

Customer cost savings

Increased focus on strategy/process development and alignment

Ability to simplify and reduce cost of design, integration and management

Superior value in software at lower cost

Business/IT Strategy &

Process Consulting

Systems Design,

Integration & Management

Platform

Business/IT Strategy &

Process Consulting

Systems Design,

Integration & Management

Microsoft Platform

Microsoft Platform

Alternative Offerings

Customer Value: Lower Cost, Greater Value

RPV training – consulting offer

•RPV courses– Syd – Sep/Oct, Feb/Mar, May– Mel – Nov, Mar– Bri – Feb– Per – Nov– Ade – on request

•40days of readiness training ($12k)– Public schedule– Customised readiness– Competency certification– Customer focused workshops

•1 day sales/marketing/business value consulting– Sign up during APC