Hit Your Sales Targets in 2012

chirpskulkInternet και Εφαρμογές Web

3 Νοε 2013 (πριν από 3 χρόνια και 7 μήνες)

66 εμφανίσεις

Welcome to the Sixth of our 12 part
monthly webcast series to help you Win

in
the New Economy, Compete to Win,

Hit
Your Sales Targets, and Thrive in Our
Mobile World.



Join us the second Wed of every

month at

8:00 am Pacific for a new session dedicated to
improving your sales performance.

Participate on Twitter Live
at:

#TimeToThrive5

We are pleased to introduce:





Hit Your Sales Targets in 2012

Private Cloud Sales Readiness

Challenges Your Customers Are Facing

of IT budgets
is spent maintaining
inflexible and “siloed” data center equipment

Infrastructure
Complexity

The average $1
billion company
maintains 48
disparate financial
systems and uses
2.7 ERP systems

Application
Developer

“IT slows


me down”

Business
Owner
“I can
get it better,
faster, and
cheaper if I work
around IT”

Compliance and
Security

Often cited as top
concerns

for IT

Server Sprawl

Dedicating servers to
single applications

What Is Cloud Computing?

Elastic

Usage
-
Based

Self
-
Service

Pooled
Resources

Drivers for Cloud Adoption

Blockers to Cloud Adoption

Addressing Blockers with Private Cloud

It’s cloud dedicated to you.

Customizable

Control

Elastic

Usage
-
Based

Self
-
Service

Pooled
Resources

Your Sales Opportunities Across Dimensions

Lower Management
Costs

Optimized Software
Costs

Lower Hardware
Costs

PUBLIC CLOUD

HOSTED PRIVATE
CLOUD

ON
-
PREMISES
PRIVATE CLOUD

Workloads:

OS + Applications

Identity and Security

Development

Management

Virtualization

Platform

+

+

+

+

+

Microsoft Technologies Help You Sell
Services

Workloads and
Applications

Pool Resources

Desktop, data
center, and
cloud

integration

Unified
systems
management

Hybrid cloud
deployment

Applications

Secure

Manage Identity

Provision

Manage Identity

Configure

Monitor

Automate

Service

Manage and Secure

Applications

Applications

Partner
-
hosted

infrastructure

Identity and
Security

Management

Virtualization

Platform

+

+

+

+

Preference for Private Cloud

Sensitivity to Cloud Economics

Academic

Mid
-
Size

(
200

1,500
servers)

Government

(Fragmented)

Government

(Consolidated)

Size represents number of
servers in the market

Enterprise

(1,500+ servers)

Source: Microsoft
®

Focal Industries
SMB

(<200 servers)

The lower
-
right quadrant
represents the most attractive
areas for private clouds:


Relatively low
-
cost
premium


High preference

Connecting Consumer and Provider
Conversations

Empowerment and Agility

Self
-
Service Experience

Application Visibility and Control

Simplicity

Resource Pooling

Delegation and Control

Flexible and Elastic

Cost Efficiency

SERVICE CONSUMER

SERVICE PROVIDER

Sales Conversation and Discussion Flow

Example


Business priorities


IT strategy


IT initiatives


IT capabilities


Desired relationship

with infrastructure


Workload and
domain fit (such as
performance and
technology)


Customer
requirements (overall
usage, static,
dynamic, and level of
integration)

Virtualization

On
-
Premises

Private Cloud

Hosted

Private Cloud

Public Cloud

1

2

3

What is our
organizational
strategy for IT?


What are our
workload
requirements?


What pattern fits
best given those
goals?

1

2

3

Discussion Flow

Questions

Microsoft Private Cloud Benefits


Applications
enable the
business


Leads to
tangible
discussions


Gain leverage
from what you
have


Grow with
heterogeneity


Optimized for
Microsoft


Scalable and
continuously
improving


Choose
private, public,
and hybrid


Grow and
move as
needed

Microsoft Private Cloud Platform

1.
Cloud creation and delegation

2.
Hybrid cloud management

3.
Multi
-
hypervisor support

4.
Server application virtualization

5.
Process automation and
interoperability

Microsoft System Center 2012

6.
Dynamic optimization

7.
Deep application insight

8.
Network monitoring

9.
Service templates

10.
Self
-
service portal

Cloud Momentum

Ride the Wave and Enhance Sales Opportunities

Change in Hypervisor Market Share

Over the Past Three Years

Source:
IDC WW Quarterly Server Virtualization Tracker, March 2011.

Data represents x86 + EPIC
-
based servers.

30%


20%


10%


0%

Micros
oft

VMwar
e

“With Hyper
-
V, Target can reduce our stores’ server footprints without sacrificing the mission
-
critical application performance that contributes to a superior retail experience for our guests.”




Jeff Mader, Vice President, Target Technology Services

Moving Sales Opportunities Forward

Microsoft Cloud Assessment Tool

This is a sales assessment tool, not a technical assessment tool.

The tool’s goal is to help you accelerate the sales opportunities at the early stage.

The tool does that by providing a structured conversation flow with the customer.

The tool pivots the conversation

focusing on business priorities and workloads, and then
driving to a platform.

You should drive to an outcome of getting the customer to do a deeper assessment.

1

2

3

4

5

Qualify
Prospect

Develop

Solution

Prove Value

Close

www.microsoft.com/cloudassessment

Cloud Assessment Tool

Microsoft Cloud Assessment Tools


Accelerate
Sales Opportunities

Partner
-
led Customer
Assessment

1
-

2 hr. comprehensive assessment


Generates
Opportunities

Customer
Self
-
Assessment

10 minute preliminary assessment

www.cloudassessmenttool.com

partner.microsoft.com/cloudassessment

Hybrid Reality

Cloud On Your Terms

Public Cloud

Private Cloud

Traditional

Identity

Management

Development

Highly Virtualized Data
Center

Virtualization

Partner Solution Plan

One
-
Stop Resource

gocloud

gocloud

Partner Solution Plan

Private Cloud

www.partners
-
psp.com


Partner Solution Plan

Walk
-
Through of Resources

Planning Sales for the Long Term

Journey with Your Customer

ASSESS and
PLAN

VIRTUALIZE and
CONSOLIDATE

ADD MORE
APPLICATIONS

“FULL STACK”

PRIVATE CLOUD


MIGRATE and
COEXIST
with
PUBLIC CLOUD

Multi
-
Year Sales Opportunity

Recommended Next Steps

1.
Understand

the Private Cloud opportunity for partners
-

The
Microsoft Private Cloud and
Partners

webcast


2.
Ready

your organization to sell the Microsoft Private Cloud
-

Microsoft Private Cloud Partner Readiness Track


3.
Take advantage

of Private Cloud partner resources and
incentives


PSP Activation Kit

(username:
gocloud
,
password:
gocloud
)


4.
Uncover and move forward

sales opportunities using the
Cloud Assessment Tool


Questions to Ask IT Service Consumers

SERVICE CONSUMER

Typically the business organization
that owns the application

Can you get applications directly when you need them?

Are you dependent on IT for every service request to be
fulfilled?

Can you control and see the status of your applications?

Is your application and IT process complex?

Empowerment and Agility

Self
-
Service Experience

Application Visibility and Control

Simplicity

Questions to Ask IT Providers

Do you have the ability to use a common set of resources

to serve all your users?

Can you let the users self
-
provision and yet keep control?

Can you grow with the business and meet ad hoc demand?

Are you able to control your costs optimally?

Resource Pooling

Delegation and Control

Flexible and Elastic

Cost Efficiency

SERVICE PROVIDER

Typically the technical organization
responsible for data center and
infrastructure

Case Study: National Bank of Kuwait

All About the App: Maximizing Your Sales Opportunity

Management of services, not just

virtual machines

National Bank of Kuwait now has not just
server management but end
-
to
-
end
service management, with deep insight
into its virtual server infrastructure.

Partner Opportunity


Provide control of inventory and configuration of virtual environment (deploy Microsoft System Center
Configuration Manager 2007)


Automate virtual machine provisioning and deployment scenarios (deploy Microsoft System Center Virtual Machine
Manager Self
-
Service Portal 2.0)


Provide control of change
-
management processes related to virtual environment (deploy Microsoft System Center
Service Manager 2010)

Working with Existing Investments for Easier Sales

Cross
-
Platform from the Metal Up

OPERATING

SYSTEMS

MULTI
-
HYPERVISOR

MANAGEMENT

APPLICATION

FRAMEWORKS

THIRD
-
PARTY

MANAGEMENT

XenServer


ESX

MICROSO
FT
PRIVATE
CLOUD
FAST
TRACK

Case Study: City of Milwaukee

Cross
-
Platform From the Metal Up

Comprehensive management across

heterogeneous IT environments

By
the end of 2012, the entire server
environment, including Linux and older
versions of Windows Server
®
, will be
virtualized on the current version of Windows
Server and Hyper
-
V technology.

Leading Performance on the Microsoft Stack

Foundation for the Future

Concurrent Microsoft

SharePoint
®

Users

450,000
+

Online Transaction
Processing Users

80,000

Mailboxes

20,000

"It’s clear that Hyper
-
V R2 SP1 can be used to virtualize tier
-
1 data center applications
with confidence
."


Mark
Bowker
, Enterprise Strategy Group Research

Post
-
Assessment Steps

Invite customer
to a
Private
Cloud
Immersion (PCI)

Right size
opportunity with
the
MAP
Toolkit

www.microsoft.com/
MAP

Create a
sales
Proposal & POC

Customer
Self
-
Assessment

10 minute preliminary assessment

Partner
-
led Customer
Assessment

1
-

2 hr. comprehensive assessment


Generates
Opportunities

www.cloudassessmenttool.com

partner.microsoft.com/cloudassessment

Microsoft Customer Assessment Tool

Customer Benefits


Assess
IT capabilities
for private cloud


Drive
recommendations
and
customized
IT projects
aligned
to
customer’s business
priorities


Connect with
Microsoft
partners
for
deeper engagement


Partner
Benefits


Accelerate
private cloud lead generation


Funnel prospects into the pipeline for the
Private Cloud Immersion (PCI
)


Accelerate demand generation with
comprehensive assessment using the
Cloud
Assessment Tool


w
ww.cloudassessmenttool.com


10 minute preliminary
Customer Self
-
Assessment


Partner Cloud Assessment Tool

Partner Action


Structure customer conversations at
two
unique
levels:


CIO focus with
emphasis on
business
priorities


5 application specific workload
assessments


Define customers’ cloud computing
strategy


Partner Benefits


Accelerate
sales conversations and
demand generation for private
cloud


A
lign
with
customers’
IT and platform
strategy


Build private cloud and public cloud
business across multiple
application
workloads


http://partner.microsoft.com/cloudassessment



Partner
-
led 1
-

2 hr.
comprehensive assessment

Check us out at:

http://www.linkedin.com/groups?h
ome=&
gid
=2920867


Join us on our Sales Specialist Group
on Linkedin after the webcast where
our Cloud Panel of Experts will
continue to answer your questions.

A
webcast series dedicated
to
Hitting Your Sales Targets.