BPIO U All Up Sales and PIE Introduction Briefing

wispxylopolistInternet and Web Development

Aug 7, 2012 (4 years and 10 months ago)

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BPIO University All Up Sales and

Partner Immersion Experience

Introduction

Bringing it all Together


Agenda

Competitive Selling

Winning in the Collaboration marketplace

Winning in the Enterprise Search marketplace

Winning in the Business Intelligence marketplace

Winning in the Unified Communications marketplace

Broadening Your Offer

Cross Sell BPIO

Cross Sell the Microsoft Platform

Drive Horizontal and Vertical Solutions

Sales Accelerators

DPS

Execution Packages

PIE Stations





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Multitude of different IBM products
to match MOSS


WebSphere

Portal


+
Quickr


+ Connections


MOSS

Difficult to configure/integrate IBM
products together

No Out
-
of
-
the
-
Box Notification
System

Difficult to create content structures
and manage


5

$ 1.7M

$ 2.68M

WebSphere

Portal

$2.68M


MOSS 2007

$1.7M


Deliver insight and information
throughout your organization

Deliver personalized and targeted
content

Unlock organizational data no
matter where it resides

Enable flexible and secure workflow


MOSS 2007

Quickr

WebSphere

Portal Falls Short


Empower teams through
workspaces

Share and access information

Deliver diverse capabilities on a
common infrastructure

Secure, manage and control content


6

Limited integration with Microsoft Office

Server
-
side metadata available
(read/write) in the Office client
application

Collaboration Panel in Office

More difficult to…

Modify the Look and Feel

Add custom metadata elements

Fewer…

Out of the box templates for sites

Out of the box web parts

Workflow Options

View “types” (e.g. Gantt or Calendar
view)

Missing…

Information Rights Management

Exposure of list as an RSS feed

Email
-
enabled lists

$ 1.7M

$
3.98M


MOSS 2007

Lotus
Quickr


$1.3M

MOSS 2007

Quickr

Quickr

Falls Short


Enable communities with social
computing

Build collective intelligence and
communities internally

Improve relationships with
customers and partners

Integrated infrastructure for secure
and discoverable information


7

More difficult to…

Administration is performed through
scripting process,

not GUI

Activities

template creation is not
intuitive

Installation/
co
nfiguration

is complex.
Involves multiple products and
SMEs

Fewer…

Limited user theme or style

capabilities

Search

results are board when
using tags or keywords

Missing…

Unable to set Public

vs

Private
Profile

No

Email or Calendar integration
with sites

No rich text editor for blogs

$ 1.7M

$
5.98M


MOSS 2007

MOSS 2007

Connections


$2M

Lotus
Connections

$ 1.7M

$ 7.14M

OmniFind


MOSS 2007


$
0


$1.16M

$ 1.7M

$
8.48
M


MOSS 2007


$
0


$1.34M

Dashboard

Accelerator

Connections

Portal Falls Short


Google Compete

Microsoft’s sweet spot is a great middle
-
of
-
the
-
road Search solution that is
suitable for most organizations requiring true Enterprise Search. It delivers
functionality that meets the needs of most users with a lower price tag than
Specialized Search solutions, and delivers out
-
of
-
the
-
box integration with
other business functions that Entry
-
Level solutions cannot.

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Enterprise search tightly
integrated with a
business productivity
infrastructure


Best
-
in
-
class
enterprise search for
the most demanding
applications


Enterprise search
available as a free
download

With Search Server Express, we should
never lose

an opportunity! Use the
method below to sell MOSS; if no
-
go, sell MSS; if no
-
go plug the socket with the
free Search Server Express. Every customer engagement is an opportunity to get
them on a Microsoft offering.

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Competitive Rhythms


Business Process Integration:
The discussion revolves around
optimization and integration of the
processes that run the customer’s
business. This involves the
integration of ERP and LOB apps
processes and particularly how
Business Intelligence supports
these processes. Customer
benefits are
Business Process
Integration
.

SAP and Oracle are
often found here.



Data Unification:
The discussion
revolves around data integration
and strategy. This involves the
rationalization of business
intelligence platforms and
databases. Customer benefits are
IT Productivity.

Oracle, IBM and
Microsoft are often found here.



IW Productivity:
The discussion
revolves around end user
productivity and adoption. This
involves the rationalization of end
-
user tools and applications.
Customer benefits are
end
-
user
productivity
. IBM and Microsoft
are often found here.

Our Position on SAP


Microsoft co
-
exists with SAP and
makes it people
-
ready.


Microsoft helps
boosts insights into business
intelligence providing strategic
information management for the entire
organization.



Increasing business users productivity
through familiar tools, driving innovation
throughout the organization, and
optimizing the SAP infrastructure
already in place.




M
aking

SAP business process and data
available to more end users to
participate seamless in the SAP
business world. End users can now
adopt and use SAP information to
contribute to the organization's
success.

SAP Top Knocks


A large portion of the SAP customer
base is running legacy SAP software
on top of which most BOBJ offering
doesn't work (Voyager, CR
Lite
). BW
3.5 customers do not have the option of
running BIA (Business Intelligence
Accelerator)
-

therefore there is very
little chance they can run any ad
-
hoc
reporting environment. They have to
upgrade to SAP
NetWeaver

BI 7.0
which is a major upgrade.




Full BI capability is truly delivered
by "Business Objects Premium"
packages:
few customers realize the
dollar impact of expanding their use of
BI using BOBJ. The only offering
included in
NetWeaver

is Crystal
Reports
Lite

and Voyager (OLAP)
-

Dashboard, Performance Management,
Ad
-
hoc query tools, Web
-
intelligence
come with the premium packages
(about $50k per server, $1k+ for
clients).



End
-
user productivity story
perceived as weak and
difficult:


even with Business Objects
offering, Microsoft's Office integration
(from Windows all the way to
SharePoint and BI) is perceived as best
of breed.

SAP Compete

Unified Client

IM/Presence


Unified Messaging

Conferencing

IP Telephony

Office Communicator

OCS

Exchange UM

OCS, LiveMeeting

OCS

Personal Communicator

Unified Presence Server

Unity, Unity Connection

MeetingPlace

/ WebEx

Unified
Comms

Manager

Compete

Compete

Compete

Compete

Compete

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Where We Compete

We compete aggressively on every workload against Cisco

Workload

Cross Sell BPIO

Include presence in
ECM deals

Include presence with
BI deals

Extend EPM with
Collaboration

Extend Collaboration
with Enterprise Search


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Cross Sell


Cross Sell the
Microsoft Platform

SCDPM

Infrastructure
Optimization

For Example:

Active Directory

Extranet

Federation



Drive Horizontal and Vertical Solutions

Develop core and vertical LOB applications or
extensions for Office 2007 or SharePoint

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Rapid implementation

Anywhere
-
access

Rich customization

MS Hosted

Control & ownership

Strategic capabilities

Advanced integration

On
-
Premise

Partner

Hosted

Outsourced IT

Industry / Vertical
configuration

Packaged solutions

Delivery Choice

Microsoft Deployment Planning Services

Using Software Assurance to Increase Deployment Opportunities

Available Programs:


Desktop Deployment Planning
Services
www.microsoftddps.com



SharePoint Deployment Planning
Services
www.partnersdps.com



Coming Soon:


Exchange Deployment Planning
Services


Business Value Planning Services
osbvps@microsoft.com




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Microsoft Software Assurance (SA)

Deployment Planning Services (Packaged
Services)

DDPS

SDPS

EDPS

BVPS

For

More Information
:


Microsoft Software

Assurance
Resources
https://partner.microsoft.com/US/40
032368?PS=95000124



Deployment Partner Services

Portal
http://www.microsoftdps.com




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BPIO Platform All
-
up

UC

Collab

ECM

ES

BI

Secure
the
Core
UC
Socket


Surround
the
PBX

BI Conference

In a Box


BP Online Suite Launch

Customer Immersion
Experience (CIE)

= Primary focus UMM

= Early
planning

Up
-
sell

Collaboration with

ECM

BDM /TDM Connection Round
-
Tables

UC for
Emerging

Search, Share, Communicate

& Collaborate (SC
2
)

Drive the Desktop (Office Client)

IBM Compete
POC

in a Box

Collaboration & ECM for Emerging

OBA TDM Breakfast Series & Developer Training Package

Search
Everywhere

BPIO Execution

Packages

15

PIE Stations

Develop an
Elevator Pitch



Identify a potential
prospect, develop a sales
pitch, then present your
sales pitch and grade
yourself.

Ask & Listen
For



Learn to identify customer
pain point and drive the
discussion to the value of
BPIO.



Sales Pipeline
Worksheet



Delve into the next steps
of providing new services
and solutions for your
customers and prospects.



IO Analyzer




Create a sample
assessment based on
what you know about your
customers.


©
2008
Microsoft Corporation.
All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or tra
dem
arks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the
dat
e of this presentation. Because Microsoft must respond to changing market
conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accu
rac
y of any information provided after the date of this presentation.

MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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