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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
Business Productivity Infrastructure Optimization Campaign 3
Module 2 – Learning Objectives
The new world of work
The Microsoft vision for business productivity
Market opportunity
Business Productivity Infrastructure Optimization Campaign 4
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
Business Productivity Infrastructure Optimization Campaign 6
Globalization
CustomerDemands
Consolidation
Budgets
Economic Trends
Regulation (ISO)
Business Challenges
Business Productivity Infrastructure Optimization Campaign 7
Growth
Profit
Revenue
Efficiency
Shareholder Value
Share
Performance
Business Productivity Infrastructure Optimization Campaign 10
The Role Of Software
Business ProductivityOptimization Core Infrastructure Optimization
Application PlatformOptimization
Business Productivity Infrastructure Optimization Campaign 11
The Information Workspace Who wants it and when
Business Productivity Infrastructure Optimization Campaign
Business Productivity Infrastructure Optimization Campaign 12
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Who Will Deliver Information Worker Platforms?
Business Productivity Infrastructure Optimization Campaign 13Business Productivity Infrastructure Optimization Campaign
The Microsoft Vision for Business Productivity
Business Productivity Infrastructure Optimization Campaign 15
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 Infrastructure Optimization Campaign 16
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
Business Productivity Infrastructure Optimization Campaign 17Business Productivity Infrastructure Optimization Campaign
Enterprise Search Demo
Business Productivity Infrastructure Optimization Campaign 18Business Productivity Infrastructure Optimization Campaign
2007 Microsoft Office systemMarket Opportunity
Business Productivity Infrastructure Optimization Campaign 19
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
Business Productivity Infrastructure Optimization Campaign 20
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
Business Productivity Infrastructure Optimization Campaign 21
<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
Business Productivity Infrastructure Optimization Campaign 22
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
Business Productivity Infrastructure Optimization Campaign 23
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
Business Productivity Infrastructure Optimization Campaign 24
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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
Business Productivity Infrastructure Optimization Campaign 25
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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
Business Productivity Infrastructure Optimization Campaign 26
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