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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WebSphere Portal Falls Short
MOSS 2007
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
WebSphere
Portal
$1.7M
$2.68M
$ 1.7M
Quickr
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
$ 2.68M
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Quickr Falls Short
MOSS 2007
Empower teams through
workspaces
Share and access information
Deliver diverse capabilities on a
common infrastructure
Secure, manage and control content
Lotus Quickr
MOSS 2007
$1.3M
$ 1.7M
$ 3.98M
Quickr
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
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Connections Portal Falls Short
MOSS 2007
Enable communities with social
computing
Build collective intelligence and
communities internally
Improve relationships with
customers and partners
Integrated infrastructure for secure
MOSS
MOSSinformation
2007
2007
and discoverable
MOSS 2007
Lotus
Connections
$0$2M
$ 1.7M
$ 1.7M
$ 5.98M
Connections
More difficult to…
Administration is performed through
Dashboard
scripting
process, not GUI
Activities
template creation is not
Accelerator
OmniFind
intuitive
$1.34M
Installation/configuration
is complex.
$1.16M
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
7.14M
$ 8.48M
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Google Compete
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.
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.
Enterprise search
available as a free
download
Enterprise search tightly
integrated with a
business productivity
infrastructure
Best-in-class
enterprise search for
the most demanding
applications
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SAP Compete
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 enduser tools and applications.
Customer benefits are end-user
productivity. IBM and Microsoft
are often found here.
Our Position on SAP
SAP Top Knocks
•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.
•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.
•Increasing business users productivity
through familiar tools, driving innovation
throughout the organization, and
optimizing the SAP infrastructure
already in place.
•Making 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.
• 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.
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Where We Compete
We compete aggressively on every workload against Cisco
Workload
Unified Client
Office Communicator
Compete
Personal Communicator
IM/Presence
OCS
Compete
Unified Presence Server
Unified Messaging
Exchange UM
Compete
Unity, Unity Connection
Conferencing
OCS, LiveMeeting
Compete
MeetingPlace / WebEx
IP Telephony
OCS
Compete
Unified Comms Manager
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Cross Sell
Cross Sell BPIO
Include presence in
ECM deals
Include presence with
BI deals
Extend EPM with
Collaboration
Extend Collaboration
with Enterprise Search
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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Delivery Choice
On-Premise
Partner
Hosted
MS Hosted
Control & ownership
Outsourced IT
Rapid implementation
Strategic capabilities
Industry / Vertical
configuration
Anywhere-access
Advanced integration
Rich customization
Packaged solutions
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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
Microsoft Software Assurance (SA)
Deployment Planning Services (Packaged
Services)
DDPS
SDPS
EDPS
BVPS
Coming Soon:
•
•
Exchange Deployment Planning
Services
Business Value Planning Services
[email protected]
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 Execution Packages
BPIO Platform All-up
Customer Immersion Experience (CIE)
Drive the Desktop (Office Client)
IBM Compete POC in a Box
BDM /TDM Connection Round-Tables
OBA TDM Breakfast Series & Developer Training Package
UC
Collab
ECM
ES
BI
Search, Share, Communicate & Collaborate (SC2)
BP Online Suite Launch
Secure the Core
UC Socket
Up-sell Collaboration with ECM
Search
Everywhere
BI Conference
In a Box
Surround the
PBX
UC for
Emerging
Collaboration & ECM for Emerging
= Early planning
= Primary focus UMM
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PIE Stations
Develop an
Elevator Pitch
Ask & Listen
For
Sales Pipeline
Worksheet
IO Analyzer
Identify a potential
prospect, develop a sales
pitch, then present your
sales pitch and grade
yourself.
Learn to identify customer
pain point and drive the
discussion to the value of
BPIO.
Delve into the next steps
of providing new services
and solutions for your
customers and prospects.
Create a sample
assessment based on
what you know about your
customers.
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© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks 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 date 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 accuracy 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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