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The Real, Fully-Burdened Cost of Migrating from GroupWise to Exchange

The Real, Fully-Burdened Cost of Migrating from GroupWise to Exchange. Kari Woolf Dean Lythgoe. GroupWise Migration Costs Project. CORE. Deliverables: 1) Sales Conversation Guide Audience : Sales and Partners 2) Migration Costs Spreadsheet Audience: Sales and Partners

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The Real, Fully-Burdened Cost of Migrating from GroupWise to Exchange

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  1. The Real, Fully-Burdened Cost of Migrating from GroupWise to Exchange • Kari Woolf • Dean Lythgoe

  2. GroupWise Migration Costs Project CORE Deliverables: 1) Sales Conversation Guide Audience: Sales and Partners 2) Migration Costs Spreadsheet Audience: Sales and Partners 3) “Top 10 Features Users Lose” Flyer Audience: Customers 4) Migration Costs White Paper (coming late May) Audience: Customers • Materials to help Sales combat migration discussions and plans among the GroupWise base Need: GroupWise to Exchange (on-prem) Scope:

  3. How It Was Done • Collaboration among Marketing, Product Management and Sales • Leveraged Novell expertise and research rather than hiring a third party • Vetted by external contacts with actual migration experience • Took a conservative approach to increase credibility

  4. Hit the Mark! • How to create migration “sticker shock” • How to position yourself as a central part of the migration conversation (vs. an outsider) • How to naturally transition the conversation into what they can gain (with only a fraction of a migration budget) by staying with Novell • Help your customer more wisely spend their IT budget • Help your customer meet other IT objectives Here is what you will learn:

  5. Sales Conversation Guide Purpose: First line of defense if you have a customer thinking about (or being pitched) migration • Internal resource to prepare you to be a credible advisor in migration discussions • “Summary” and “Key Questions” sections for each cost category • Includes both hard and soft costs so you can introduce a full analysis • Well worth the time to read in detail! Available here in Enablement Central for Employees.

  6. Migration Costs Spreadsheet Purpose: Simple way to calculate migration costs for organizations of various sizes • Best used in one-on-one conversations with individual customers (not handed over directly) • Takes a conservative approach to enhance credibility • Includes baseline costs, assumptions and sources—but fully customizable so you can tailor a cost analysis for each customer Available here in Enablement Central for Employees.

  7. Calls To Action • Use these tools • All available on ECE • Email communication with links • Tell us how they work • Ask questions or provide feedback at our project Vibe site. • Watch for customer-facing white paper • Help us prioritize other migration material needs • Iterative process, updates, feedback • Did we ‘Hit the Mark’?

  8. Question & Answer

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