Build and Grow Your Microsoft online services Practice

1. Build and Grow Your Microsoft online services Practice

2. Introduction • Ken Thoreson - Acumen Management Group, LTD • Jemima Herman – Product Manager • Lauren Delgado – Microsoft Online Services Product Manager • Nicole Noel – Project Manager

3. AGENDA • Introduction to the workshop and purpose • The business opportunity of a Microsoft Online Services practice • Overview of playbook and how to use it • Building your Microsoft Online Services practice—workshop activity • Business Builder workshop summary, action plan

4. Purpose of workshop To provide partners who are planning to or have an existing Microsoft Online Services practice with: • Ideas, concepts, and tools to help increase the growth and profitability of their practice • A playbook for building sales and profits, promoting commitment, and retaining the sustainability of the workshop

5. Why Create a Playbook? • To learn best practices for growing a new or existing practice • To learn new principles and techniques for business management, sales planning, and marketing • To understand resources from Microsoft to assist you • To apply these insights and techniques through thePlaybook exercises

6. Why Business Builder for Microsoft online services The Microsoft goal is to assist partner community in building a sustaining business model: • Develop and strengthen profitable customer relationships • Increase the volume of business • Increase existing customer penetration ratios • Adding increased levels of net-new customers • Implement innovative products/solutions and services • Increase market penetration • Improve operations and reduce costs • Build high-value connections with partners and suppliers

7. Market Dynamics • Complex IT systems • Increasing security threats and economic challenges • Increasingly mobile workforce • Regulatory requirements • Geographically and organizationally dispersed project teams

8. Market Dynamics • Low employee productivity • Need for increased levels of communication • Need for betterkey performance indicators (KPIs) and dashboard metrics • Economic justification

9. Business Builder Playbook for microsoft online services A working playbook: • Tailored to your practice needs • Microsoft products integrated with Acumen Management best business practices • Microsoft resources integrated with product focus • Partner-focused for ongoing, long-term utilization

10. Play One: Perform Business Assessment and Business Planning Evaluate your business, your practice, and the elements that should be included in your business plan: • Perform a Business Assessment • Evaluate Your Practice • Case Studies for Strategy Development • Developing Your Vision for the Next Two Years • Building a Management Dashboard • Learning and Development Plan • Building Your Practice Statement

11. Play Two: MARKET ASSESSMENT AND MARKETING PLAN CREATION Analyze your market and create a six-month marketing plan: • Perform Market Assessment • Develop a Marketing and Sales Funnel • Determine Your Ideal Client and Market Focus • Craft Your Message • Position Your Practice • Develop a Marketing Plan • Ready-to-Go Marketing

12. Play Three: Develop and Analyze Your Sales Strategy Build a Microsoft Online Services solutions-based sales team: • Review, Develop, and Analyze Your Sales Strategy • Create Sales Training and Development Plans • Microsoft Incentives

13. Developing a Practice Assessment and Business Plan

14. Business Planning Business Planning must consider: • The environment of the market and your company • Overall and Microsoft resources available to you • Your personnel • Your marketing capability • Training programs • Banking relationships • Hiring projections • Growth considerations

15. BUSINESS PLANNING A process to establish the goals and objectives to achieve business success: • Typically annual • Frequently financially focused • The basis for functional plans • Focused on outcome, not process • Rarely detailed enough for individual or department action

16. BUSINESS PLANNING Questions • What are some of the specific factors you will be facing in 2010? • What assumptions are you making about the market in 2010? • What assumptions did you make about your product offerings in 2009? Still true? • What assumptions did you make about your company capability in 2009? Still true?

17. Business planning Questions • What went well in the past year? • What did not go well? • What are the key drivers? • What are the key metrics? • What are the risks? • What are the opportunities?

18. Key business drivers • Existing products and services to current customers • New products and services to current customers • Existing products and services to new customers • New products and services to new customers

19. Playbook exercise • Evaluate Your Practice • Case Studies for Strategy Development • Developing Your Vision for the Next Two Years • Building a Management Scorecard

20. Group exercise • Rate Your Overall Sales/Marketing/Technical Proficiency in Each Category • Rate Management, Sales, Marketing, Consulting and Score Your Results • Complete Current and Planned %’s of Revenue • Review Pertinent Case Studies • White Papers

21. Product Information Building Your microsoft online services Practice • Microsoft Exchange Online, based on Microsoft Exchange Server 2007, offers businesses email, calendaring, other messaging-based capabilities, and archiving. It also enables coexistence, which means new online users can interact with users on local servers. • Microsoft SharePoint Online, based on Microsoft Office SharePoint Server 2007, provides a single integrated location where employees can efficiently collaborate with team members, find organizational resources, search, and manage content and workflow. • Microsoft Office Communications Online enables people to communicate easily with their colleagues across locations and time zones via instant messaging (IM), voice, and video.

22. Product Information Building Your microsoft online services Practice • Microsoft Office Live Meeting is a hosted Web conferencing service that connects people in online meetings, training, and events through a reliable, enterprise-class hosted service. • Microsoft Exchange Hosted Filtering protects businesses’ inbound and outbound email from spam, viruses, phishing scams and email policy violations.

23. Partner benefits Expand Reach Seventy percent of sales from Microsoft Online Servicessales are expected to be to new customers. You can expand your reach through: • The ability to service customers that may have previously been too small, too large, or otherwise beyond your traditional market segments. • New services attach opportunities, including deployment and migration, customization, and managed services.

24. Partner benefits Boost revenue Selling Microsoft Online Services enables you to: • Build new recurring revenue streams through differentiated managed services. • Leverage your existing skills and expertise for on-premise technologies, while expanding potential offerings to include business-enablement solutions. • Create unique, up-sell opportunities for customized solutions that may be rapidly deployed.

25. Partner benefits Increase velocity Sales and deployment cycles of Microsoft Online Services are shorter than traditional on-premise solutions. As a result, you can: • Provide highly effective customer service and gain the ability to serve more customers remotely with significant savings in support costs. • Reallocate resources to other strategic opportunities since Microsoft hosts, maintains, and manages all servers and software based upon industry best practices that may lead to reduction in support calls.

26. Best Fit for Selling Microsoft Online Services • Customer infrastructure tends to be less complex • Organizations need to do more with less; Microsoft Online Services fits the need • Require fast deployment with minimal IT resources and no capital expenditure requirement • Want to reduce IT costs and capital expenses • Have Exchange services, including calendaring, global address list, and mobile access • Upgrade to Exchange/Outlook®, but does not have the expertise to deploy or manage, and believes it is too expensive to upgrade • Centralize data now stored in several places • Interested in SharePoint, but does not have the expertise to deploy or manage

27. What os are they running? • Exchange 5.5 — Excellent candidate; however there can be complexities in a 5.5 to Exchange Online conversion • Exchange 2000 — Excellent prospect • Exchange 2003 — Excellent prospect • Exchange 2008 — Difficult sell. Likely purchased for UM & VoIP capabilities. Qualify on Exchange requirements

28. Where Are Their Users Located? • Ideally users are located within a single geographic region; latency can be an issue as distance to data center increases • Are their users leveraging public folders (PF) today? If they are using PF, are you moving them to SharePoint soon? [Microsoft Online Services does not support PF today; however it is possible to leverage SharePoint, qualify usage requirements]

29. Other Considerations • Do you need to support email attachments greater than 50MB? [Exchange Online is limited to 50MB]  • Do you require Unified Messaging or integration with VoIP infrastructure? [Suggest Exchange Server]  • Are you looking to create custom applications on SharePoint? [If customer code will need to be installed, SharePoint Server may be a better option] • Do your IM requirements include public IM connectivity? [Office Communications Online does not support public IM] • Do you require federation between Office Communications Online and internal/partner Office Communications Server? [Office Communications Online does not support this scenario] 

30. Other Considerations • If you are migrating from Lotus Notes or GroupWise, will you be cutting over to Exchange and not coexisting? [Notes and GroupWise migrations can be complex; include a specialty partner early]

31. Playbook Exercise • Review Learning and Development Plans • Develop Your Practice Statement

32. Playbook Exercise Sample Practice Statement • Statement: We provide our business expertise, services and Microsoft solutions to increase collaboration and communication. • Strategy to Uncover: Our focus is in the Professional Services market segment. • Unique Business Opportunity: We offer our clients industry expertise, a client and industry advisory board along with twice annual client User Group events. • Related Practice Areas: UC, Office • 5 Questions to Ask

33. Market Assessment and Marketing Plan Creation

34. Product Marketing Campaign Must understand the following to build a campaign: • Dollars required to attain monthly budget/quota • Dollars required to enter pipeline at the beginning of each month • Number of leads required to achieve pipeline value • Defined lead sources and average order size • Number of months in the sales cycle or velocity • Win/loss ratio on proposal deliveries • Marketing funnel vs. sales funnel

35. Microsoft Online Services Marketing Campaign Determine what marketing activities are required to drive demand: • Understand vendor tool sets • Ready-to-Go Campaigns • Newsletters, Emails, Direct Mail, Marketing Programs • Prepare tracking systems • Estimate potential costs • Define for rolling 12 months • Determine average order size • Determine priority of events • Determine your goals per event

36. Sales & Marketing Funnel Measure Dispassionately Glass pipeline — overall company Opportunity — EFFORT — RESULTS Ideal Profile Universe Segment Campaign Execution Leads Req Proposal Stage 3 Stage 4 Stage 5 Stage 6 Win

37. Playbook Review • Determine Top Lead Sources • Estimate Marketing and Sales Funnels

38. Defining Market Coverage Strategy Goal: Determine sales and market coverage strategy • A, B, C analysis of account potential • Clustering of opportunity • Territory definition • Target accounts • Products and services • Telesales, inside, and outside organization

39. Defining Ideal Client • A, B, C client base • 15% of clients = 65% of sales/profits • 20% of clients = 20% of sales/profits • 65% of clients = 15% of sales/profits • A, B, C prospect base • Call frequency determination into Microsoft Dynamics® CRM and measure • Lifetime value ratio

40. Microsoft Online Services Messaging • Give your customers the latest technology at a low monthly cost. • In this economic climate, businesses are keeping a close eye on costs and capital expenses, but they also want to keep pace with expanding technologies. Microsoft Online Services is designed to meet their needs. Microsoft Online Services includes secure communication and collaboration tools hosted by Microsoft. It consists of Microsoft SharePoint® Online, Microsoft Exchange Online, Microsoft Office Live Meeting, and Microsoft Office Communications.

41. Search Quickly connect people with the right information COLLABORATE Simplify how people work together, and help them more effectively apply information to their needs SHARE Convert insight into organizational knowledge • Improve organizational effectiveness, make better business decisions, be more productive, and achieve greater business success: EXAMPLE: “Product” Messaging

42. Marketing Ideas • Executive Forum • Business Breakfasts • Lunch & Learns • Seminars based upon Business Challenges • Networking/Partnering • Social Media • Microsoft Resources • Use Live Meeting as a Sales Tool

43. Group exercise List business challenges Microsoft Online Services would solve.

44. Challenges Microsoft Online Services Solves • Cost Containment: Capital Expense vs. Operating Expense

45. Components of a Good Value Proposition • The implicit promise a company makes to its customers to deliver a combination of values, such as price, quality, performance, selection, and convenience • The words that describe the compelling reason to buy • Includes Partner and Microsoft messaging

46. Ready-to-Go Campaign Take advantage of the rich resources to show prospects: • How to help their organization increase the value of their information assets • How to get the right information to the right people • How to make better-informed decisions • How to provide IT Pros with a single, extendible platform

47. Ready-to-Go Campaign The most common partner wins map to three basic deal types: • Solving search needs • Helping customers get more value out of existing intranet or portal solutions • Building broader projects spanning collaborative business applications, enterprise content management, business intelligence, and even e-commerce sites

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49. Playbook review • Exercise: Craft Your Message—Review Acumen Value Proposition Tool • Review RTG Campaign • GOAL: Create Six-Month Marketing Plan • Discussion on Attendee’s Marketing Ideas

50. Develop and AnalyzeYour Sales Strategy