SDPS Partner Sales Guide

1. SDPS Partner Sales Guide First Lastname, Title August 2012 Software Assurance Planning Services

2. Inside ABOUT THE SDPS SALES GUIDE This is an interactive tool provided to enable you to better market and sell SharePoint Deployment Planning Services. For the optimum user experience, we recommend viewing the Sales Guide in Slide Show view. Questions or comments can be submitted to the SDPS team at sdps@microsoft.com. “SDPS Consultants report that 50% of engagements lead to follow-on work.”

3. Program Overview "We heard a number of stories of people deploying SharePoint themselves and then having to call in a Microsoft partner to fix their deployment. We didn’t want to do that and so we looked for SharePoint best practice knowledge experts to partner with." Adrian Panazzolo IT Infrastructure Manager, ETSA Utilities All this and more on the SDPS Partner Center! http://www.partnersdps.com

4. SDPS Offers “You can read up on a product, but it is different than someone sitting down with you and going over the features. You're able to talk about your business processes and see where there is a fit and leverage the expertise of someone that has already been there.” Andy PetersonNetwork Operations Manager, AAA Allied Group Did you know? The Surface has Barely been Scratched! Less than 5% of customers eligible for SDPS engagements have reserved their vouchers. All this and more on the SDPS Partner Center! http://www.partnersdps.com

5. What’s it Worth to You? For Microsoft Partners, the SDPS Software Assurance benefit is an opportunity to advance the services relationship in new and existing customer accounts and open the door to deeper, more strategic customer conversations. Since the activity is funded by Microsoft, it represents paid business development and an opportunity to position follow on services. “SDPS gets you in front of business and technical decision makers and helps you gain their trust and confidence.” Karl KuhnhausenPractice Leader, Collaboration, Allin Consulting "SDPS has provided us as partners the opportunity to be introduced to Enterprise customers that we didn’t have access to before...“ CDW Berbee Start here… …results in 1 2 3 4 SDPS equals a SharePoint Deployment… …enableslarger BPIO service opportunities (UC, BI, etc.)… …increased Solution and Service opportunities ..leads to Configuration & Office Integration Service Opportunities… All this and more on the SDPS Partner Center! http://www.partnersdps.com • Microsoft partners get… • The trust, confidence and customer satisfaction associated with a successful delivery • Increased opportunity to win follow up engagements • Recognition as a SharePoint expert by Microsoft and Customers • New and more strategic customer relationships • Paid for pre-sales and proof-of-concept activities • Your customers get… • Effective deployment and upgrade plans delivered by certified Microsoft consultants • Engagements customized to meet their needs (Collaboration, Portals, Search, ECM) • ‘Free’ consulting from SharePoint deployment experts • Tools and resources to help deploy and upgrade SharePoint successfully

6. Get Leads Many customers aren’t aware of their SA Benefits. Microsoft Partners bridge the gap between Customer SA Benefit Administrators and Customer Project Sponsors. • Partner pipeline checklist • Fill your lead pipeline with your customer accounts who are eligible for 1. 3, 5,10 or 15-day SDPS engagements • Fill your pipeline with new customers by hosting SDPS Deployment Days or other events such as joint account planning with Microsoft • Qualify your leads • About Customers and SA Benefits • Your customer procurement or legal department likely signed the Microsoft Volume Licensing agreement and holds the key to unlocking valuable SA benefits. However, these available SA benefits may not have been widely communicated to the rest of the business. • Those interested in activating benefits within your customer accounts are not the ones receiving information on how to do so. • Guiding Customers • Customer Software Assurance Benefits resources are available at http://www.microsoft.com/licensing/software-assurance/default.aspx • Learn how to help your customers activate their benefits by watching the Voucher Assignment video and taking the SA Benefit Activation training and visiting the Software Assurance Online Guide • Connected Lead Generation • ATUs and SSPs can recommend or pair customers with qualified SDPS providers. Additionally, customers can search for SDPS providers in their geographic area through the Office System Solutions Directory (OSSD). • Grow Your Practice with Deployment Days • 1-to-many SDPS lead generation event • Pre-packaged materials for quick, consistent delivery • Build relationships and develop leads • Achieve revenue targets All this and more on the SDPS Partner Center! http://www.partnersdps.com

7. Qualify the Lead • Is your lead a good fit for SDPS? • Is your customer ready to get started? • Qualifying the Customer • I have business pains that can be addressed with a SharePoint Server Deployment • I have hit a roadblock in the deployment of SharePoint Server 2013 • I am considering deploying SharePoint 2013 or upgrading to 2013 • I am evaluating broadening my SharePoint deployment for new functionality (ECM, Portals & Collaboration, Search) • Additional checklist items • Pain is admitted by the sponsor or compelling event is identified • Sponsor has buying vision • Sponsor agrees to explore a solution • A certified SDPS provider has engaged with the customer • A key decision maker (project manager) has been identified • Payment method is determined and timeline has been established • Engagement is a good fit for the customer • Closing the Sale • Ensure your pursuit involves business stakeholders • Tailor a presentation to your customer outlining what SDPS can help them achieve with additional evidence or references • Make sure they realize what SA benefits are available to them to offset some of the cost of the engagement. • Leverage the resources and materials (case studies, demos, videos) provided “While going through the SDPS materials, we could see lights flicker on. People could see the value of SharePoint immediately.”Brian Hamad,Account Manager, CDW All this and more on the SDPS Partner Center! http://www.partnersdps.com

8. Launch the Engagement “[SDPS] has been a good way to reengage with existing clients as well as sell new business.” Karl Kuhnhausen Practice Leader, Collaboration, Allin Consulting • Keeping the following items top of mind should make launching an SDPS engagement easier and more efficient for both you and your customers. • Answer these questions to ensure a successful engagement • Has the customer reserved the voucher? • Who will be in the audience (technical or business)? • Who is a certified consultant who will lead an engagement? • What is the agenda/timing of the engagement? • Where will the session(s) be held? • Who is responsible for completing the pre-engagement questionnaire? • What supporting materials should you bring (demos, case study examples, etc.)? • What deliverables will you need to submit to get paid? • Tips to Getting the Engagement Launched • Know your audience – The right customer team makes all the difference. If your engagement focuses on a particular part of the business, make sure business users are included as part of the group as well as members of the IT organization. • Use Short-Interval Schedules to keep engagement on track • Remember the goal is SharePoint deployment • Checklist to Getting Paid • A customer who has eligible SA Benefits and wants to use them to pay for the engagement • A consultant who is certified and registered to deliver SDPS engagements • An SA Benefit voucher created and reserved in the Voucher Validation and Redemption (VVR) Tool • Submitted customer and consultant deliverables through the VVR tool appropriate to the engagement type • While in VVR Tool, click “create payment request” and log into SAVB to finish invoicing electronically. All this and more on the SDPS Partner Center! http://www.partnersdps.com

9. Leading Practices Facilitators with Soft Skills SDPS engagements can be delivered by Partners, Microsoft Consulting Services (MCS) or as a team, with either the Partner or MCS leading the engagement. While members of the delivery team need primary technical skills (see Assembling Your Team for more details), the leader/facilitator of the engagement needs to have soft skills and be capable of interacting with a Business Decision Makers (BDMs) audience. You cannot talk about SharePoint without talking to a BDM. SDPS Materials to Meet Customer Needs Our top partners have customized and extended the available out of the box SDPS materials based on customer needs and solution offerings. Follow the flow of SDPS engagements (1,3, 5, 10 and 15-day) and customize your delivery to differentiate your services from other SDPS providers. Use SDPS for all Deployment Engagements All customers can benefit from SharePoint Deployment Planning Services. SDPS provides a consistent, repeatable and scalable framework for SharePoint deployment planning lowering your cost of delivery and increasing customer satisfaction. A Pre-Sales Engagement for SharePoint SDPS is tied to the client license (Office CAL and ECAL), not to server licenses. For this reason, SDPS can be used as a pre-sales engagement for customers who have the client license but haven’t yet invested in the server license. SIs + LARs = Partnership Opportunity Building a relationship with a LAR (licensed account retailer) if you are a SI (solution implementer) is a great opportunity to identify leads and streamline deployment. “SDPS has provided us as partners the opportunity to be introduced to Enterprise customers that we didn’t have access to before. Through SDPS engagements we’ve been able to help both customers that have already deployed SharePoint, and customers that are planning to deploy SharePoint and need best practice planning for their business needs. It’s particularly been valuable for clients who deploy the technology and then get hesitant to adopt; we can go in and really help them see how they can use SharePoint to further their business and get them back on track.” CDW Berbee • Did you know? • 64% of BDM’s are involved in software upgrades and purchase decisions • BDMs can increase the scope of a SharePoint deployment • BDMs help drive adoption and success of SharePoint within an organization All this and more on the SDPS Partner Center! http://www.partnersdps.com

10. Using SDPS and BVPS “A lot of customers are able to use the SDPS engagement to narrow down how to use SharePoint, to develop their long term road map, and to create strong collaboration that will enable them to extend SharePoint throughout their organization." Brian Hamand, Account Manager, CDW • How do I choose which engagement to use? • SharePoint Deployment Planning Services (SDPS) = ‘Greenfield’ customers or those considering using SharePoint for new functionality (ECM, Portals & Collaboration, Search) or upgrading an existing 2010 deployment to SharePoint 2013.Checklist: • My business wants to deploy SharePoint in a way we are not currently using it today (e.g. ECM, Portals & Collab, Search). • I have a specific business pain and I want to explore how deploying SharePoint can address it. • I am considering SharePoint deployment but want to learn more about its capabilities and how it can be used throughout my organization . • SharePoint is a consistent request from my employees, I would like more information. • I need help determining if SharePoint is deployed correctly for my workloads. • Business Value Planning Services (BVPS)= Have already deployed SharePoint somewhere in the organization; experiencing adoption pains; desire business process analysis. Focus is on adoption or business process improvement. • Checklist: • I am using the Microsoft Office System but want to take a deeper look at my business process and identify improvements. • I have SharePoint deployed but am not realizing value / using it. • I have an adoption/change management concern around an IW Microsoft solution / SharePoint. Did you know? Business Value Planning Service (BVPS) is a new packaged service offering designed to help customer Business Decision Makers (BDMs) develop a plan to leverage the strategic value of the Microsoft Information Worker (IW) platform by improving an impactful business process, working with the customer to document, analyze, optimize, justify, sequence, and propose a plan to improve their business using Office System. Find out more by visiting the BVPS site. All this and more on the SDPS Partner Center! http://www.partnersdps.com

11. Thank you