Build and Grow Your Office 2010 Practice

1. Build and Grow Your Office 2010 Practice

2. Introduction • Ken Thoreson - Acumen Management Group, LTD • Jemima Herman – Product Manager • Molly McCarthy – Office Client Product Manager • Suzanne Ross – Office Deployment Product Manager • Nicole Noel – Project Manager

3. Agenda • Introduction to the workshop and purpose • The business opportunity of a Microsoft Office® 2010 practice • Overview of playbook and how to use it • Building your 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 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 the Playbook exercises

6. Why Business Builder for Office Desktop Deployment 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 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 an Office 2010 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 • Develop Your Vision for the Next Two Years • Build 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. Microsoft Market Insights Building Your Office Deployment Practice • If you are a Microsoft partner that deploys Microsoft Office to the desktop, here is an opportunity for your organization to work closer with Microsoft by being part of the US Office Deployment Partner Community (ODPC). Our hope is that this community will answer many of your deployment questions, provide you with valuable resources, and allow you to gain increased visibility with our US Office Deployment field sales organization. Our success is dependent on the hard work and dedication of our Office Deployment partners. We value your contributions and look forward to working with you. 

22. Microsoft Market Insights Partner Opportunity: US Office Deployment Partner Community By participating in ODPC, you will receive the following benefits: • Obtain the latest information about Office deployment resources via the ODPC newsletters, community calls, and partner portal • Get direct access and converse with Microsoft product, marketing and sales representatives • Receive opportunities to be involved in exclusive programs and funding that drive Office deployment and SA Benefits • Receive invitations to exclusive Office Deployment training and networking engagements • Learn best practices from Microsoft deployment gurus and fellow Office Deployment Partners

23. Microsoft Solution Accelerator This solution accelerator provides proven tools and practices that enable IT professionals to: • Create a software and hardware inventory to assist in deployment planning • Test applications for compatibility and mitigate the compatibility issues discovered during the process • Set up an initial lab environment with deployment and imaging servers • Customize and package applications

24. Microsoft Solution Accelerator • Automate desktop image creation and deployment. • Ensure that the desktop is hardened to improve security within the environment. • Manage processes and technologies to produce a comprehensive and integrated deployment. The Solution Accelerator for BDD contains guidance, sample templates, and technology files (such as scripts and configuration files). It presents deployment guidance as feature team guides that thoroughly explain each deployment process.

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

26. 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, SharePoint • 5 Questions to Ask

27. Market Assessment and Marketing Plan Creation

28. 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

29. Office 2010 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

30. 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

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

32. 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

33. 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

34. Office 2010 Messaging • Office Business Applications allow users to increase productivity by providing a seamless and integrated end to end user experience. Documents remain at the center of the experience, while deep integration with business logic, data, and services make them more relevant than ever. Users can collaborate and get work done in familiar ways. Server tools bring powerful search, portal technology, and advanced workflow to the enterprise.

35. 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

36. Group Exercise List business challenges Office 2010 would solve.

37. 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

38. Ready-to-Go Campaign No Better Time for Office • Mobile workers are at the heart of small and medium-size businesses, and Microsoft Office 2010 helps those workers maintain their efficiency wherever they are via computer, phones, and browsers. It also has new features that help a dispersed workforce share ideas and tasks more easily, and create memorable multimedia presentations with familiar programs. All of this can mean efficiency gains and cost reductions for your customers. • This Ready-to-Go Marketing Campaign gives you the tools to help educate your customers about the increases in capabilities and efficiency available with the new features of Office 2010

39. Introducing the Marketing Desk Specialists Your free, one-stop resource for marketing consultations and best-practice guidance Schedule your FREE marketing consultation today! • https://partner.microsoft.com/US/40015071

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

41. Developing and Analyzing Your Sales Strategy

42. The Rigors of Cadence

43. Business Drivers and Pipeline Metrics Volume, source, and conversion percent Lead to prospect ` Generate interest Prospect to opportunity Volume, pipeline dollars, and conversion percent Convert interest Opportunity to proposal Mix percent and conversion percent Prove and convince Close Proposalto win Win percent Cycle time Avg. $ sale Deliver

44. Key Business Sales Drivers Sales driver examples: • Average dollars per sales transaction • Number of required sales transactions per month • Win rate percentage of decisions • Forecast accuracy percentage • Sales cycle time in months • Required pipeline value • Sales milestones to win • Sales activity to win: cold calls, first visits, proof of concept or demo, proposals

45. Key Business Marketing Drivers Marketing driver examples: • Overall lead-to-sale ratio • Lead-to-sale ratio by lead source • Lead-to-sale ratio for line and vertical business • Sources of leads in percentages • Website, mailings, trade shows, seminars, telemarketing • Overall cost per lead • Cost per lead by source • Total market potential versus actual

46. Create Sales Dashboard • Rate Effectiveness of Sales Team Playbook exercise

47. Training Programs • https://training.partner.microsoft.com/plc/home.aspx • www.microsoftlearningplans.com

48. Microsoft Solution Selling Process Partners

49. Microsoft Solution Selling Process Partners For more information on MSSP, partners can view Microsoft Solution Selling for Partners Online at https://partner.microsoft.com/us/solutionselling

50. Sales and Marketing Training Plan: April to June