Microsoft Project 2010: Partner Sales Opportunities

1. Microsoft Project 2010: Partner Sales Opportunities

2. Project 2010: partner sales opportunities • How to add value • Why and how to sell • Assessing your customers • Objection handling • Up-sell and cross-sell opportunities for SMB segment • Resources Agenda Disti Bootcamp Learnings Review: IW + Client

3. Project 2010: how to add value

4. Deployment • Capitalize on Windows 7 momentum: • People who upgrade their operating system tend to upgrade applications at same time • People who buy a new computer tend to purchase latest applications • People who purchase Windows 7 and Office 2010 want latest Project version as well Disti Bootcamp Learnings Review: IW + Client

5. Deployment • Benefits of Project 2010 with Windows 7: • Project 2010 works well with the 64-bit version of Windows 7 • Latest application and operating system for your computer • Intuitive and easy solution • The combination of applications makes you more productive • Project 2010 64-bit version supports large projects and programs Disti Bootcamp Learnings Review: IW + Client

6. Deployment • Capitalize on Office 2010 momentum: • Similar experiences • Office 2010 users are most likely to upgrade/purchase Disti Bootcamp Learnings Review: IW + Client

7. Deployment • Benefits of Project 2010 with Office 2010: • Offers familiar ribbon experience • Simplifies project creation and management • Requires little training • Works well together • Offers seamless cut and paste functionality Disti Bootcamp Learnings Review: IW + Client

8. Deployment • Capitalize on SharePoint 2010 momentum: • Project 2010 synchronizes with SharePoint 2010 to update task status • Project 2010 is built on SharePoint, so it’s easy to administer Disti Bootcamp Learnings Review: IW + Client

9. Deployment • Benefits of Project 2010 with SharePoint 2010: • Increase collaboration • Better connect virtual teams • Improve communications • Easily update task status and project plans • Centrally manage projects • Improve project velocity  Disti Bootcamp Learnings Review: IW + Client

10. Deployment Capitalize on Visio 2010 momentum: • Project 2010 and Visio work well together Disti Bootcamp Learnings Review: IW + Client

11. Deployment • Benefits of Project 2010 with Visio 2010: • View project information in customized visual reports • Add great-looking charts, graphs, and diagrams to reports • Use Visio PivotDiagrams to drill into Project data Disti Bootcamp Learnings Review: IW + Client

12. Project 2010: licensing information

13. Volume licensing • Available to organizations with 5 or more PCs • Simplified in 2010 • easier to deploy across an organization • For more information please visit: http://www.microsoft.com/licensing Disti Bootcamp Learnings Review: IW + Client

14. Windows Server license • To use Project Professional 2010 with SharePoint foundation requires Windows Server 2008 license: • Check for proper Windows Server licensing Disti Bootcamp Learnings Review: IW + Client

15. Project Server CAL (client access license) • Project Professional 2010 includes Project Server CAL • Option to use now or in future • Attach to Project Server 2010 Disti Bootcamp Learnings Review: IW + Client

16. How to add value: documents and resources

17. Project 2010: documents to review • Changes in Project 2010 This article lists changes in Project 2010 and migration considerations. Disti Bootcamp Learnings Review: IW + Client

18. Technical resources • http://msdn.microsoft.com/en-us/office/aa905469.aspx • http://technet.microsoft.com/en-us/ProjectServer • Visit the Project TechNet Forum for Project 2010 Professional Disti Bootcamp Learnings Review: IW + Client

19. Project 2010: how to generate customer interest

20. Why sell project management? • Project management is indispensable to achieve business results Disti Bootcamp Learnings Review: IW + Client

21. Why sell project management? Resources Money Time • Customer has failed projects due to wasted: Disti Bootcamp Learnings Review: IW + Client

22. Why sell project management? • Customer success rates for critical projects are decreasing. • Consider customers perspective: • What strategic objectives did these customer not accomplish due to failed or poorly run projects? • Chaos Summary 2008:68% of projects were delivered poorly or failed Disti Bootcamp Learnings Review: IW + Client

23. Why sell project management? Maximize ROI Bring products to market faster Stay on track, on budget, and in scope Company goals Disti Bootcamp Learnings Review: IW + Client

24. Why sell project management? Improve business outcomes Thrive in uncertain economic climate ? ? Company goals Disti Bootcamp Learnings Review: IW + Client

25. Top reasons customers buy project management software 1 • Set up and manage projects 2 • Be more productive 3 • Create clearer plans 4 • Analyze project data 5 • Generate insightful reports 6 • Gain competitive advantage Disti Bootcamp Learnings Review: IW + Client

26. Project 2010 Project 2010 helps individuals, teams, and enterprises manage resources, gain control across all types of work, and deliver better business results. Disti Bootcamp Learnings Review: IW + Client

27. Project 2010 64- Bit With 20 million users, Project is the industry standard Disti Bootcamp Learnings Review: IW + Client

28. How to generate customer interest • Project 2010 is dramatically easier to use for the average Office user • Project 2010 broadens functionality and meets the needs of a variety of end users Disti Bootcamp Learnings Review: IW + Client

29. How to generate customer interest • Project 2010 solves common business problems such as missed delivery dates, cost over-runs, and over-allocation of resources Disti Bootcamp Learnings Review: IW + Client

30. How to generate customer interest • With significant updates and visual enhancements, Project 2010 delivers an intuitive and easier way to simplify planning, collaboration, and resource allocation Disti Bootcamp Learnings Review: IW + Client

31. How to generate customer interest Positive product momentum • biggest release in more than a decade • significant updates • innovative capabilities Disti Bootcamp Learnings Review: IW + Client

32. How to generate customer interest • Positive analyst momentum • Moved up in latest Gartner and IDC reports • Continues to be a leader in latest reports Disti Bootcamp Learnings Review: IW + Client

33. Customer evidence “We use Timeline View all the time, it alone is worth the price of admission.” - Dan Smith, Sr. Director of IT, Marquette University “Users were picking up Project 2010 on their own, without anyone asking them to, because they loved the Timeline View.” - Chris Boyd, Program Manager II, Microsoft Project Development Group “I love the new timeline view above the Gantt chart. It enables one view of the project’s life cycle.” - Tomer Simon, Amdocs Disti Bootcamp Learnings Review: IW + Client

34. How to generate customer interest • With 20 million users, Project is used pervasively in all types of organizations • Most major vendors integrate with Project Professional, a key differentiator for Microsoft Project Disti Bootcamp Learnings Review: IW + Client

35. How to effectively sell Project 2010 • Understandcustomer problems • Position Project 2010 as effective tool to address their problems • Knowwhen to suggest Project Standard or Project Professional • Talkabout upgrading licenses with existing customers Disti Bootcamp Learnings Review: IW + Client

36. Assessing your customers

37. Tips for conversation starters Ask a question that touches on a customer’s problem or pain Listen for initial response Ask clarifying question Show how Project 2010 can help! Disti Bootcamp Learnings Review: IW + Client

38. Conversation starter: communication

39. Ask a question that touches on a customer’s pain Communication pain • Sample questions • Do you find it difficult to communicate on projects? • Do you have problems collaborating with geographically dispersed teams? • Is it difficult to communicate details or status to non-Project users? • Do you struggle to communicate changes or different scenarios? Disti Bootcamp Learnings Review: IW + Client

40. Listen for initial response Communication pain • Sample answers • Important information fails to make it to the entire project team • We have trouble communicating information with stakeholders • We have trouble tracking milestones • We have trouble visualizing scheduling details Disti Bootcamp Learnings Review: IW + Client

41. Ask clarifying question Communication pain • Sample clarifying questions • Would you like to easily see every important date? • Would you like to save time communicating the details? • Would you like to visually share project information with your client or sponsor? Disti Bootcamp Learnings Review: IW + Client

42. Project 2010 can help Communication solution • Benefits • Get a clearer view of tasks, milestones, and phases • Swiftly see and share important dates and deliverables • Simply zoom and pan to show different dates and scenarios • Compare project versions using the timeline view • Easily track changes Disti Bootcamp Learnings Review: IW + Client

43. Conversation starter: schedule management

44. Ask a question that touches on a customer’s pain Schedule management pain • Sample questions • Can both your occasional and professional project managers plan work effectively? • Do you have difficulty creating and editing a schedule? • Do you have trouble controlling your schedule? • Can you effectively track progress against your scheduling plan? Disti Bootcamp Learnings Review: IW + Client

45. Listen for initial response • Sample answers • Our scheduling programs are too difficult for occasional PMs to handle • Our schedule solution works, but lacks flexibility and takes too long to update • We have trouble relaying important schedule changes to people • We can’t effectively share and communicate project schedules Schedule management pain Disti Bootcamp Learnings Review: IW + Client

46. Ask clarifying question Schedule management pain • Sample clarifying questions • Would you like to stop updating dates in Excel for every project plan? • Would you like to understand the work that must be done (critical path analysis) to deliver the project on time? • Would you like to easily communicate uncertainties in the schedule to your team? • Would you like to split work across a longer time period without impacting your budget or due date? Disti Bootcamp Learnings Review: IW + Client

47. Project 2010 can help Schedule management solution • Benefits • Create and share detailed timelines • Be flexible with user-controlled scheduling • Save time with the new Ribbon • Work with summary data or drill down with details • Effectively cut tasks or reinstate cut tasks Disti Bootcamp Learnings Review: IW + Client

48. Conversation starter: collaboration

49. Ask a question that touches on a customer’s pain Collaboration pain • Sample questions • Do you find it difficult to collaborate on projects? • Do you have problems collaborating with geographically dispersed teams? • Do you struggle to deliver projects on time and realize their anticipated ROI? • Do you struggle to find and share information? Disti Bootcamp Learnings Review: IW + Client

50. Listen for initial response Collaboration pain • Sample answers • We have trouble working with our branch offices • Collaboration with teams located in different geographies or “on the go” is difficult • We spend too much time collecting status • We lack a central location for information sharing Disti Bootcamp Learnings Review: IW + Client