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Microsoft Infrastructure Optimization Business Value Analyst TM

Microsoft Infrastructure Optimization Business Value Analyst TM. Introduction and Tool Demonstration Thomas Pisello CEO, founder Alinean, Inc. - The Business Value Selling Experts. Alinean Overview. History Founded in 2001 by ex-Gartner ROI/TCO Experts

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Microsoft Infrastructure Optimization Business Value Analyst TM

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  1. Microsoft Infrastructure Optimization Business Value AnalystTM Introduction and Tool Demonstration Thomas Pisello CEO, founder Alinean, Inc. - The Business Value Selling Experts

  2. Alinean Overview History • Founded in 2001 by ex-Gartner ROI/TCO Experts • Orlando FL Headquarters, Offices in Raleigh NC and Denver, CO • TCO/ROI measurement solutions since 1994 • Original developers of Gartner TCO Manager/Analyst Software • ROI Experts (ComputerWorld, Tech Target) • Developed advanced software platform / toolkit for enterprise ROI/TCO standardization Relationships • Exclusive 5 year partnership with IDC • Already supporting major partner business value selling programs (HP, Dell, Intel, more) • Other Microsoft Programs (Branch, ISA, SharePoint, ISV, Mobile) • Exclusive focus on business value selling: Over 50 different IT vendor customers, 200+ tools

  3. Agenda • Overview of Microsoft IO Business Value Analyst Program • Tool Demonstration • Participation and Value

  4. Market Drivers – Why is Business Value Selling so Important? Top business priorities for CIO remain IT Value Measurement and IT / Business Alignment – Gartner 2006 Over 90% require business value analysis for some/all Investments 81% of buyers expect IT solution providers to quantify business value of proposed solutions 61% rate solution providers value assessment ability as important in the selection process But credibility is an issue – requires third party validation / metrics and complete personalization Source: IDC | Alinean, Summer 2005

  5. Vision for Improved Selling Effectiveness Quick ROI / TCO Detailed ROI / TCO • Justify Vista and get it deployed • Sell more • Windows Server 2003, SMS, MOM • Exchange and SharePoint • Enterprise Agreements • Make the case for Software Assurance • Improve Partner Relationships and empower them to sell more effectively • Prove and improve Microsoft Value to Customers

  6. User Technical Champion Economic Prove and Improve Value of Microsoft to Customers • Move / Message to Economic Buyer (from Technical Buyer) • Reduce sales cycles by 30-40% • Reduce discounting by 20% or more • Increase the competitive success rate of proposals by over 60% • Drive partner / channel sales effectiveness and loyalty

  7. Program Objectives • Field has asked for an Infrastructure Optimization Value Tool • Microsoft has invested heavily in IDC research on IO • Desktop / Vista • AD / GPO • SMS • Server / MOM • IW • ROI / TCO Tool consolidation is needed - single standard / platform • Partners need to be engaged / embedded in the selling cycle • Objective: Deliver a platform and tool to: • Develop business cases to sell full Core IO solution • Automate compelling presentations to deliver message and justification • Metrics driven (IDC, WiPro, GCR – best of the best) • Third party credibility and support

  8. Microsoft IO Business Value Analyst – Pilot Program Demonstration http://roianalyst.alinean.com/microsoft/launch.html

  9. Program Plan • Core IO – Pilot Program (Available Now) • Desktop Optimization • Core IO – Production (February 2007) • Adds rest of Core IO models / value propositions • AD / GPO • SMS • Server / MOM • IW • Incorporates Pilot Program Feedback • Adds several new tool capabilities for more robust reports / PPTs • BPIO - TBD • APIO - TBD

  10. What do we need from you? • Participation in Pilot • Provide us feedback we need so: • Tool meets your needs • Roll-out / Training needs understood • Introductory Training • Personal Tool Trial • Customer Facing Use / Validation • Provide Feedback (form available on-line)

  11. Thank You! • To run the tool and resources visit: • http://roianalyst.alinean.com/microsoft/launch.html • Supports Self registration • Contains resources and training • For support and questions: • Microsoft Program / schedule: Bill Barna- bbarna@microsoft.com • Microsoft Partner Participation: Lisa Downey – Lisa.Downey@microsoft.com • Software / metric support: Alinean Support - support@alinean.com • Questions about additional Alinean ROI / TCO tools: Patty Baumgardner (Alinean) – pbaumgardner@alinean.com

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