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Guinness Storehouse – Tuesday March 6 th , 2007

Microsoft Partner Community Event. Guinness Storehouse – Tuesday March 6 th , 2007. Agenda. Welcome to:. Joe Macri MANAGING DIRECTOR, MICROSOFT IRELAND. Information Worker Partner Update. Abigail Sharan, IW Partner Strategy Lead, EMEA. Great year for EMEA Information Worker Partners.

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Guinness Storehouse – Tuesday March 6 th , 2007

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  1. Microsoft Partner Community Event Guinness Storehouse – Tuesday March 6th , 2007

  2. Agenda

  3. Welcome to: Joe Macri MANAGING DIRECTOR, MICROSOFT IRELAND

  4. Information Worker Partner Update Abigail Sharan, IW Partner Strategy Lead, EMEA

  5. Great year for EMEA Information Worker Partners • 2007 Office system launch brings significant new Partner possibilities • New technologies = new customer opportunities • Over 150 Customers/Partners in EMEA Early Adopter program • Over 300 EMEA Partner Solutions by Launch • Nearly 20 IW Competency partners in Ireland today!

  6. The Information Worker Vision • The People Ready business and the New World of Work Top Priorities of Organizations Today Source: European Innovation Scoreboard 2005

  7. Screen clipping taken: 05/03/2007, 19:25 An Irish Partner Success Story…

  8. Specializations from Q4 - FY07 Current Specializations Enterprise Project Mgt No change Enterprise Project Mgt Office Deployment Name Change Desktop Deployment No Change Data Visualization Office Solutions Development Name Change Office Smart Client Development Search IW Competency Enterprise Content Management & Forms Portals & Content Management Performance Management New Specializations Portals & Collaboration Transitioning Messaging & Collaboration Unified Communications

  9. Secure, Well-Managed Infrastructure

  10. Business Productivity InfrastructureBusiness Productivity Infrastructure Optimization Model Identify where you want to be Identify where you are Unified Communication and Collaboration Collaborative Workspaces and Portals Messaging Presence Web Conferencing Enterprise Content Management Document and Records Management Web Content Management Forms Management Search Business Intelligence Reporting and Analysis Performance Management Data Warehousing

  11. Next Steps • Get ready for the IW Competency HERE • Specializations – which ones make sense for you? • Ensure your Office 2007 solutions are profiled and visible to Microsoft and your customers - HERE • Get trained on the key IW Customer Campaign “Business Productivity Infrastructure Optimization (BPIO) HERE • Get the right Marketing and Sales resources with a “Partner Solution Plan” (speak to your PAM) • Generate leads: Kick-off your own Partner-led IW Customer Campaign with support from us HERE

  12. Appendix

  13. Break Time: Back at 11:05

  14. Partner Development UpdateColin Cassidy Partner Development Manager

  15. Agenda • Worldwide Partner Conference • Internal Deployment & Adoption • Skills Development

  16. WPC – Denver, July 10th-12th • Over 65 Irish partner attendees last year • Partner Awards Submission tool now open! • Irish Winners in 2004, 2005 & 2006!!!! • Ward Solutions, Nitec Solutions, Datapac, Netforce, Singularity, Relate Software • Registration opens April 18th

  17. Deployment & Adoption • Partner adoption of EVO critical • Our research indicates Partners who adopt early have: • Increased service & license revenues • Deeper technical & sales skills • Greater satisfaction with Microsoft as a whole • Microsoft are committed to help you

  18. Deployment & Adoption • Q&A with: Patrick McAliskey Managing Director Real Time Systems Ltd

  19. Deployment & Adoption • Assign an owner within your organization • Ask yourself what are the barriers preventing you from deploying? • Planning advice (i.e. TechNet - Deploying Windows Vista) • Microsoft Application Compatibility Toolkit • Hardware Assessment Toolkit • Licensing Costs (Free Internal Use Rights) • Technical support / assistance (i.e. PTS) • How can Microsoft help you deploy / adopt EVO internally?

  20. Skills Development – CPLS • BT Training • Calyx Training • Global Knowledge Training • Moresoft Training • New Horizons Training • Passax Training • PFH Training • QA Training • Sureskills Training http://www.microsoft.com/ireland/learning/

  21. Skills Development • Technical • Competency Development Programme (FAS) • EVO Courseware (CPLS channel) • Microsoft Skills Assessment Tool (plus Learning Plan) • Managed Partners • Technical Readiness built into your business plan • Leveraging PTS and TPTS resources • Unmanaged Partners • Hands on Labs Online • Sales • Solution Selling Development Course • Seeking National Accreditation (SII & UCD)

  22. Skills Development Liam McMahon Managing Director New Horizons Training • Richard Glavin • Managing Director • Calyx Training

  23. Irish Computer Feb 2007 Sales Skills Development

  24. What constitutes High Performance Sales Leadership? Keith Liddiard Managing Director Centre for High Performance Development (CHPD)

  25. High Performance Sales Leadership Keith LiddiardManaging DirectorCentre for High performance Developmentwww,chpd.com

  26. The Importance of Sales Leadership STABLE COMFORTABLE ENVIRONMENT DYNAMIC COMPETITIVE ENVIRONMENT P E R F O R M A N C E LEADERSHIP CONTRIBUTION LEADERSHIP CONTRIBUTION

  27. PERFORMANCE NOW ORGANISATIONAL CHANGE Sales Leadership Roles

  28. What constitutes High Performance Sales Leadership Leadership Capability High High Leadership Preference Low High Low High Low Low

  29. What constitutes High Performance Capability High High Preference Low Low

  30. + Average Performance Functional & Technical Excellence Specialist skills Managerial Know-HowManagement processes High Performance Sales Leadership Capability High Performance Behaviours (Essential to ensure continuous organisational, team and personal higher performance) Competitive Edge Superior Performance

  31. High Performance Sales Leadership Behaviours

  32. What are critical Sales Leadership Orientations?

  33. Sales Leadership Potential Matrix Technical Preference Leadership Preference Ready to Progress Technical Guru – look for opportunities in the business 150 140 130 120 110 Current Potential to Progress Current Capability (% of High Performance Behaviour Benchmark) 100 90 DEVELOP AND PROGRESS 80 Management Training & Development Development in Technical role 70 60 DEVELOP 50 40 30 Undeveloped for experience 20 10 0 1 2 3 4 5 6 7 8 9 10 Total Leadership Orientation

  34. What do Microsoft Partnerssee as the issues facing them in Ireland?

  35. Meeting customer needs “The hardest battle is that customers don’t know what they want. They believe that IT can do more but they have had their fingers burned in the past” “Demand for solution selling has grown 40% year on year.” “Customer needs are changing, they are talking differently about ‘full integration’” Business challenges “Human resources are our biggest challenge, sales & technical, extrinsically intertwined.” “Sales people come from a hardware sales background. To achieve our strategy they need to be solution sellers. The issue is getting the right resources to move up the value chain” “Buyers are often confused and that is a challenge for our people which is why we have brought in to this Microsoft approach”

  36. Solution Selling “Currently we go in when there is an opportunity. We do not develop an opportunity. Our best solution seller bundles a deal.” “3 out of 5 partners are just suppliers and are not anywhere near a solutions approach.” “I have 5 sales people 2-3 at the top end who could talk ROI at a senior level but the others would struggle”

  37. Recognition by some Partners that ‘solution selling’ is an over-used and misunderstood word. Definitions of solution selling differ – benefits versus solutions. What are the strategic issues that your business is facing? What are you doing about storage? Are you think of renewing your hardware? Solution Selling – Different Views?

  38. What do Microsoft PartnersSales Leaders look like in Ireland?

  39. Individual Sales Behaviour Benchmark Score Comparison - Partner - Across all Leadership Experience Levels - High Performance Benchmark Thinking Information Search Concept Formation Conceptual Flexibility Developmental Empathy Teamwork Developing People Inspirational Influence Building Confidence Presentation Achieving Proactivity Continuous Improvement Customer Focus

  40. What are the implications?

  41. A Focussed Sales Force 150 140 BENEFIT SELLING SOLUTION SELLING 130 120 110 Current Capability (% of High Performance Behaviour Benchmark) 100 90 80 POTENTIAL SOLUTION SELLING & BUNDLING 70 PRODUCT SELLING 60 50 40 30 20 10 0 1 2 3 4 5 6 7 8 9 10 Total Leadership Orientation

  42. High Performance Sales Leadership Keith LiddiardManaging DirectorCentre for High performance Development+44 (0)870 7700111+44 (0)7771 716446keith.liddiard@chpd.comwww,chpd.com

  43. Q&A

  44. Lunch Time: Back at 14:00

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