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Now Is the Time to Sell Windows 7 Professional to Small and Medium Businesses

Now Is the Time to Sell Windows 7 Professional to Small and Medium Businesses. 1. Module One - Selling Windows 7 Professional in the SMB Market. Contents. 1. Identifying Customer and Partner Opportunities. 2. Selling Windows 7 Professional with New Computers. 3.

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Now Is the Time to Sell Windows 7 Professional to Small and Medium Businesses

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  1. Now Is the Time to Sell Windows 7 Professional to Small and Medium Businesses 1

  2. Module One - Selling Windows 7 Professional in the SMB Market • Contents 1 Identifying Customer and Partner Opportunities 2 Selling Windows 7 Professional with New Computers 3 Upgrading Existing Computers to Windows 7 Professional 4 Attaching Sales to Windows 7 Professional 5 • Locating Windows 7 Professional Sales Resources

  3. Identifying Customer and Partner Opportunities Product Versions and Markets Why Migrate Customers Now? Why Customers Care about Windows 7 Professional Top Reasons Customers Buy Windows 7 Professional Customer Messaging and Benefits Windows 7 Professional Partner Opportunity Using Genuine Microsoft Software The Windows 7 Professional Sales Motions

  4. Product Versions and Markets Windows Intune provides upgrade rights to Windows 7 Enterprise Who’s Buying? Why? Windows 7 Enterprise • Enthusiast • Gives users everything Windows 7 has to offer • Functionally equivalent to Windows 7 Enterprise but with a retail, not a volume license • Ability to use multiple languages Windows 7 Ultimate Windows Anytime Upgrade • Small and Medium Businesses • Optimized for small and medium businesses • Enables you to join a managed network • Protects data with advanced network backup and Encrypted File System • Windows 7 Professional • Provides data protection • Connects seamlessly to your corporate network • Decreases wait time to open file across a network • Prevents unauthorized software from running • Medium and Enterprise Businesses • Windows 7 Home Premium • Consumers • Aero® Glass and advanced interface navigation • Provides easy networking and sharing • Includes enhanced Windows Media Center • Windows 7 Starter • Low-specification Netbook • Emerging market “first computer” • Incorporates broad application and device compatibility • Provides a safe, reliable, and supported OS • Includes ability to join a HomeGroup

  5. Why Migrate Customers Now? The Factors… …that drive these outcomes • Small and Medium Business (SMB) IT spending is rising • SMBs are expected to spend $800B on IT in 20101 • Windows 7 has momentum—SMBs are requesting it • 78% of SMBs reported having plans to upgrade to Windows 7 at some point over the next two years2 • Windows 7 Professional starts the conversation with SMBs about additional IT needs and services • Many SMBs report they will be thinking about other IT needs and improvements when they migrate to Windows 74 Help your customers be more profitable5 • Deploying Windows 7 achieves average ROI of 375% • Payback in around 8 months • Moving from Windows XP to Windows 7 can increase productivity by up to 43 hours per computer per year • ~US$1,400+ in annual labor and productivity savings per computer Sources: 12010 SMB / Partner Insight Report; 2Spiceworks Voice of IT Market Research;3SMB Research 2010 4Spiceworks Voice of ITTM market research IDC White Paper sponsored by Microsoft, The Benefit of Using Windows 7 in Small and Medium-Sized Businesses, Doc #223595, June 2010 5

  6. Why Customers Care About Windows 7 • Safeguarding my business is critical—I need to make sure all my information is backed up, protected, and highly secure • Speed, reliability, and compatibility — these are my absolute must-haves • I just need things to be easy, so I can get more done each day Works the Way They Want Get More Done Safeguard Their Work Advanced Back-up & Restore: recover data if your computer fails Location-Aware Printing: easy to print out documents on the right printer Domain Join: connect to your work network easily and securely Windows XP Mode: run applications that only work on Windows XP Encrypting File System: protect company confidential data on your laptop These features are only available in Windows 7 Professional, Enterprise, or Ultimate

  7. Windows 7 Professional Partner Opportunities • Encourage the move to 64-bit computers • Sell more computers with Windows 7 Professional installed • Cross-sell with additional hardware, consumables and other Microsoft products • Upgrade customers to Windows 7 Professional, and other hardware components • Reduce support costs • Generate recurring revenues • Standardize customer environments • Provide additional services, such as Windows Intune • Increase customer satisfaction • Earn greater customer loyalty • Improve the user experience with dedicated graphics adapters

  8. The Windows 7 Professional Sales Motions Windows 7 Professional provides you with three sales motions Refresh Upgrade Attach • Every conversation about Windows 7 is an opportunity to sell Office and other Microsoft products—and vice-versa • Running Office 2010 on Windows 7 provides a faster and more secure productivity experience • 40% of computers in small businesses are over 3 years old1 • Many SMB customers agree that it is time to buy new computers • 55% of Windows installs will occur on existing machines2 • Combing upgrade with refresh gives your customers a better experience • 1Techaisle 2010, 2 Spiceworks Voice of IT Research 2010 8

  9. Selling Windows 7 Professional with New Computers Opportunity Sales Process Case Study Guidelines

  10. The Refresh Opportunity “There's been over 100 million licenses or PCs sold with Windows 7 since the launch. So far, there's been about seven licenses sold every second since the launch occurred. So, we're seeing phenomenal growth in terms of the PC ecosystem. “ Steve Guggenheimer Corporate VP, OEM Division The natural fit Source: 1 Microsoft 2010 SMB / Partner Insight Report; 2 Spiceworks Voice of IT Market Research; 3 Microsoft 2010 SMB / Partner Insight Report

  11. The Refresh Sales Process

  12. The Refresh Case Study • Deferred refresh • Aging laptops 1 Chris, a UK-based VAR • Check LOB application compatibility • Provide two vendor quotes • Include Windows 7 Professional 2 Profits Generated • Install Office 2007 and update • Migrate software and data • Move personal settings 3 Faster operating environment Greater security Enhanced customer satisfaction Increased productivity Positive experience of Windows 7 Software Hardware Services Total Total opportunity from refreshing 25 computers at a 67 computercompany = $4,625

  13. Guidelines for Selling Windows 7 Professional with New Computers “Did you know Windows 7 Professional is optimized for your business?” • Provides an up-to-date OS that takes advantage of new technology • Requires less training than with a Mac or Linux • Offers core features that are essential to your business needs • Improves system performance with features such as ReadyBoost™ • Minimizes downtime with faster startup, shutdown, sleep, and resume • Works seamlessly with critical line-of-business applications • Offers protection and security for essential business data Buying a new computer with Windows 7 Professional now will provide you with these benefits immediately

  14. Upgrading Existing Computers to Windows 7 Professional Opportunity Sales Process Case Study Guidelines

  15. The Upgrade Opportunity Standardizing on Windows 7 Professional maximizes your customers’ productivity and streamlines your operations and costs for managing those customers. By helping customers standardize all of their company computers, partners can increase customer loyalty, increase top-line revenues and improve operating costs by reducing the time spent on computer migration and ongoing help desk support per customer. The Standardization Opportunity The Revenue Opportunity 58% of currently-owned computers could easily be upgraded to Windows 7 Professional, yet less than 1% of the SMB installed base has upgraded to Windows 7. • 69% of SMBs reported having plans to upgrade or refresh their desktop OS at some point over the next two years. Volume Licensing helps you retain customers by offering a cost-effective licensing path. Standardizing computers ensures all the benefits of Windows 7 Professional. The Volume License Opportunity • A cost-effective way to get Windows 7 Professional is through upgrading your installed base through Volume Licensing. Earn margins and returns on each computer by selling Windows 7, Software Assurance, the Microsoft Desktop Optimization Pack (MDOP) and additional services. The Software Authentication Opportunity • Organizations using improperly licensed software encounter more system failures that result in data loss and downtime. Eliminate your customers’ unexpected risk by properly licensing their copies of Windows® 7 Professional. Standardizing on Windows 7 to correct improper licensing is easy with Get Genuine Licensing Solutions.

  16. The Upgrade Sales Process Position Windows 7 Professional with customer Highlight benefits over Windows XP Highlight benefits over Windows Vista Include current promotions in sales proposal Incorporate suitable training package Automate upgrade process Confirm if customer has qualifying OS* for upgrade Follow up on satisfaction ratings If customer does not have qualifying underlying OS, rectify with Get Genuine Windows Agreement Use Windows 7 Upgrade Advisor to check suitability Ask customers for referral Initiate pilot deployment with technical stakeholder *For a definition of a qualifying OS, see http://www.microsoftvolumelicensing.com/userights/ProductPoints.aspx?pid=232

  17. The Upgrade Case Study • Needs to manage costs • Must compete more effectively 1 Richard, a Dallas-based VAR • Realize benefits of standardization • Improve productivity with new tools • Increase service revenue 2 Profits Generated • Demonstrate customer upgrade path • Ensure application compatibility • Upgrade computers to Windows 7 • Train help desk staff 3 • Simplified troubleshooting with Problem Steps Recorder • Improved service revenues • Cross-sell to Microsoft Dynamics • Increased clients with same staff Software Services Total Total opportunity from upgrading 70 computers = $7,525

  18. Guidelines for Selling Windows 7 Professional as an Upgrade Do you realize that when you upgrade your computers to Windows 7 Professional you will get the benefits of a better, faster, and more stable operating system? • Provides the easiest way to standardize your computers • Improves productivity while lowering support costs • Minimizes downtime during upgrade (depending on data migration) • Transfers data and user settings with User State Migration Tool and Windows Easy Transfer • Enables regularization of licensing status Upgrading to Windows 7 Professional will provide you with these benefits

  19. Attaching Sales to Windows 7 Professional Opportunity Sales Process Case Study Guidelines

  20. The Attach Opportunities Server hardware Printers Paper 2010 Ink Toner Backup devices Windows Mobile devices

  21. The Attach Sales Process We use them to... Do you want to... Connect to network resources Connect securely to the network? Save branch office WAN costs? Reduce costs with Virtualization? Up-sell Increase productivity in a small business Enable users to work from anywhere? Handle all workloads from one server? Minimize administrative support? Up-sell Enable higher sales volumes Increase sales with better contact management? Create more accurate sales reports? Cross-sell 2010 What is your main use for personal computers? Enhance employee mobility Connect with mobile employees? Implement legal control of email? Manage e-mail and mailboxes effectively? Cross-sell Cross-sell Create and edit documents Track and manage documents? Control document versions? Apply workflow to documentation? Printers Ink Paper Toner

  22. The Cross-Selling Case Study • Think holistically about customer needs • Use links between products • Aim for the package sale 1 Ryan, a London-based VAR Profits Generated • Start business need conversation • Discuss server updates • Combine setup and installation services 2 Total • Attach Windows 7 to Server and Office sales • Create a compelling business case • Upgrade the customer in one job Service from Servers 3 Servers Gains multiple revenue streams Minimizes on-site time Increases satisfaction with cooperating products Maximizes ROI for customer Server Licenses Total opportunity from Windows 7, Office and Windows Server 2008 R2 = $11,015 PC Service Office Windows 7

  23. Guidelines for Attaching Sales to Windows 7 Professional Did you know that Office (or Microsoft SharePoint® or Microsoft Dynamics®) gives you a great experience on Windows 7 Professional? • Combining Microsoft products makes them work more effectively • Having the latest products on an up-to-date desktop means you will realize improved productivity, efficiency and value • Windows 7 Professional and Microsoft Office help reduce downtime losses • Windows 7 Professional and Windows Server 2008 R2 together improve productivity, improve mobile working, and reduce bandwidth costs If you bring in multiple Microsoft Products together, you get added benefits

  24. Locating Windows 7 Sales Resources Call to Action Demonstrations Further Training

  25. Call to Action Learn It Use It Sell It • Take the Windows 7 Salesand Technical Training: https://partner.microsoft.com/varwindows7training • Achieve the Desktop Platform competency: • https://partner.microsoft.com/desktopcompetency • Learn about Windows Intune: • https://partner.microsoft.com/windowsintune • Download and install Windows 7 Internal Use licenses: https://partner.microsoft.com/digitaldistribution • Take Windows 7 Professional for a test drive: http://www.microsoft.com/windows/business/windows-7-test-drive/ • Experience Windows Intune: http://www.microsoft.com/windows/windowsintune/windowsintune-experience.aspx • Go to market with Windows 7 Professional and Office 2010: http://www.mspartnerdirect.com/action/microsoft/site/library/CampaignView?campaignID=2075 • Create a Windows 7 and Office 2010 deployment Proof of Concept: http://technet.microsoft.com/en-us/windows/ff603537.aspx • Leverage Window Intune sales materials at product launch to help frame your customer conversations. New sales material will be posted to: https://partner.microsoft.com/windowsintune • For more information, visit INSERT DISTI URL HERE • For more information on the Microsoft Partner Network, visit https://partner.microsoft.com/windows7vars

  26. Window 7 Demonstrations Microsoft Demo Showcase https://partner.microsoft.com/40029037 Windows Demo Toolkit https://partner.microsoft.com/US/productssolutions/windows/40103571 Windows 7 Videos and Tours http://www.microsoft.com/windows/windows-7/videos-tours.aspx Windows Client Demos and Tutorials http://technet.microsoft.com/en-us/windows/dd421892.aspx Windows 7 Walkthroughs http://technet.microsoft.com/en-us/windows/dd320282.aspx

  27. Further Microsoft Training Upgrading to Windows 7 for Small and Midsized Business http://technet.microsoft.com/en-us/library/ee523218(WS.10).aspx Partner Volume Activation Guide https://partner.microsoft.com/US/productssolutions/windows/40121023 Promote Proper Desktop Licensing https://partner.microsoft.com/global/40128467

  28. Thank you for your attention

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