Tools for Selling Outcomes – not Products

1. Tools for Selling Outcomes – not Products Bruce Rasmussen BruceRasmussen@pdcaustralia.com

2. IT in current climate What are IT Managers looking for? Tools to sell outcomes Bringing people into the outcomes An outcomes model to drive sales performance

3. it in the current economic climate

5. “What are you doing to support the business – apart from keeping the lights on?” Key questions “And by the way – can you keep the lights on for a lot less money?”

6. CIO PRESSURES Scrutiny Genuine business support

7. what it managers are looking for

8. IDC Salespeople Doing Better • Know more about product (10%) • Better deal (10%) • Put aside generic pitch (40%) Audio – dial 1800 202 713 passcode 1325503

9. Article • What do IT buyers want from sellers – partner, not product

10. tools to assist

11. www.microsoft.com/virtualization

13. Calculate Your Savings: Microsoft Virtualisation ROI Tool

15. Discover Candidates for Consolidation: Microsoft Virtualisation Solution Accelerator Server Consolidation? Application Virtualization? Windows migration? Customer Network Assess customer’s environment and recommend the right technologies MAP MAP Tool User (IT Pro/Partner) “Before physical-to-virtual (P2V) conversions began, Costco IT staff used the Microsoft Assessment and Planning (MAP) Toolkit to evaluate server loads. Using the toolkit, staff members discovered that, in many cases, servers were running at only 5 percent utilization, making them good candidates for consolidation.” Costco Wholesale Corp Case Study Report Generation For Different Migration Scenarios Microsoft.com/MAP

16. Green IT Savings Projected Savings MS Actual Dev/Test Savings Hyper-Green Tool

17. http://www.partnersalesresources.com

28. people – and the value of the microsoft platform

30. Elements of a platform People People’s Experience (PCs —> SmartPhones) App Dev • Integrated Comm • Collaboration • Enterprise Content Mgt • Enterprise Search • SOA • Business Process People Services ProcessServices Mgt Services Other systems Other systems Integration & interoperability • Enterprise Project Mgt • Business Intelligence Core Infrastructure • Data Management • Data Protection and Recovery • Identity and Access Management • Desktop, Device, and Server Management • Security and Networking

31. Fabrikam Demo: Explore and Expand (3) Final As Is • NEEDS / ISSUES • Inaccurate production status to customers — poor customer sat. • Produce to custom specs • Infrequent, outdated reporting • Uneven, time-consuming patching, desktop mgt. • Poor Win Server reliability Customers Plant Floor Sales and Marketing Accounting / Finance Admin IT Suppliers People’s Experience Sun Solaris CAD Workstations DesktopsWindows 98 Notebooks Windows 2000 Desktops NT4 Technology Services App Dev App Dev App Dev Manufacturing System ERP (JD Edwards) Intranet Mgt Process Mgt People Mgt People Process Process PHP CICS DB/2 MySQL App Dev App Dev App Dev IBM Mainframe Base Services AS/400 (to IBM iSeries ?) Linux App Dev App Dev Messaging & Collaboration Data Warehouse Infrastructure App Dev People Mgt Mgt Process People Process People Oracle DW File & Print Lotus Notes Oracle AD App Dev App Dev Windows 2000 Sun Sparc Sun Solaris Windows 2000 Shared Base Services Cisco Firewalls and VPN Security Cisco Networking

32. Fabrikam Demo: Explore and Expand (3) Final "As Is" (Expanded) • NEEDS / ISSUES • Inaccurate production status to customers — poor customer sat. • Produce to custom specs • Infrequent, outdated reporting • Uneven, time-consuming patching, desktop mgt. • Poor Win Server reliability Customers Plant Floor Sales and Marketing Accounting / Finance Admin IT Suppliers People’s Experience Sun Solaris CAD Workstations DesktopsWindows 98 Notebooks Windows 2000 Desktops NT4 Technology Services App Dev App Dev App Dev Manufacturing System ERP (JD Edwards) Intranet Mgt Process Mgt People Mgt People Process Process PHP CICS DB/2 MySQL App Dev App Dev App Dev IBM Mainframe Base Services AS/400 (to IBM iSeries ?) Linux App Dev App Dev Messaging & Collaboration Data Warehouse Infrastructure App Dev People Mgt Mgt Process People Process People Oracle DW File & Print Lotus Notes Oracle AD App Dev App Dev Windows 2000 Sun Sparc Sun Solaris Windows 2000 Shared Base Services Cisco Firewalls and VPN Security Cisco Networking

33. Fabrikam Demo: Envision (3) • GOALS/BENEFITS • Better, more accurate info to customers (incr. customer sat.) • Collaboration w/ customers, engineering, planning, and plant floors — across geographies • Real-time dashboards and BI to all levels • Facilitated comm. among geographies • Managed design production from custom specs through delivery — minimize paper processes • Streamlined patching, desktop mgt. Customers Plant Floor Sales and Marketing Accounting / Finance Admin IT Suppliers People’s Experience Office, CAD Windows Vista Workstations Office Windows Vista Desktops Office Windows Vista Notebooks Office Windows Mobile App Dev App Dev Integrated Platform i2 Logistics People Process Process People Mgt App Dev Oracle Mgt Integration and interoperability • File & Print • Operations mgt. • Systems mgt. • BI & DW • Business process mgt • Comm. and collaboration Sun Solaris • MS Dynamics — Axapta Business Solutions • SQL BI/DW • SMS • MOM • BizTalk Server • Exchange Server • SharePoint Portal Server • Office LICS • Windows Server • Visual Studio Windows Server System (with Active Directory) Shared Core Services Storage EMC Storage Local Disk Cisco Firewalls and ISA Server Cisco Networking

34. Towards an Integrated Platform Microsoft Integrated Platform:A Foundation for Seamless Computing Point Solutions

35. Services Edge Encrypting File System (EFS) Server Applications BitLocker™ Network Access Protection (NAP) Information Protection Client and Server OS Identity Management SystemsManagement Active Directory Federation Services (ADFS) Guidance Developer Tools

36. Silicon Vendors Mobile Operators Solution Providers Device Manufacturers ISVs and IHVs Microsoft mobility assets

38. finding outcomes that lead to purchases

39. Last things last Feature-Oriented Interaction Differentiator Messaging Workshop Teaching-Oriented Interaction “Our 2,092 square inch, one-piece windshield will improve driver visibility, saving you money by reducing the likelihood of an accident.” “Customers underestimate how much unsatisfied, unengaged drivers cost them.” Volvo “I’d like to talk to you about the costs associated with driver turnover…” Teaching Rep Features/Selling Rep • Leads with issues costing customers money • Tells customer something they don’t know about themselves • Concludes with Volvo solution • Leads with value of product features • Focuses conversation on known customer needs Volvo Truck Differentiators 1. First Choice of Professional Drivers Before Leading with Unique Strengths After Leading to Unique Strengths Source: Corporate Executive Board Replicating the New High Performer Volvo Trucks Case in Point

40. “Outcome selling” do’s & don’ts Source: Corporate Executive Board Replicating the New High Performer

41. Reducing variability Personality Role Region Interests ? Resonant Message Using Context and Outcomes to Generate Hypotheses CustomerInfo Context: What is going on in an individual's world – the situation they find themselves in. Context Outcomes: What an individual is trying to achieve – how they would define success in their job. Outcomes Hypothesis of the message Source: Corporate Executive Board Replicating the New High Performer Why Tailoring to Individuals Seems Impossible to Effectively Implement

42. Customer outcomes Benefits Predictable Stable Finite Scalable Source: Corporate Executive Board Replicating the New High Performer Concept definition

43. Bruce Rasmussen BruceRasmussen@pdcaustralia.com +61 414 878 714 www.pdcaustralia.com