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					Office Systems
- fra produkter
  til løsninger
 Marius Alexander Dahl
Praktisk informasjon

                  Tidsplan



      Parkering              Telefoner



      Toaletter              Kamera



      Pauser                 Røyking
Litt om meg

   1. Navn og stilling

   2. Erfaring

   3. Noe om meg selv som dere
      ikke vet bare ved å se på meg!
Litt om dere

  1.Ditt navn og din stilling

  2.Hva du ønsker å få ut av dette kurset

  3.Noe om deg selv som vi
    ikke vet bare ved å se på deg!
                 En løsning
    Vi                             Kunden
                som dekker
ønsker det                        ønsker det
               kundens behov




             Hvordan klare det?
Kursets innhold
• Basert på
   –   Prosjektmetodikk
   –   Presentasjonsteknikk
   –   Salgsmetodikk
   –   Behovskartlegging tilknyttet MS produkter
• Inneholder
   –   Eksempler på kundeutfordringer
   –   Forslag til løsninger
   –   Øvelser/presentasjoner
   –   Kursbok med modeller og verktøy
Prosjektmetodikk (MSF)
                  Modeller


      Team                 Prosess




                  Disipliner


 Prosjekt-     Risiko-               Ressurs-
  ledelse     håndtering             håndtering
Behov for prosjektledelse?
Salgsmetodikk
• Fra Mahan Khalsa (Helping Clients Succeed)




    O   The
        Opportunity                                        The
                                                       E   Exact Solution

    R   The
        Resources                 Proceed?      Yes

        The                                            R   The
                                                           Relationship
    D   Descision Process
                                      No




                            Offer gracefully to exit
                      Problem      Resultat
 Problem/Mulighet
                      bevises      bevises
      stikkord

 Problem/Mulighet
      stikkord

 Problem/Mulighet
      stikkord
                           Løsningen
 Problem/Mulighet
      stikkord

 Problem/Mulighet
      stikkord

 Problem/Mulighet
      stikkord
                      Problem      Resultat
                     konsekvens   konsekvens
Presentasjonsteknikk
• Utnytt ditt eget potensiale!
   – Førsteinntrykk, øyekontakt, kroppspråk, stemmebruk m.m.
• Vær strukturert!
   – Kjenn ditt publikum, ha et mål, oppbygning, innledning, avslutning,
     øvelse
  Vet kunden hva
 disse produktene
kan gjøre for dem?
Fem IW caser
•   Optimize Business Process with Electronic Forms
•   Streamline Document Creation and Management
•   Enable Employees to Access Important Information
•   Protect Confidential Information
•   Enable Employee Self-Service With Portals
Berørte programmer, servere og tjenester
•   Microsoft Office Word
•   Microsoft Office Excel
•   Microsoft Office InfoPath
•   Microsoft SharePoint Portal Server
•   Windows SharePoint Services
•   Microsoft SQL Server
•   Microsoft BizTalk Server
•   XML technologies in Office
•   Visual Studio Tools for Office (VSTO)
•   Information Bridge Framework (IBF)
•   Information Rights Management (IRM)
•   Rights Management Services (RMS)
•   Active Directory
Good, Better, Best Solutions
 Solution Level   Definition of Level

                  • The core set of business services your organization needs in
                    order to address the essence of the issue and provide
     Good           business value in addressing your key pain points.
                  • Aim for a solution that does not take more than eight weeks
                    to implement.

                  • The next set of business services that will deliver the next
                    most critical piece of business value.
    Better
                  • Aim for a solution that does not take more than eight
                    additional weeks to implement.
                  • The solution that would address all or most of the major
     Best           business issues which contribute to a business problem.
                  • Project duration varies by complexity of the solution.
Good, Better, Best Solutions – Optimize
Business Process with Electronic Forms
   Solution Level   Example of Solution


       Good         Collection of basic forms, stored in a SharePoint site


                    Programmed forms, stored in a SharePoint site, pre-
      Better
                    populated with data from backend systems


       Best         Add offline submission of data
Activity 1 – Optimize Business Process with
Electronic Forms
Consider how this scenario is relevant to your current clients.
• Do you have clients with similar business pains?
• How does this manifest as a business issue for the client?
• What are some of the positive impacts that implementing this
  solution might have for the client’s business?
Good, Better, Best Solutions – Streamline
Document Creation and Management
  Solution Level   Example of Solution


      Good         Office forms, stored in a SharePoint site




     Better        Add collaborative workspaces and data security



                   Add meta-data and logging and tracking capabilities
      Best
                   for compliance
Activity 2 – Streamline Document Creation and
Management
Consider how this scenario is relevant to your current clients.
• Do you have clients with similar business pains?
• How does this manifest as a business issue for the client?
• What are some of the positive impacts that implementing this
  solution might have for the client’s business?
Good, Better, Best Solutions – Enable
Employees to Access Important Information
  Solution Level   Example of Solution

                   Basic display of information from backend systems
      Good         through InfoPath, SmartTags or in task pane
                   through Office Research Services


                   Integration of backend data in Office applications
     Better
                   like InfoPath, Word, Excel and Outlook


                   Bi-directional data exchange between Office and
      Best
                   backend systems
Activity 3 – Enable Employees to Access
Important Information
Consider how this scenario is relevant to your current clients.
• Do you have clients with similar business pains?
• How does this manifest as a business issue for the client?
• What are some of the positive impacts that implementing this
  solution might have for the client’s business?
Good, Better, Best Solutions – Protect
Confidential Information
   Solution Level   Example of Solution

                    Client-side usage scenario: Information Rights
       Good
                    Management on e-mail messages and documents

                    Platform and management scenarios: Centrally
                    define and manage permission templates, log and
      Better
                    audit who has accessed rights-protected
                    information
                    Server-side usage scenarios: Regulatory
                    Compliance and IP Protection, Secure Business
       Best
                    Process Automation, Central Control of Information
                    Protection
Activity 4 – Protect Confidential Information
Consider how this scenario is relevant to your current clients.
• Do you have clients with similar business pains?
• How does this manifest as a business issue for the client?
• What are some of the positive impacts that implementing this
  solution might have for the client’s business?
Good, Better, Best Solutions – Enable
Employee Self-Service With Portals
   Solution Level   Example of Solution

       Good         Read-only portal with more or less static information


                    Add MySite capabilities, ability to submit forms for
      Better
                    time off, sick leave, performance reviews, etc.

                    Add bi-directional connection with backend systems
       Best         for electronic pay stub, update employee records,
                    etc.
Activity 5 – Enable Employee Self-Service
With Portals
Consider how this scenario is relevant to your current clients.
• Do you have clients with similar business pains?
• How does this manifest as a business issue for the client?
• What are some of the positive impacts that implementing this
  solution might have for the client’s business?
Activity: Identifying Relevant Solutions
 For this activity, review the client business situation and
 consider:
 • What solution scenario best addresses the company’s
   pain point(s)?
 • What are the specific components of that solution
   scenario that would be used?
BDMs in Finance
•Typical Drivers:
  – Efficient access to financial data
  – Protection of highly sensitive financial information
•Questions That Matter:
  – How can I improve the productivity of my workforce?
  – How can I best maximize value per dollar spent?
  – How can I keep financial information secure?
•Pain Points: “I need to…”
  – Ensure the protection of highly sensitive financial data
  – Better integrate corporate strategy with operational performance and
    controls
  – Increase efficiency and speed of financial reporting by improving or
    eliminating manually intensive processes
  – Improve decision making when allocating capital and resources
    across the business value chain
  – React more nimbly to changes in the economy and marketplace
BDMs in Sales
•Typical Drivers:
  – Need to quickly identify changes in the marketplace
  – Need for a competitive advantage
•Questions That Matter:
  – How can I best maximize value per dollar spent?
  – How can I improve the productivity of my workforce?
•Pain Points: “I need to…”
  – Ensure the protection of highly sensitive financial data
  – Quickly react to changing customer tastes and expectations
  – Better identify, target and retain high value customers and markets
  – Improve manually intensive, high-latency processes to increase
    customer awareness, satisfaction and retention
  – Protect confidential information about current and future offerings
  – Integrate diverse sales and customer information to generate insights
    that enable specialized service
BDMs in Operations
•Typical Drivers:
  – Improved business operations at a low cost of ownership
•Questions That Matter:
  –   How can I best maximize value per dollar spent?
  –   How can I identify supply chain problems?
  –   How can I better integrate all parts of the business and supply chain?
  –   How can I improve internal data collection processes?
•Pain Points: “I need to…”
  – Improve employee, supplier, and customer collaboration in an
    increasingly global supply chain
  – Better align corporate strategy with operational plans
  – Identify and respond to changing internal and external stakeholder
    needs
  – Improve net income and operational performance by reducing costs
    and growing the top line
  – Provide timely, accurate information and insight to business
    managers
Takk for meg!

				
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posted:11/14/2010
language:Norwegian
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