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					BUSINESS BUILDER

BUILD AND GROW YOUR SHAREPOINT
ENTERPRISE CONTENT MANAGEMENT PRACTICE

                        BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE
INTRODUCTION


INTRODUCTION



• Ken Thoreson - Acumen Management Group, LTD

• Jemima Herman – Product Manager
• Seema Gangadhara – SharePoint Product Manager
• Nicole Noel – Project Manager




                                      BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE
INTRODUCTION


AGENDA

• Introduction to the workshop and purpose
• The business opportunity of a Microsoft SharePoint® Enterprise
  Content Management practice
• Overview of playbook and how to use it
• Building your SharePoint Enterprise Content Management practice
  workshop activity
• Business Builder workshop summary, action plan




                                         BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   3
INTRODUCTION


PURPOSE OF WORKSHOP

To provide partners who are planning to or have an
existing Microsoft SharePoint practice with:
• Ideas, concepts, and tools to help increase the growth and
   profitability of their practice
• A playbook for building sales and profits, promoting commitment,
   and retaining the sustainability of the workshop




                                         BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   4
INTRODUCTION


WHY CREATE A PLAYBOOK?

• To learn best practices for growing a new or existing practice
• To learn new principles and techniques for business management,
  sales planning, and marketing
• To understand resources from Microsoft to assist you
• To apply these insights and techniques through the
  Playbook exercises




                                         BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   5
INTRODUCTION

WHY BUSINESS BUILDER FOR
SHAREPOINT ENTERPRISE CONTENT
MANAGEMENT
The Microsoft goal is to assist partner community in
building a sustaining business model:
• Develop and strengthen profitable customer relationships
• Increase the volume of business
• Increase existing customer penetration ratios
• Adding increased levels of net-new customers
• Implement innovative products/solutions and services
• Increase market penetration
• Improve operations and reduce costs
• Build high-value connections with partners and suppliers



                                          BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   6
INTRODUCTION


MARKET DYNAMICS

•   Complex IT systems
•   Increasing security threats and economic challenges
•   Increasingly mobile workforce
•   Regulatory requirements
•   Geographically and organizationally dispersed project teams




                                           BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   7
INTRODUCTION


MARKET DYNAMICS

• Low employee productivity
• Need for increased levels of communication
• Need for better key performance indicators (KPIs) and
  dashboard metrics
• Economic justification




                                          BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   8
INTRODUCTION

BUSINESS BUILDER PLAYBOOK
FOR SHAREPOINT

A working playbook
• Tailored to your practice needs
• Microsoft products integrated with Acumen Management best
   business practices
• Microsoft resources integrated with product focus
• Partner-focused for ongoing, long-term utilization




                                       BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   9
INTRODUCTION

PLAY ONE: PERFORM BUSINESS
ASSESSMENT AND BUSINESS PLANNING

Evaluate your business, your practice, and the elements that should
be included in your business plan:
 Perform a Business Assessment
 Evaluate Your Practice
 Case Studies for Strategy Development
 Developing Your Vision for the Next Two Years
 Building a Management Dashboard
 Learning and Development Plan
 Building Your Practice Statement




                                          BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   10
INTRODUCTION

PLAY TWO: MARKET ASSESSMENT AND
MARKETING PLAN CREATION

Analyze your market and create a six-month marketing plan:
 Perform Market Assessment
 Develop a Marketing and Sales Funnel
 Determine Your Ideal Client and Market Focus
 Craft Your Message
 Position Your Practice
 Develop a Marketing Plan
 Ready-to-Go Marketing




                                        BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   11
INTRODUCTION

PLAY THREE: DEVELOP AND ANALYZE
YOUR SALES STRATEGY

Build a SharePoint Content Management solutions-based sales team:
 Review, Develop, and Analyze Your Sales Strategy
 Create Sales Training and Development Plans
 Microsoft Incentives




                                        BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   12
PLAY ONE

DEVELOPING A PRACTICE ASSESSMENT
AND BUSINESS PLAN




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PLAY ONE


   BUSINESS PLANNING
   Business Planning must consider:
   • The environment of the market and your company
   • Overall and Microsoft resources available to you
   • Your personnel
   • Your marketing capability
   • Training programs
   • Banking relationships
   • Hiring projections
   • Growth considerations




                                           BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   14
PLAY ONE


   BUSINESS PLANNING
   A process to establish the goals and objectives
   to achieve business success:
   • Typically annual
   • Frequently financially focused
   • The basis for functional plans
   • Focused on outcome, not process
   • Rarely detailed enough for individual or department action




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   15
PLAY ONE


   BUSINESS PLANNING
   QUESTIONS
   • What are some of the specific factors you will be facing in 2010?
   • What assumptions are you making about the market in 2010?
   • What assumptions did you make about your product offerings in
     2009? Still true?
   • What assumptions did you make about your company capability in
     2009? Still true?




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   16
PLAY ONE


   BUSINESS PLANNING
   QUESTIONS
   •   What went well in the past year?
   •   What did not go well?
   •   What are the key drivers?
   •   What are the key metrics?
   •   What are the risks?
   •   What are the opportunities?




                                          BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   17
PLAY ONE


   KEY BUSINESS DRIVERS
   •   Existing products and services to current customers
   •   New products and services to current customers
   •   Existing products and services to new customers
   •   New products and services to new customers


        OFFERING                      NEW CUSTOMER                CURRENT CUSTOMER


        SharePoint®                       0%                               100%
        Unified Communications (UC)       25%                               75%
        Office®                           65%                               35%
        Microsoft Online Services         70%                               30%
        Professional services             20%                               80%




                                                     BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   18
PLAY ONE




   PLAYBOOK EXERCISE
   •   Evaluate Your Practice
   •   Case Studies for Strategy Development
   •   Develop Your Vision for the Next Two Years
   •   Build a Management Scorecard




                                              BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   19
PLAY ONE




   GROUP EXERCISE
   • Rate Your Overall Sales/Marketing/Technical Proficiency
     in Each Category
   • Rate Management, Sales, Marketing, Consulting
     and Score Your Results
   • Complete Current and Planned %’s of Revenue
   • Review Pertinent Case Studies
   • White Papers




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   20
PLAY ONE


   SHAREPOINT ENTERPRISE CONTENT OFFERING
   • With Content Management, organizations can participate in
     the content management lifecycle, helping to govern information
     and promote compliance. SharePoint expertly balances user
     experience with policy and process, ensuring that everyone
     participates and all content is managed.
   • Document management controls the life cycle of documents in
     the organization—how they are created, reviewed, published, and
     consumed, and how they are ultimately disposed of or retained.
   • SharePoint provides a broad set of document management
     capabilities that enable you to store, organize, and find
     documents, ensure their consistency as well as help protect
     from unauthorized access.




                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   21
PLAY ONE




   PLAYBOOK EXERCISE
   SAMPLE PRACTICE STATEMENT
   • Statement: We provide our business expertise, services and Microsoft
     solutions to increase collaboration and communication.
   • Strategy to Uncover: Our focus is in the Professional Services
     market segment.
   • Unique Business Opportunity: We offer our clients industry
     expertise, a client and industry advisory board along with twice
     annual client User Group events.
   • Related Practice Areas: UC, Office
   • 5 Questions to Ask




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   22
PLAY ONE




   PLAYBOOK EXERCISE
   • Review Learning and Development Plans
   • Develop Your Practice Statement




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   23
PLAY ONE


   MICROSOFT TRAINING AND DEVELOPMENT
   Follow these steps:
   • Go to www.microsoftlearningplans.com
   • Select ―Search for Training Packages‖
   • Search by product—Microsoft SharePoint 2007, Microsoft SharePoint
      2010, Microsoft SQL Server 2008
   • Search by competency—Search




                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   24
PLAY TWO

MARKET ASSESSMENT AND
MARKETING PLAN CREATION




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PLAY TWO


   PRODUCT MARKETING CAMPAIGN
   Must understand the following to build a campaign:
   • Dollars required to attain monthly budget/quota
   • Dollars required to enter pipeline at the beginning of each month
   • Number of leads required to achieve pipeline value
   • Defined lead sources and average order size
   • Number of months in the sales cycle or velocity
   • Win/loss ratio on proposal deliveries
   • Marketing funnel vs. sales funnel




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   26
PLAY TWO

   SHAREPOINT ENTERPRISE CONTENT MANAGEMENT
     MARKETING CAMPAIGN
   Determine what marketing activities are required to drive demand:
   • Understand vendor tool sets
      – Ready-to-Go Campaigns
      – Newsletters, Emails, Direct Mail, Marketing Programs
   • Prepare tracking systems
   • Estimate potential costs
   • Define for rolling 12 months
   • Determine average order size
   • Determine priority of events
   • Determine your goals per event




                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   27
PLAY TWO


   SALES & MARKETING FUNNEL MEASURE DISPASSIONATELY

                              GLASS PIPELINE — OVERALL COMPANY




                                    IDEAL
                 UNIVERSE                              SEGMENT      CAMPAIGN EXECUTION LEADS REQ
                                   PROFILE




           WIN     PROPOSAL   STAGE 3        STAGE 4             STAGE 5                STAGE 6




                              OPPORTUNITY — EFFORT — RESULTS




                                                                   BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   28
PLAY TWO




   REVIEW PLAYBOOK
   • Determine Top Lead Sources
   • Estimate Marketing and Sales Funnels




                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   29
PLAY TWO


   DEFINING MARKET COVERAGE STRATEGY
   Goal: Determine sales and market coverage strategy
   • A, B, C analysis of account potential
   • Clustering of opportunity
   • Territory definition
   • Target accounts
   • Products and services
   • Telesales, inside, and outside organization




                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   30
PLAY TWO


   DEFINING IDEAL CLIENT
   • A, B, C client base
      – 15% of clients = 65% of sales/profits
      – 20% of clients = 20% of sales/profits
      – 65% of clients = 15% of sales/profits
   • A, B, C prospect base
   • Call frequency determination into Microsoft Dynamics® CRM
     and measure
   • Lifetime value ratio




                                           BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   31
PLAY TWO


   IDEAL CLIENTS FOR SHAREPOINT
   •  Owner of company
   •  C-level management
   •  IT may be secondary entry (and could help facilitate discussion with
      executive target)
   Wants to:
      – Reduce IT costs and capital expenses
      – Have Exchange services, including calendaring, global
           address list, and mobile access
      – Upgrade to Exchange/Outlook®, but does not have the
           expertise to deploy or manage, and believes it is too
           expensive to upgrade
      – Centralize data now stored in several places
      – Interested in SharePoint

                                              BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   32
PLAY TWO


   IDEAL POTENTIAL PROSPECTS
   • This can be the CIO/CEO/CTO. This individual holds the final
     authority to sign off on the purchase process and if there is any IT
     resources they typically report up to this individual. This individual is
     likely to accept partner/trusted advisor recommendation and is very
     cost sensitive.
   • Buyers include businesses using a home-grown collaboration or
     portal solution or using Microsoft Windows SharePoint Services
     (WSS). These businesses regard calendar, intranet, and file share as
     must have’s. As you are trying to upsell customers from WSS to
     SharePoint focus on what is important to the customer and not
     available in WSS.




                                                 BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   33
PLAY TWO


   IDEAL POTENTIAL PROSPECTS
   • Good prospects are customers with an Open License and no annuity
     agreement, or an annuity agreement that expires within the next six
     months.
   • It’s also good to target Microsoft Office 2003 and 2007 customers.
     The SharePoint story provides them a way to extend their Microsoft
     Office investment and control and manage their document chaos.




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   34
PLAY TWO


   CUSTOMER TARGETING
   • Identify bottlenecks in finding and re-using company information
   • Focus on how users find information—does it take them more time
     to find what they need than to do their work
   • Discuss integration with Microsoft Office Applications
      – Productivity enhancements
   • Identify areas where there is a requirement to search on documents
      – Sales and Marketing
      – Research and Development
      – Human Resources
      – Intellectual Property




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   35
PLAY TWO


   POTENTIAL QUESTIONS YOU MAY ASK
   PERSONAL AND TEAM PRODUCTIVITY
   • Do employees work in teams?
   • Is work based around projects?
   • What document based business processes are currently in place?
   ORGANIZATIONAL PRODUCTIVITY
   • Is enterprise knowledge locked up in the heads of individuals?
   • How well is knowledge re-used?
   • Do employees have a need to work together with others outside
     the organization?




                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   36
PLAY TWO


   POTENTIAL QUESTIONS YOU MAY ASK
   INFRASTRUCTURE PRODUCTIVITY
   • Is there information in any existing project sites, databases, systems
     or LOB applications that need to be made available to employees?
   • Have file shares proliferated throughout the organization?
   • Does data storage needs to be expanded to accommodate growing
     demands on email due in large part to document sharing?
   SECURITY
   • How is security managed at the document level?
   • Are there sensitive documents that need to be protected?




                                               BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   37
PLAY TWO


  IDEAL CLIENT PROFILE: SHAREPOINT ENTERPRISE CONTENT
    MANAGEMENT

   • This segment (Collaboration Solutions) is growing faster than the rest
     of the IT market. Organizations are realizing that collaboration
     solutions are not a luxury but a key requirement for remaining
     competitive.
   • Within SMB (Small Medium Business) are goal is to target the BDM
     (Business Decision Maker).




                                              BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   38
PLAY TWO


   MARKETING IDEAS
   •   Executive Forum
   •   Business Breakfasts
   •   Lunch & Learns
   •   Seminars based upon Business Challenges
   •   Networking/Partnering
   •   Social Media
   •   Microsoft Resources
   •   Use Live Meeting as a Sales Tool




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   39
PLAY TWO


   EXAMPLE: “PRODUCT” MESSAGING
   Improve organizational effectiveness, make better business decisions,
   be more productive, and achieve greater business success:

   SEARCH                   SHARE                                 COLLABORATE
   Quickly connect          Convert insight into                  Simplify how people
   people with the right    organizational                        work together, and
   information              knowledge                             help them more
                                                                  effectively apply
                                                                  information to
                                                                  their needs




                                                   BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   40
PLAY TWO




   GROUP EXERCISE
   List business challenges SharePoint Enterprise Search would solve.




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   41
PLAY TWO


   COMPONENTS OF A GOOD VALUE PROPOSITION
   • The implicit promise a company makes to its customers to deliver a
     combination of values, such as price, quality, performance, selection,
     and convenience
   • The words that describe the compelling reason to buy
   • Includes Partner and Microsoft messaging




                                               BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   42
PLAY TWO


   READY-TO-GO CAMPAIGN
   Take advantage of the rich resources to show prospects:
   • How to help their organization increase the value of their
      information assets
   • How to get the right information to the right people
   • How to make better-informed decisions
   • How to provide IT Pros with a single, extendible platform
   The most common partner wins map to three basic deal types:
   • Solving search needs
   • Helping customers get more value out of existing intranet
      or portal solutions
   • Building broader projects spanning collaborative business
      applications, enterprise content management, business
      intelligence, and even e-commerce sites

                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   43
PLAY TWO


   SHAREPOINT RTG CAMPAIGNS
   •  Microsoft SharePoint 2010
      – http://www.mspartnerdirect.com/action/microsoft/site/library/
         CampaignView?campaignID=379
   • You will also find Case Studies, White Papers, Partner information,
     Data Sheets and a variety of marketing tools and information to
     create the demand you need for building a successful marketing
     campaign.




                                              BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   44
PLAY TWO


   INTRODUCING THE MARKETING DESK SPECIALISTS



              Your free, one-stop resource for marketing
               consultations and best-practice guidance
           Schedule your FREE marketing consultation today!


                     https://partner.microsoft.com/US/40015071




                                                  BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   45
PLAY TWO




   PLAYBOOK REVIEW
   • Exercise: Craft Your Message—Review Acumen Value
     Proposition Tool
   • Review RTG Campaign
   • GOAL: Create Six-Month Marketing Plan




                                          BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   46
PLAY THREE

DEVELOPING AND ANALYZING
YOUR SALES STRATEGY




BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   47
PLAY THREE


   THE RIGORS OF CADENCE



             ―Inspect what you expect.‖


             ―What gets measured, gets done.‖


             ―You can’t manage what you can’t measure.‖




                                                BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   48
PLAY THREE


   BUSINESS DRIVERS AND PIPELINE METRICS

                LEAD TO PROSPECT              VOLUME, SOURCE, AND
    GENERATE                       `          CONVERSION PERCENT
     INTEREST

                                       PROSPECT TO          VOLUME, PIPELINE DOLLARS, AND
                  CONVERT              OPPORTUNITY              CONVERSION PERCENT
                  INTEREST

                                                       OPPORTUNITY                  MIX PERCENT AND
                                       PROVE AND       TO PROPOSAL                 CONVERSION PERCENT
                                       CONVINCE

                                                                            PROPOSAL                WIN PERCENT
                                                                            TO WIN                   CYCLE TIME
                                                           CLOSE                                     AVG. $ SALE




                                                                                             DELIVER




                                                               BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   49
PLAY THREE


   KEY BUSINESS SALES DRIVERS
   Sales driver examples:
   • Average dollars per sales transaction
   • Number of required sales transactions per month
   • Win rate percentage of decisions
   • Forecast accuracy percentage
   • Sales cycle time in months
   • Required pipeline value
   • Sales milestones to win
   • Sales activity to win: cold calls, first visits, proof of
      concept or demo, proposals




                                                    BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   50
PLAY THREE


   KEY BUSINESS MARKETING DRIVERS
   Marketing driver examples:
   • Overall lead-to-sale ratio
   • Lead-to-sale ratio by lead source
   • Lead-to-sale ratio for line and vertical business
   • Sources of leads in percentages
      – Website, mailings, trade shows, seminars, telemarketing
   • Overall cost per lead
   • Cost per lead by source
   • Total market potential versus actual




                                             BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   51
PLAY THREE




   PLAYBOOK EXERCISE
   • Create Sales Dashboard
   • Rate Effectiveness of Sales Team




                                        BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   52
PLAY THREE


   TRAINING PROGRAMS


                                         MICROSOFT
                       SALES SKILLS      PRODUCTS
                                        AND SERVICES




                       INDUSTRY          COMPANY
                         AND               AND
                      MARKETPLACE       OPERATIONS




              https://training.partner.microsoft.com/plc/home.aspx
                      www.microsoftlearningplans.com




                                               BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   53
PLAY THREE


   MICROSOFT SOLUTION SELLING PROCESS PARTNERS
    SALES       SALES                                               VERIFIABLE
                                       DESCRIPTION                                       KEY SUCCESS FACTORS                    OWNERSHIP
    CYCLE     OBJECTIVE                                             OUTCOME

                                                                                 • Uncovering or developing enough
                                                                                   business pain for the sponsor to admit
                               During the qualify stage, the                       it is worth addressing
                               opportunity owner will meet with                  • Developing the sponsor’s buying vision
                               the prospective sponsor (person                     to a point that he or she can envision
                                                                    Sponsor
                               holding the vision of the solution                  how to solve his or her pain by using
                                                                      letter                                                       Partner,
   Qualify   Qualify lead or   within the customer organization)
                                                                     and/or        Microsoft capabilities                       account team,
    10%       opportunity      to continue uncovering or
                                                                  opportunity    • Ensuring that the sponsor agrees to           or telesales
                               developing their pain and buying                    explore the ability of Microsoft to solve
                                                                  assessment
                               vision, while beginning to                          his or her pain
                               establish the value of Microsoft                  • Negotiating access to power (person
                               capabilities                                        with influence or authority to make a
                                                                                   buying decision)
                                                                                 • Gaining access to the opportunity
                                                                                   decision maker or power
                                                                                 • Uncovering or developing enough
                               During the develop stage, the                       business pain for the power to admit it
                Develop
                               opportunity owner gains direct                      is worth addressing
               customer                                             Evaluation
                               access to the ―power‖                                                                               Partner,
   Develop   requirements                                              plan      • Developing the power's buying vision
                               (person with influence or                                                                          specialist,
    20%      and establish                                            agreed       to the point that he or she can envision
                               authority to make a buying                                                                          or PAM
                sponsor                                                upon        how to solve his or her pain using
                               decision) in order to understand                    Microsoft capabilities
              relationship
                               and shape his or her buying vision                • Establishing control over the sales
                                                                                   process by proposing and agreeing on
                                                                                   an evaluation plan with the power




                                                                                      BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   54
PLAY THREE


   MICROSOFT SOLUTION SELLING PROCESS PARTNERS
    SALES          SALES                                              VERIFIABLE
                                           DESCRIPTION                                         KEY SUCCESS FACTORS                   OWNERSHIP
    CYCLE        OBJECTIVE                                            OUTCOME

                                                                                      • Presenting customer with a strong value
                    Present
                                                                                        proposition that quantifies the potential
                 solution that    During the solution stage, the      Preliminary                                                      Partner or
   Solution                                                                             impact of our solution on the customer’s
                    exceeds       opportunity team develops and         solution                                                       specialists
     40%                                                                                business
                   customer       presents a preliminary solution     agreed upon                                                      (non-EAs)
                                                                                      • Agreeing on a preliminary solution with
                     needs
                                                                                        the customer

                                  During the proof stage, the                         • Ensuring that any proofs of concept or
                Demonstrate       opportunity team completes
                                                                         Verbal         assessments prove the value of Microsoft
                 capability to    evaluation plan commitments,                                                                         Partner or
     Proof                                                             approval         technology
                   exceed         including any assessments or                                                                         specialists
     60%                                                              received on     • Maintaining control of sales process by
                  customer        proofs of concept, and presents                                                                      (non-EAs)
                                                                       proposal         ensuring that all evaluation plan
                requirements      the power with a final proposal,                      commitments are complete
                                  including detailed pricing
                                                                                                                                       Partner or
                                  During the close stage, the                                                                          specialist
                                                                                      • Closing with value
                   Conduct        opportunity team will conduct                                                                         (account
                                                                                      • Justifying pricing
     Close       negotiations     negotiations and finalize             Signed                                                        manager if
                                                                                      • Speeding closure by reminding the
     80%         and finalize     contracts; during the deploy        documents                                                        account is
                                                                                        customer of the business value of the
                   contract       stage, the deployment plan is                                                                       nearing the
                                                                                        proposed solution
                                  finalized and deployment begins                                                                      end of an
                                                                                                                                       EA cycle)


  For more information on MSSP, partners can view Microsoft Solution Selling for Partners Online at https://partner.microsoft.com/us/solutionselling




                                                                                           BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   55
PLAY THREE


   SALES AND MARKETING TRAINING PLAN: APRIL TO JUNE
                  • Time: 8 AM – 10 AM
                  • Responsibility: Joe
                  • Partnership: Jeff
      APRIL 7,    • Forecast
       2010

                  • Time: 8 AM – 10 AM
                  • Responsibility: Roger
                  • Selling SharePoint and product demo: Rob
      APRIL 21,   • Instructive: Excel, SharePoint, CRM integration
        2010      • Forecast

                  • Time: 8 AM – 10 AM
                  • Responsibility: Joe
                  • Account planning and strategy
       MAY 4,     • Using Microsoft Dynamics CRM software: Jeremy
       2010       • Forecast




                                                                  BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   56
PLAY THREE


   EXECUTIVE FUNCTION: WHAT DO THEY CARE ABOUT?

                         Attracting and retaining loyal customers, increasing market share, developing
   CHIEF EXECUTIVE
                         and retaining skilled employees, improving productivity, and building a
   OFFICER (CEO)
                         responsive, flexible organization

                         Optimizing financial metrics, reducing costs through increased efficiency,
   CHIEF FINANCIAL
                         maximizing the return from the firm’s assets, and improving the return on
   OFFICER (CFO)
                         human capital

   CHIEF INFORMATION
                     Implementation of technology to enable the business and minimize costs
   OFFICER (CIO)

   VP OPERATIONS         Operational efficiency, coordinating schedules, and supply chain management

                         Driving new revenues, demand generation, awareness, growing market share,
   VP MARKETING
                         and differentiating the business
                         Meeting revenue goals, product availability, being more responsive to
   VP SALES
                         customers, meeting customer schedules, and improving presales support




                                                               BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   57
PLAY THREE


   PARTNER SALES RESOURCES




             https://partner.microsoft.com/partnersalesresources

                                                BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   58
PLAY THREE


   PARTNER SALES RESOURCES APPROACH




                                BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   59
PLAY THREE




   PLAYBOOK EXERCISE
   • Create 90-Day Sales Training and Development Plans




                                           BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   60
BUSINESS BUILDER SUMMARY




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SUMMARY


OFFERS TO HELP CLOSE THE DEAL




                                      HELP INCREASE THE
                               RETURN ON YOUR INVESTMENT
          CURRENT INCENTIVES    WITH MICROSOFT INCENTIVES
                                http://microsoftincentives.com/




                                 BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   62
SUMMARY


ACTION PLAN FOR GROWTH

•   Create six-month marketing plan
•   Review the Information Worker Solutions competency
•   Go to the Business Builder website for exhibits—this week!
•   Review notes, playbook, and slides within one week
•   Complete playbook within three weeks




                                            BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   63
SUMMARY


CALL TO ACTION


1)     Submit IW Builders CPLS Spreadsheet
     •    Giveaways
     •    Catering Support

2)     Leverage Sample Invitation
     •    Click to Attend Site

3)       Download the PowerPoints and Playbooks on the ZAAZ website
     •         https://extranet.zaaz.com
           •      user: iwbuilder password: playbook




                                                       BUILD AND GROW YOUR SHAREPOINT ENTERPRISE SEARCH PRACTICE   64

				
DOCUMENT INFO
Description: Free Sample Proposal for Catering Letter document sample