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Leverage the Microsoft Platform For Sales Success

Leverage the Microsoft Platform For Sales Success. Bruce Rasmussen Carpe Diem Consulting. Which is better?. Take Five…. 5 Minutes to Draw the Microsoft Platform. “I hear the words, but I just don’t get it… Can you draw me a picture? ”. You have 5 minutes “in the elevator”…

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Leverage the Microsoft Platform For Sales Success

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  1. Leverage the Microsoft Platform For Sales Success Bruce Rasmussen Carpe Diem Consulting

  2. Which is better?

  3. Take Five… 5 Minutes to Draw the Microsoft Platform “I hear the words, but I just don’t get it… Can you draw me a picture? ” • You have 5 minutes “in the elevator”… • What would you draw?

  4. Take Five… Take Five Minutes to Draw the MS Platform

  5. Comprehensive Security Product Portfolio

  6. Infrastructure Optimisation ModelStage Characteristics • Reactive • Ad hoc • Problem-Driven • “AvoidingDowntime” • Reactive • Stable IT • Request Driven • Change Management and Planning • “Keeping ItRunning” • Proactive • Accountable • Increased Monitoring • Formal ChangeManagement • SLA’s • Improvement • Predictability • “Quality Driven” • Proactive • OptimizingCosts and Quality • Agile • Self Assessingand ContinuousImprovement • “Taking The Lead” Basic Standardised Rationalised Dynamic

  7. Infrastructure OptimisationBuilding a People-Ready Business Model-Based Approach Application Platform Optimization Model User Experience STANDARDIZED ADVANCED BASIC DYNAMIC Development Business Productivity Infrastructure Optimization Model Data Management SOA and Business Process Business Intelligence 3 levels of IO Unified Communications IT and Security Process Collaboration STANDARDIZED BASIC RATIONALIZED DYNAMIC Enterprise Content Management Enterprise Search Business Intelligence Core Infrastructure Optimization Model Identity and Access Management Desktop, Device, and Server Mgmt STANDARDIZED BASIC RATIONALIZED DYNAMIC Security and Networking Data Protection and Recovery

  8. People at all levels drive business success Amplify their effectiveness for greater success

  9. What Is RPV? Realising People Value An approach to engage with customers A focus on people and “People Value” • Beginning a journey from “point solutions and products” to an “integrated platform” approach • Realising the value of the Microsoft platform in achieving a people-ready business • Taking a broad platform perspective • Fitting within current Microsoft processes and initiatives • Providing a bridge across key initiatives • Supporting MS community A Bridge between People, Platform, and Products Supported by Training • For Microsoft Partners • For Microsoft customers

  10. RPV • Fostering innovation • Deepening customer relationships • Driving operational excellence • Building high-value partnerships a consultative approach to realisingvalue Synthesis Analysis Data Collection traditional approach System Product Why Is RPV Important?

  11. PRB Why RPV How IO What Where Does RPV Fit? RPV training was built on key concepts: • People-Ready Business • RPV builds a bridge between: • The vision • The implementation • Infrastructure Optimisation

  12. Partners Roles within the organization Customers The Elements of an IT Environment People in Various Roles Working Together People’s Experience (Rich, Reach, or Both) PC Tablet Web PDA TV Paper Mobile Voice Key Challenges (pains, opportunities, vision, goals) Approach to take full advantage of technology Technology Services Management Services ProcessServices PeopleServices Base Services

  13. Management Services ProcessServices PeopleServices Framework – White Board Diagram People People’s Experience (PCs —>SmartPhones) Technology Services Premium Data Center Services • Measurement and Response • Analysis and Adaptation • Task Processing • Workflow • Reporting • Communication • Collaboration • Content Creation • Personal Productivity Base Services • Application Services • Systems Mgt. Services • Content Services • Identity Services • Storage • Networking • Security and Privacy

  14. A Typical Points Solutions Framework People integration People’s Experience People’s Experience integration Interoperability integration integration integration Point Solution Services Point Solution Services Point Solution Services Point Solution Services integration integration integration Application Dev Tools Application Dev Tools Application Dev Tools Application Dev Tools Mgt Process People Mgt Mgt Mgt Process People People People Process Process Base Services for Point Solution Base Services for Point Solution Base Services for Point Solution Base Services for Point Solution integration integration interoperability integration integration interoperability Cross-Solution Base Services Cross-Solution Base Services App Dev Tools App Dev Tools App Dev Tools App Dev Tools

  15. App Dev App Dev App Dev Intranet Messaging & Collaboration App Dev Financials Geological Intranet People Mgt Mgt People People People Process Mgt Mgt Process Process Process Process People Sun UNIX Oracle Lotus Notes App Dev App Dev App Dev App Dev Sun UNIX Windows Windows Windows Santos Point Solution Example (12 intranets) (Shared Base Services)

  16. Explore Expand Envision Enable • Learn about the “As Is” IT environment • Clarify high-level pains and goals • Clarify, verify “As Is” IT environment • Develop implications of pains and goals • Set the stage for “Envision” • Develop a vision of the potential • Suggest Unrealized Potential in current capabilities RPV for Initial Customer Discussions

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

  18. Partners Bring Added Value Complete Solution • Partner Service Offering • Deep Customer Insight • CustomisedSolution • High-Performance Operations • Accelerated Value Delivery • Minimised Cost And Risk • Committed Results Business Strategy Business Architecture/Rules IT Strategy Partner Systems Integration/Management Partner Integration Technology Systems Design • Microsoft Platform • Integrated • Connected (Interoperable) • Flexible • Customisable • Simple • Superior User Affinity/Intimacy Architecture (.Net) Applications Microsoft OS Standards/Languages

  19. Customer Value: Lower Cost, Greater Value Customer Benefits Business/IT Strategy & Process Consulting Lower Cost Customer cost savings Business/IT Strategy & Process Consulting Increased focus on strategy/process development and alignment Systems Design, Integration & Management Greater Value Ability to simplify and reduce cost of design, integration and management Systems Design, Integration & Management Platform Microsoft Platform Superior value in software at lower cost Alternative Offerings Microsoft Platform

  20. RPV courses Syd – Sep/Oct, Feb/Mar, May Mel – Nov, Mar Bri – Feb Per – Nov Ade – on request 40days of readiness training ($12k) Public schedule Customised readiness Competency certification Customer focused workshops 1 day sales/marketing/business value consulting Sign up during APC RPV training – consulting offer

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