Build and Grow Your SharePoint Business Intelligence (BI) Practice

1. Build and Grow Your SharePoint Business Intelligence (BI) Practice

2. Introduction • Ken Thoreson - Acumen Management Group, LTD • Jemima Herman – Product Manager • Seema Gangadhara – SharePoint Product Manager • Nicole Noel – Project Manager

3. Agenda • Introduction to the workshop and purpose • The business opportunity of a Microsoft SharePoint® BI practice • Overview of playbook and how to use it • Building your SharePoint BI practice—workshop activity • Business Builder workshop summary,action plan

4. Purpose of workshop To provide partners who are planning to or have an existing Microsoft SharePoint BI 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

5. 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

6. Why Business Builder for SharePoint BI 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 supplier

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

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

9. 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

10. 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

11. 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

12. Play ThRee: Develop and Analyze Your Sales Strategy Build a SharePoint BI solutions-based sales team: • Review, Develop, and Analyze Your Sales Strategy • Create Sales Training and Development Plans • Microsoft Incentives

13. Developing a Practice Assessment and Business Plan

14. 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

15. 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

16. 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?

17. 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?

18. 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

19. Playbook Exercise • Evaluate Your Practice • Case Studies for Strategy Development • Develop Your Vision for the Next Two Years • Build a Management Scorecard

20. 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

21. Sharepoint bi offering Sharing and collaboration • As companies grow, it’s often difficult to keep track of the multiplying documents and their locations. SharePoint enables you to store and share all your files in a central site, manage dashboards and scorecards, and collaborate on documents and processes—anytime, anywhere. Visualization and Analysis • Microsoft Excel® helps you visualize your data, navigate it quickly, query the most relevant information, and conduct “what-if” analysis so can you confidently plan the best course of action. You can do this from just a simple spreadsheet or you can build professional-looking charts and apply rich visual enhancements such as 3-D effects, soft shadowing, and transparency.

22. Sharepoint bi offering Data storage and reporting • SQL Server® is the foundation that fast, smart, efficient businesses are built on. It’s an optimal way to store and analyze your data and run a wide variety of standard and custom reports with built-in reporting features.

23. Ideal Clients For SharePoint BI • 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

24. Playbook Exercise • Review Learning and Development Plans • Develop Your Practice Statement

25. 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—Business Intelligence

26. 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

27. Market Assessment and Marketing Plan Creation

28. 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

29. Sharepoint bi 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

30. Sales & Marketing Funnel Measure Dispassionately Glass pipeline — overall company Opportunity — EFFORT — RESULTS Ideal Profile Universe Segment Campaign Execution Leads Req Proposal Stage 3 Stage 4 Stage 5 Stage 6 Win

31. Review Playbook • Determine Top Lead Sources • Estimate Marketing and Sales Funnels

32. 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

33. 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

34. Ideal Clients For SharePoint BI • 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

35. 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

36. Search Quickly connect people with the right information COLLABORATE Simplify how people work together, and help them more effectively apply information to their needs SHARE Convert insight into organizational knowledge • Improve organizational effectiveness, make better business decisions, be more productive, and achieve greater business success: EXAMPLE: “Product” Messaging

37. Group Exercise List business challenges SharePoint BI would solve.

38. 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

39. 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

40. SharePoint BI RTG Campaigns For the upcoming launch of Microsoft Office SharePoint 2010 we have new RTG campaigns you can use to help build and drive your SharePoint BI business: • http://www.mspartnerdirect.com/action/microsoft/site/library/CampaignView?campaignID=379 There are also two excellent customer facing sites • http://www.microsoft.com/smallbusiness/products/businessintelligence.aspx • http://www.microsoft.com/midsizebusiness/products/businessintelligence.aspx

41. 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

42. Playbook review • Exercise: Craft Your Message—Review Acumen Value Proposition Tool • Review RTG Campaign • GOAL: Create Six-Month Marketing Plan

43. Develop and AnalyzeYour Sales Strategy

44. The Rigors of Cadence

45. Business Drivers and Pipeline Metrics Volume, source, and conversion percent Lead to prospect ` Generate interest Prospect to opportunity Volume, pipeline dollars, and conversion percent Convert interest Opportunity to proposal Mix percent and conversion percent Prove and convince Close Proposalto win Win percent Cycle time Avg. $ sale Deliver

46. 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

47. 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

48. Create Sales Dashboard • Rate Effectiveness of Sales Team Playbook exercise

49. Training Programs • https://training.partner.microsoft.com/plc/home.aspx • www.microsoftlearningplans.com

50. Microsoft Solution Selling Process Partners