Loading in 2 Seconds...
Loading in 2 Seconds...
Microsoft® Windows® Small Business Server 2003 R2 and HP ProLiant Servers: SMB Marketing Guidance & Partner Best Practices Presenter Name 12 pt. Arial Presenter Title, Hewlett Packard Presenter Name Presenter Title, Microsoft 40% 35% 30% 25% Percent 20% 15% 10%
Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.
Presenter Name 12 pt. ArialPresenter Title, Hewlett Packard
Presenter NamePresenter Title, Microsoft
% of SBs with 2 or more PCs
% of all SBs
2009Capitalize on a Fast-Growing Market
U.S. Businesses with Fewer than 100 Employees and with Server-Based LANs, 2005-2009*
Tap the fast-growing market and open the door to full-scale solution selling in the SMB space.
*IDC report ‘Paths to Opportunity with Microsoft Windows Small Business Server 2003’
Like any business endeavor, successful marketing begins with a clear plan
The marketing plan should be in writing and detail your:
Audience (Target Market/s)
Measurement of Results
What business goal will you achieve?
Establish clear revenue and sales goals, consider:
Number of new clients you plan to reach
Number of existing clients you plan to grow business with
X sales, achieved over Y time period
X revenue, achieved over Y time period
What is your primary message?
Develop a succinct message to accompany your objective
Primary message should articulate:
What you offer (your unique value proposition)
Why prospects should care (what problem/s it solves)
What you want prospects to do (call-to-action)
Target your message to high-value prospects
Target the pain or problem, not the technology or products
Who is your target market?
Analyze your firm's unique strengths
Identify the market segment that matches these strengths, consider:
IT needs and spend
Technology trends: e.g. from 2005 to 2009, over 1 million server installations in businesses with fewer than 100 employees.*
Matching your expertise and experience with specific verticals
“[Target marketing] helps firms enhance the efficiency of their marketing expenditures, increase their chances for penetration of their selected prospects, and, most important, engage with those clients who, because of their unique fit with our business model and capabilities, are most likely to be loyal and profitable clients for years to come.”Rick Freedman, Microsoft.com Columnist
How will you reach your target market – what strategies will you utilize?
Choose your marketing methodologies:
Direct marketing: Reach a targeted market via:
Direct mailers (letters or postcard mailings)
Online marketing:Web site, search optimization
Third-party marketing: Partner with another business with significant reach into your target market segment
Broad marketing: Reach a broad audience via online, radio, TV or print advertising (best suited for large marketing budgets)
Choose your marketing methodologies (continued):
Events, trade shows, seminars:Present or attend events that attract your target audience
Public relations: Raise awareness of your services by sending press releases to your local business journals about:
New accounts won
Customer Testimonials: Demonstrate your successes with case studies, quotes and recommendations from existing clients
Select strategies based on:
Your understanding of your target audience
Your own experience
Peer recommendations and findings
Microsoft and HP best practices for SMB marketing
Tactics may include:
Developing target lists
For example, to find lists, research:
www.mspartnerdirect.com: Microsoft’s Marketing Services for Partners
Consider government lists (local Chamber of Commerce)
Research target markets from D&B
Creating special offers
Developing or organizing sales tools
Budget: How much do you need to achieve your goal?
Timeline: Include start and end dates plus key milestones
Staff assignments: Outline clear priorities and roles
Determine what services you’ll need: Printers? Telemarketers?
Solicit recommendations from peers and go local
Find and leverage vendor/distribution programs and align
Without thorough execution, a plan remains a plan
Follow up is equally critical: Prepare to follow up with your staff, vendors and prospects repeatedly
Step 5: Execute
Develop target metrics in advance and track progress against them, consider:
Number of prospects touched (how many times?)
Number of overall leads
Number of qualified leads
Number of technology assessments scheduled
Number of proposals delivered
Number of sales closed
Consider developing a database to track:
Source of leads
Lead progress (# of touches, meetings scheduled, follow-up conducted)
Step 6: Measure Results
Learn best practices and business models from partners who successfully built their consulting practices with the IDC “Paths to Opportunity with Microsoft Windows Small Business Server 2003” white paper series (https://partner.microsoft.com/40025871):
"Nothing can happen until the sale occurs. We have to build a sales organization to succeed." -- Microsoft Partner
Keep your business and services top-of-mind with customers.
Best Marketing Practice #6:Use the Microsoft Small Business Technology Assessment Toolkit
Place prospects in an environment where they can:
See and experience the technology first hand
Meet face-to-face with your staff
Ask questions and get specific guidance on how to apply technology to their environment
Bring prospects to your office (if you have a Solution Center)
Check with your local Microsoft and HP contacts to inquire if they have facilities available
Develop a written case study capturing:
Your prospect’s technology challenge
Share case studies with customers in:
Promote case studies via PR:
Send press releases to local business journals
Highlight them on your web site
Marketing Resources for HP/Microsoft Partners:
Small Business Technology Assessment Toolkit:
IDC Blueprints for Driving Revenue with SBS 2003:
Both editions include five Client Access Licenses (CALs), and support a maximum of 75 users or devices. Additional licenses can be purchased in increments of 5 or 20. Additional servers can be added to the SBS 2003 R2 network. Expanded CAL rights, including access to additional Exchange Server 2003, SQL Server 2005 Workgroup Edition servers, and Windows Server 2003, in the Windows Small Business Server 2003 R2 network give customers more flexibility in growth. As your business needs change, the SBS 2003 R2 Transition Pack provides a seamless conversion to the full line of Windows Server system products.
Actual requirements will vary based on system configuration and the applications and features installed.
**Actual requirements will vary based on your system configuration and the applications and features you choose to install. Windows Small Business Server 2003 R2 supports up to two CPUs on one server.