Build and grow your office 2010 practice
Download
1 / 58

Build and Grow Your Office 2010 Practice - PowerPoint PPT Presentation


  • 139 Views
  • Uploaded on

Build and Grow Your Office 2010 Practice. Introduction. Ken Thoreson - Acumen Management Group, LTD Jemima Herman – Product Manager Molly McCarthy – Office Client Product Manager Suzanne Ross – Office Deployment Product Manager Nicole Noel – Project Manager. Agenda.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Build and Grow Your Office 2010 Practice' - emanuele


An Image/Link below is provided (as is) to download presentation

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.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
Build and grow your office 2010 practice l.jpg
Build and Grow Your Office 2010 Practice


Introduction l.jpg
Introduction

  • Ken Thoreson - Acumen Management Group, LTD

  • Jemima Herman – Product Manager

  • Molly McCarthy – Office Client Product Manager

  • Suzanne Ross – Office Deployment Product Manager

  • Nicole Noel – Project Manager


Agenda l.jpg
Agenda

  • Introduction to the workshop and purpose

  • The business opportunity of a Microsoft Office® 2010 practice

  • Overview of playbook and how to use it

  • Building your practice—workshop activity

  • Business Builder workshop summary, action plan


Purpose of workshop l.jpg
Purpose of workshop

To provide partners who are planning to or have an existing Microsoft 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


Why create a playbook l.jpg
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


Why business builder for office desktop deployment l.jpg
Why Business Builder for Office Desktop Deployment

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


Market dynamics l.jpg
Market Dynamics

  • Complex IT systems

  • Increasing security threats and economic challenges

  • Increasingly mobile workforce

  • Regulatory requirements

  • Geographically and organizationally dispersed project teams


Market dynamics8 l.jpg
Market Dynamics

  • Low employee productivity

  • Need for increased levels of communication

  • Need for betterkey performance indicators (KPIs) and dashboard metrics

  • Economic justification


Business builder playbook l.jpg
Business Builder Playbook

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


Play one perform business assessment and business planning l.jpg
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


Play two market assessment and marketing plan creation l.jpg
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


Play three develop and analyze your sales strategy l.jpg
Play ThRee: Develop and Analyze Your Sales Strategy

Build an Office 2010 solutions-based sales team:

  • Review, Develop, and Analyze Your Sales Strategy

  • Create Sales Training and Development Plans

  • Microsoft Incentives



Slide14 l.jpg

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


Slide15 l.jpg

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


Slide16 l.jpg

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?


Slide17 l.jpg

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?


Slide18 l.jpg

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


Slide19 l.jpg

Playbook Exercise

  • Evaluate Your Practice

  • Case Studies for Strategy Development

  • Develop Your Vision for the Next Two Years

  • Build a Management Scorecard


Slide20 l.jpg

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


Slide21 l.jpg

Microsoft Market Insights

Building Your Office Deployment Practice

  • If you are a Microsoft partner that deploys Microsoft Office to the desktop, here is an opportunity for your organization to work closer with Microsoft by being part of the US Office Deployment Partner Community (ODPC). Our hope is that this community will answer many of your deployment questions, provide you with valuable resources, and allow you to gain increased visibility with our US Office Deployment field sales organization. Our success is dependent on the hard work and dedication of our Office Deployment partners. We value your contributions and look forward to working with you. 


Slide22 l.jpg

Microsoft Market Insights

Partner Opportunity: US Office Deployment Partner Community By participating in ODPC, you will receive the following benefits:

  • Obtain the latest information about Office deployment resources via the ODPC newsletters, community calls, and partner portal

  • Get direct access and converse with Microsoft product, marketing and sales representatives

  • Receive opportunities to be involved in exclusive programs and funding that drive Office deployment and SA Benefits

  • Receive invitations to exclusive Office Deployment training and networking engagements

  • Learn best practices from Microsoft deployment gurus and fellow Office Deployment Partners


Slide23 l.jpg

Microsoft Solution Accelerator

This solution accelerator provides proven tools and practices that enable IT professionals to:

  • Create a software and hardware inventory to assist in deployment planning

  • Test applications for compatibility and mitigate the compatibility issues discovered during the process

  • Set up an initial lab environment with deployment and imaging servers

  • Customize and package applications


Slide24 l.jpg

Microsoft Solution Accelerator

  • Automate desktop image creation and deployment.

  • Ensure that the desktop is hardened to improve security within the environment.

  • Manage processes and technologies to produce a comprehensive and integrated deployment.

    The Solution Accelerator for BDD contains guidance, sample templates, and technology files (such as scripts and configuration files). It presents deployment guidance as feature team guides that thoroughly explain each deployment process.


Slide25 l.jpg

Playbook Exercise

  • Review Learning and Development Plans

  • Develop Your Practice Statement


Slide26 l.jpg

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, SharePoint

  • 5 Questions to Ask


Market assessment and marketing plan creation l.jpg
Market Assessment and Marketing Plan Creation


Slide28 l.jpg

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


Slide29 l.jpg

Office 2010 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


Slide30 l.jpg

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


Slide31 l.jpg

Review Playbook

  • Determine Top Lead Sources

  • Estimate Marketing and Sales Funnels


Slide32 l.jpg

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


Slide33 l.jpg

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


Slide34 l.jpg

Office 2010 Messaging

  • Office Business Applications allow users to increase productivity by providing a seamless and integrated end to end user experience. Documents remain at the center of the experience, while deep integration with business logic, data, and services make them more relevant than ever. Users can collaborate and get work done in familiar ways. Server tools bring powerful search, portal technology, and advanced workflow to the enterprise.


Slide35 l.jpg

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


Slide36 l.jpg

Group Exercise

List business challenges Office 2010 would solve.


Slide37 l.jpg

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


Slide38 l.jpg

Ready-to-Go Campaign

No Better Time for Office

  • Mobile workers are at the heart of small and medium-size businesses, and Microsoft Office 2010 helps those workers maintain their efficiency wherever they are via computer, phones, and browsers. It also has new features that help a dispersed workforce share ideas and tasks more easily, and create memorable multimedia presentations with familiar programs. All of this can mean efficiency gains and cost reductions for your customers.

  • This Ready-to-Go Marketing Campaign gives you the tools to help educate your customers about the increases in capabilities and efficiency available with the new features of Office 2010


Slide39 l.jpg

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


Slide40 l.jpg

Playbook review

  • Exercise: Craft Your Message—Review Acumen Value Proposition Tool

  • Review RTG Campaign

  • GOAL: Create Six-Month Marketing Plan

  • Discussion on Attendees Marketing Ideas


Developing and analyzing your sales strategy l.jpg
Developing and Analyzing Your Sales Strategy



Slide43 l.jpg

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


Slide44 l.jpg

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


Slide45 l.jpg

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


Slide46 l.jpg

Playbook exercise


Slide47 l.jpg

Training Programs

  • https://training.partner.microsoft.com/plc/home.aspx

  • www.microsoftlearningplans.com



  • Slide49 l.jpg

    Microsoft Solution Selling Process Partners

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




    Slide52 l.jpg

    Partner Sales Resources

    https://partner.microsoft.com/partnersalesresources


    Slide53 l.jpg

    PARTNER SALES REsources APPROACH


    Slide54 l.jpg

    Playbook exercise



    Offers to help close the deal l.jpg
    Offers to Help Close the Deal

    • Current incentives

    • HELP INCREASE THE return on your investment with Microsoft incentives

    • http://microsoftincentives.com/


    Action plan for growth l.jpg
    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


    Call to action l.jpg
    Call to action

    • Submit IW Builders CPLS Spreadsheet

      • Giveaways

      • Catering Support

    • Leverage Sample Invitation

      • Click to Attend Site

    • Download the PowerPoints and Playbooks on the ZAAZ website

      • https://extranet.zaaz.com

        • user: iwbuilder password: playbook