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
We want to take you through this playbook because of the great need for execution at all levels of a partner’s organization.  Tech markets are changing from on-premise to cloud services, with different levels of competition and changing business environments. (READ LIST) Executives at partner organizations must design strategies and execute them based upon these market dynamics.

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
The great part of this playbook is that it is designed for the long term, we will begin to fill it in today, you will continue during the next few weeks, but in 6 months, 12 months, 18 months you can use it again to reset strategies, build action plans and continue to improve your business and Practice. We have integrated best practices from Microsoft, Acumen Management Group and have identified specific Microsoft resources all in one Playbook.

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
Review each of the plays. We have created 3 easy plays to build your business. Play One, these are the sub plays...

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
Play Two

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
In performing a business assessment and in creating a business plan you must take into consideration all of these factors (READ SLIDE) and discuss importance of each one and their impact on the partner’s success. Each of these line items must have defined ACTION PLANS with strategy, objectives and goals created.

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?
In beginning your planning, bring your Dept managers into it, ask each person to write out their answers to these questions and discuss them in a planning session.

17. Business planning What went well in the past year?
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?
Additional questions to have your management team answer in preparation prior to the strategy session.

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
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%
USE THE Microsoft Online Services 70% 30%: Example: You build this slide because business strategy requires knowing this project %’s to: 1) develop proforma P&L statements—profitability can be estimated by the %s from new vs. current—Current customers tend to be more profitable; 2) create marketing plans—marketing to gain net new clients costs more, takes more focus etc., and; 3) compensation plans can be created to pay for desired results.

19. Playbook Exercise Evaluate Your Practice
Case Studies for Strategy Development
Develop Your Vision for the Next Two Years
Build a Management Scorecard
OPEN playbook and begin walking your attendees thru the pages. We will be covering the following actions; READ SLIDE

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
Discuss with attendees their results and identify where were the weak points are. What surprises were there? Identify the common problems.

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
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
Ask audience to come up with 5 questions. Have them work on their Practice Statement for just a few minutes. It will be a challenge, but it important for marketing, messaging, and cross selling.

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, s, 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
Review components

30. Sales & Marketing Funnel Measure Dispassionately
Glass pipeline — overall company
Opportunity — EFFORT — RESULTS
Ideal
Profile
Universe
Segment
Campaign
Execution
Leads Req
Win
Proposal
Stage 3
Stage 4
Stage 5
Stage 6
Discuss how marketing funnel must feed the sales funnel and partners must know # of leads, $ value of leads. That must be feed each Month to achieve Quotas.

31. Review Playbook Determine Top Lead Sources
Estimate Marketing and Sales Funnels
Cover Playbook up too, determining IDEAL CLIENT/Market Focus

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
Discover, the concepts of how you may determine a GTM strategy, clustering=based upon where prospects are located, by Zip code (territory)/by target accounts, with inside/outside sales teams. Many methods, and you can use combinations.
Ask attendees how they go to market from a sales perspective?
ABC will be discussed in greater detail.

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
Discuss concepts of ABC, looking for 5 common characteristics that make up the As & Bs: i.e. revenue, # employees, vertical market? Once current clients are done, identify A & Bs in prospects based. Set up call frequency plan in CRM... A & Bs touched minimum of 6 times a year.
LIFE TIME Ratio: look at customers over 3 or 5 years, determine: total revenue, total costs to support, determine if you making expected profits over time.. penetration ratios.... or are you transactional. Are YOU building Wallet Share.
Cover PLAYBOOK

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
Discuss use of each these, ask attendees what they use.

36. EXAMPLE: “Product” Messaging
Improve organizational effectiveness, make better business decisions, be more productive, and achieve greater business success:
Search
Quickly connect people with the right information
SHARE
Convert insight into organizational knowledge
COLLABORATE
Simplify how people work together, and help them more effectively apply information to their needs
Summary:
Microsoft Office SharePoint Server 2007 is the ideal solution to the problems created by limited search, share, and collaboration tools. This integrated suite of server capabilities can help improve organizational effectiveness by:
Simplifying collaboration, facilitating information sharing and empowering people to collaborate across boundaries for better business insight.
Accelerating shared business processes to convert insight into organizational knowledge.
Providing comprehensive content management and enterprise search to quickly connect people with the right information.
The next few slides will talk about how to get started with SharePoint Technologies and Solutions.

37. Group Exercise List business challenges SharePoint BI would solve.
Ask attendees what business challenges they solve for their clients, using this Microsoft Solution. BE very specific... No fluff answers. Discuss with attendees

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
In beginning your strategy, the vision or value proposition you offer as a solution must be defined. We will go over this in greater detail in step 3, but you must begin to understand this concept.
[Read slide]

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
Readiness Resources
Four downloads, messaging framework, training links, and more!
Marketing Resources
List service, campaign offers, and more!
Event Resources
Nine downloads, registration, invitations, and more!
Sales Resources
Eleven downloads, sales presentations, benefit statements, case studies and more!
Assessment
Evaluate your success, “What worked? What didn’t?”

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:
There are also two excellent customer facing sites
intelligence.aspx
intelligence.aspx

41. Introducing the Marketing Desk Specialists
4/6/2017 2:14 PM
Introducing the Marketing Desk Specialists
Your free, one-stop resource for marketing consultations and best-practice guidance
Schedule your FREE marketing consultation today!
© 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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

43. Develop and Analyze Your Sales Strategy

44. The Rigors of Cadence “Inspect what you expect.”
“What gets measured, gets done.”
“You can’t manage what you can’t measure.”
All high performing Sales organizations require this from sales leadership. If you expect salespeople to perform, sales leaders must expect that the salesperson can sell, knows the products, can do it in a face to face mode. Management must measure the key ratios that will lead to building predictable revenue, knowing key ratios is not micro management, it is based upon building the “recipe” for success.

45. Volume, pipeline dollars, and
Business Drivers and Pipeline Metrics
Volume, source, and
conversion percent
Generate
interest
Lead to prospect `
Convert
interest
Prospect to
opportunity
Volume, pipeline dollars, and
conversion percent
Opportunity
to proposal
Mix percent and
conversion percent
Prove and
convince
Proposal to win
Win percent Cycle time
Avg. $ sale
Close
Ask “HOW many track any ratios?” Ask them to explain what ratios they track?
Proposal to WIN is first place to start. How many proposals did you deliver? How many did you win? This becomes a ratio where you can tell if salespeople qualify properly, or don’t close. This should be measured by company, by salesperson, then work backwards to understand up the pipeline the ratios/relationships at each step.
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
Typical Sales Drivers/Ratios, discuss. Sales should have 5. Ask attendees what they measure sales people.

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
Review Marketing ratio. Each partner should 5 for marketing, 5 for sales, 5 for Delivery/Administration.
What ratios do you measure?

48. Playbook exercise Create Sales Dashboard
Rate Effectiveness of Sales Team
Have attendees fill in the sales training requirements

49. Training Programs https://training.partner.microsoft.com/plc/home.aspx
Sales skills
Microsoft Products and services
Industry and marketplace
Company and operations
Discuss that sales training must incorporate each of these categories and should be planned in advance for 90 days. With each day, topic, person responsible to do the training. In the 90 days, each of these must be covered.
Ask attendees how often Partners do sales training? Once a week? Once a month? How long?

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

51. Microsoft Solution Selling Process Partners
Sales cycle
Sales objective
Description
Verifiable outcome
Key success factors
Ownership
Solution 40%
Present solution that exceeds customer needs
During the solution stage, the opportunity team develops and presents a preliminary solution
Preliminary solution agreed upon
Presenting customer with a strong value proposition that quantifies the potential impact of our solution on the customer’s business
Agreeing on a preliminary solution with the customer
Partner or specialists (non-EAs)
Proof 60%
Demonstrate capability to exceed customer requirements
During the proof stage, the opportunity team completes evaluation plan commitments, including any assessments or proofs of concept, and presents the power with a final proposal, including detailed pricing
Verbal approval received on proposal
Ensuring that any proofs of concept or assessments prove the value of Microsoft technology
Maintaining control of sales process by ensuring that all evaluation plan commitments are complete
Close 80%
Conduct negotiations and finalize contract
During the close stage, the opportunity team will conduct negotiations and finalize contracts; during the deploy stage, the deployment plan is finalized and deployment begins
Signed documents
Closing with value
Justifying pricing
Speeding closure by reminding the customer of the business value of the proposed solution
Partner or specialist (account manager if account is nearing the end of an EA cycle)
Discuss the grid...each step.. Actions, objectives, etc.
For more information on MSSP, partners can view Microsoft Solution Selling for Partners Online at

52. Sales and Marketing Training Plan: April to June
Time: 8 AM – 10 AM
Responsibility: Joe
Partnership: Jeff
Forecast
April 21, 2010
Responsibility: Roger
Selling SharePoint and product demo: Rob
Instructive: Excel, SharePoint, CRM integration
May 4, 2010
Account planning and strategy
Using Microsoft Dynamics CRM software: Jeremy
Sample Acumen client training plan, dates, times, salespeople responsible for training.
April 7th, first week, 2 hrs to discuss sales strategy for the month and some time on how to “partner”
April 14th, 2nd week, one on one sales mgr to salesperson individual sessions
April 21st, 2 hrs, some forecast discussion but focused mostly on training. Demos, product training
April 28th, no meetings, closing business.

53. Executive Function: What Do They Care About?
Chief executive officer (CEO)
Attracting and retaining loyal customers, increasing market share, developing and retaining skilled employees, improving productivity, and building a responsive, flexible organization
Chief financial officer (CFO)
Optimizing financial metrics, reducing costs through increased efficiency, maximizing the return from the firm’s assets, and improving the return on human capital
Chief information officer (CIO)
Implementation of technology to enable the business and minimize costs
VP operations
Operational efficiency, coordinating schedules, and supply chain management
VP marketing
Driving new revenues, demand generation, awareness, growing market share, and differentiating the business
VP sales
Meeting revenue goals, product availability, being more responsive to customers, meeting customer schedules, and improving presales support
Blend these concepts into your training, understand the pain points of each potential person within the prospects office. What are they concerned about, what keeps them up at night, etc.
Can your salespeople speak to each of these concepts?
Stress that ROLE PLAY is critical in sales training... ASK How many of you do role plays?

54. https://partner.microsoft.com/partnersalesresources
4/6/2017
Partner Sales Resources
Microsoft resources

55. PARTNER SALES REsources APPROACH

56. Playbook exercise
Create 90-Day Sales Training and Development Plans

57. Business Builder Summary

58. Offers to Help Close the Deal
Current incentives
HELP INCREASE THE return on your investment with Microsoft incentives

59. 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

60. 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
user: iwbuilder password: playbook