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BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE BUSINESS BUILDER BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE.

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Presentation on theme: "BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE BUSINESS BUILDER BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE."— Presentation transcript:

1 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE BUSINESS BUILDER BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE

2 INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION Ken Thoreson - Acumen Management Group, LTD Jemima Herman – Product Manager Seema Gangadhara – SharePoint Product Manager Nicole Noel – Project Manager

3 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 3

4 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 4

5 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 5

6 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 6

7 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE MARKET DYNAMICS Complex IT systems Increasing security threats and economic challenges Increasingly mobile workforce Regulatory requirements Geographically and organizationally dispersed project teams 7

8 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE MARKET DYNAMICS Low employee productivity Need for increased levels of communication Need for better key performance indicators (KPIs) and dashboard metrics Economic justification 8

9 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 9

10 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 10

11 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 11

12 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCTION BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 12

13 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE DEVELOPING A PRACTICE ASSESSMENT AND BUSINESS PLAN 13

14 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 BUSINESS PLANNING 14

15 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 BUSINESS PLANNING 15

16 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE BUSINESS PLANNING 16 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 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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? BUSINESS PLANNING 17

18 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 KEY BUSINESS DRIVERS 18

19 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Evaluate Your Practice Case Studies for Strategy Development Develop Your Vision for the Next Two Years Build a Management Scorecard PLAYBOOK EXERCISE 19

20 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 GROUP EXERCISE 20

21 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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. SHAREPOINT BI OFFERING 21

22 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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. SHAREPOINT BI OFFERING 22

23 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 IDEAL CLIENTS FOR SHAREPOINT BI 23

24 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Review Learning and Development Plans Develop Your Practice Statement PLAYBOOK EXERCISE 24

25 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 MICROSOFT TRAINING AND DEVELOPMENT 25

26 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY ONE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 PLAYBOOK EXERCISE 26

27 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO MARKET ASSESSMENT AND MARKETING PLAN CREATION 27

28 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 PRODUCT MARKETING CAMPAIGN 28

29 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 SHAREPOINT BI MARKETING CAMPAIGN 29

30 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE SALES & MARKETING FUNNEL MEASURE DISPASSIONATELY 30 GLASS PIPELINE — OVERALL COMPANY OPPORTUNITY — EFFORT — RESULTS STAGE 6PROPOSAL WIN UNIVERSE STAGE 4 STAGE 5STAGE 3 IDEAL PROFILE SEGMENTCAMPAIGNEXECUTION LEADS REQ

31 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO 31BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Determine Top Lead Sources Estimate Marketing and Sales Funnels REVIEW PLAYBOOK

32 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 DEFINING MARKET COVERAGE STRATEGY 32

33 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 DEFINING IDEAL CLIENT 33

34 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 IDEAL CLIENTS FOR SHAREPOINT BI 34

35 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Executive Forum Business Breakfasts Lunch & Learns Seminars based upon Business Challenges Networking/Partnering Social Media Microsoft Resources Use Live Meeting as a Sales Tool MARKETING IDEAS 35

36 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO 36BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Improve organizational effectiveness, make better business decisions, be more productive, and achieve greater business success: EXAMPLE: “PRODUCT” MESSAGING 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

37 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE List business challenges SharePoint BI would solve. GROUP EXERCISE 37

38 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 COMPONENTS OF A GOOD VALUE PROPOSITION 38

39 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 READY-TO-GO CAMPAIGN 39

40 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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: w?campaignID=379 w?campaignID=379 There are also two excellent customer facing sites intelligence.aspx intelligence.aspx intelligence.aspx intelligence.aspx SHAREPOINT BI RTG CAMPAIGNS 40

41 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE INTRODUCING THE MARKETING DESK SPECIALISTS Your free, one-stop resource for marketing consultations and best-practice guidance Schedule your FREE marketing consultation today! Your free, one-stop resource for marketing consultations and best-practice guidance Schedule your FREE marketing consultation today! https://partner.microsoft.com/US/

42 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY TWO 42BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Exercise: Craft Your Message—Review Acumen Value Proposition Tool Review RTG Campaign GOAL: Create Six-Month Marketing Plan PLAYBOOK REVIEW

43 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE DEVELOP AND ANALYZE YOUR SALES STRATEGY 43

44 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE THE RIGORS OF CADENCE 44 “Inspect what you expect.”“What gets measured, gets done.”“You can’t manage what you can’t measure.”

45 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE BUSINESS DRIVERS AND PIPELINE METRICS 45 GENERATE INTEREST GENERATE INTEREST DELIVER CLOSE PROVE AND CONVINCE PROVE AND CONVINCE CONVERT INTEREST CONVERT INTEREST PROSPECT TO OPPORTUNITY TO PROPOSAL PROPOSAL TO WIN ` VOLUME, SOURCE, AND CONVERSION PERCENT VOLUME, PIPELINE DOLLARS, AND CONVERSION PERCENT MIX PERCENT AND CONVERSION PERCENT WIN PERCENT CYCLE TIME AVG. $ SALE LEAD TO PROSPECT

46 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 KEY BUSINESS SALES DRIVERS 46

47 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 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 KEY BUSINESS MARKETING DRIVERS 47

48 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Create Sales Dashboard Rate Effectiveness of Sales Team 48 PLAYBOOK EXERCISE

49 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE TRAINING PROGRAMS 49 SALES SKILLS MICROSOFT PRODUCTS AND SERVICES INDUSTRY AND MARKETPLACE COMPANY AND OPERATIONS https://training.partner.microsoft.com/plc/home.aspx

50 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE MICROSOFT SOLUTION SELLING PROCESS PARTNERS 50 SALES CYCLE SALES OBJECTIVE DESCRIPTION VERIFIABLE OUTCOME KEY SUCCESS FACTORSOWNERSHIP 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

51 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE MICROSOFT SOLUTION SELLING PROCESS PARTNERS 51 For more information on MSSP, partners can view Microsoft Solution Selling for Partners Online at https://partner.microsoft.com/us/solutionsellinghttps://partner.microsoft.com/us/solutionselling SALES CYCLE SALES OBJECTIVE DESCRIPTION VERIFIABLE OUTCOME KEY SUCCESS FACTORSOWNERSHIP 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 Partner or specialists (non-EAs) 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)

52 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE SALES AND MARKETING TRAINING PLAN: APRIL TO JUNE 52 APRIL 7, 2010 Time: 8 AM – 10 AM Responsibility: Joe Partnership: Jeff Forecast APRIL 21, 2010 Time: 8 AM – 10 AM Responsibility: Roger Selling SharePoint and product demo: Rob Instructive: Excel, SharePoint, CRM integration Forecast MAY 4, 2010 Time: 8 AM – 10 AM Responsibility: Joe Account planning and strategy Using Microsoft Dynamics CRM software: Jeremy Forecast

53 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE EXECUTIVE FUNCTION: WHAT DO THEY CARE ABOUT? 53

54 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PARTNER SALES RESOURCES https://partner.microsoft.com/partnersalesresources 54

55 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PARTNER SALES RESOURCES APPROACH 55

56 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE PLAY THREE BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE Create 90-Day Sales Training and Development Plans 56 PLAYBOOK EXERCISE

57 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE BUSINESS BUILDER SUMMARY 57

58 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE SUMMARY 58 OFFERS TO HELP CLOSE THE DEAL CURRENT INCENTIVES HELP INCREASE THE RETURN ON YOUR INVESTMENT WITH MICROSOFT INCENTIVES

59 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE SUMMARY 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 BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE SUMMARY CALL TO ACTION 1) Submit IW Builders CPLS Spreadsheet Giveaways Catering Support 2) Leverage Sample Invitation Click to Attend Site 3) Download the PowerPoints and Playbooks on the ZAAZ website https://extranet.zaaz.com user: iwbuilder password: playbook 60


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