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How to Sellto How to Buy. 2 Campaign objectives Primary objective –To train registered base to sell open agreements (targeting the ones that only sold.

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Presentation on theme: "How to Sellto How to Buy. 2 Campaign objectives Primary objective –To train registered base to sell open agreements (targeting the ones that only sold."— Presentation transcript:

1 How to Sellto How to Buy

2 2 Campaign objectives Primary objective –To train registered base to sell open agreements (targeting the ones that only sold open once or never before) Secondary objective –To target our breadth customers with an open message (how to buy) – peace of mind if you are on an open agreement R700k investment in creating opportunities for our partners.

3 3 18 Training sessions targeting 900 registered partners 10 sessions in JHB – starting 21 Sep 4 in Cape Town – starting 20 Sep 4 in Durban – starting 22 Sep

4 4

5 5 Agenda Microsoft Solution Sales Program –Intro to MSSP –Do We know our customers? –Are we selling, pushing or consulting? Office 2007 video Open value selling annuity –Open broken down –When to sell what? CapEx vs OpEx OLP vs OV vs OVS Cost per desktop vs value per desktop –The cost of IT –TCO SA benefits overview

6 6 Microsoft Solution Sales Program : broad overview Intro to MSSP – Sales ActivityMSSP Do we know your products?products Do we know your customers?customers Are we selling, pushing or consulting? Other Resources Order ProcessingProcessing Office System Sales-Tool Quick Reference Cards-OVSCards-OVS Quick Reference Cards-SACards-SA Open Fact-SheetFact-Sheet GOLP VL Comparison ChartComparison Resources

7 7 Office 2007 & Mobility video The next Silver-BulletSilver-Bullet The other Silver-BulletSilver-Bullet

8 8 Open value selling annuity Open broken down –FPP –OEM/DSP –Open OLP L OLP LSA OV OVS –Select/EA When to sell what? –CapEx vs OpEx What is the difference? –OLP vs OV vs DSP vs OVS

9 9 100%37%61%71% ProgramOLP-LOVSDSPDSP Installed Office SB Ed 2003 Win32 English OLP NL 3, , , , Office Pro 2003 Win32 English OLP NL 3, , , , %37%68%81% Percentage DifferencesDifferences

10 10 3 Year Replacement Cycle OLP - LOVSOVS UTDDSP Installed Beginning Y1 3, , , End Y1 Beginning Y2 1, End Y2 Beginning Y3 1, End Y3 Beginning Y4 3, , , End Y4 Totals 7, , , , % Difference 200%149%130%162% Percentage DifferencesDifferences

11 11 4 Year Replacement Cycle OLP - LOVSOVS UTDDSP Installed Beginning Y1 3, , , End Y1 Beginning Y2 1, End Y2 Beginning Y3 1, End Y3 Beginning Y4 1, End Y4 Beginning Y5 3, , , End Y5 Totals 7, , , , % Difference 200%186%167%162% Percentage DifferencesDifferences

12 12 Cost per desktop vs value per desktop The cost of IT & TCO Lowhigh DT SW 110 DT HW S SW S HW Network/Lan Wan/Int Internal IT nd Tier rd Tier Projects 50 Printers 50 other 100 1,370 2,120 ERP800 CRM300 3rd Party aps

13 13 Software Assurance Benefits - Summary SASA slides

14 14 Q&A Prizes & Evaluation Forms Promotions Disti ContactsContacts


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