1. Microsoft ® Windows ® Small Business Server 2003 R2 Sales Cycle

2. Learning Objectives After viewing this presentation, you will be able to: Identify potential prospects for Microsoft ® Windows ® Small Business Server 2003 R2 (SBS 2003 R2). Qualify the prospects and recommend the correct edition of SBS 2003 R2. Tell prospects about the features and benefits of SBS 2003 R2. Handle prospects' objections. The Sales Cycle

3. 1.Identify Sales Opportunities 2.Qualify the Prospect 3.Reinforce Needs 4.Handle Objections Follow these steps to help improve your sales of Microsoft ® Windows ® Small Business Server 2003 R2 (SBS 2003 R2). The Sales Cycle

4. Step 1: Identify Sales Opportunities

5. Listen for clue words: Security Networking File sharing Data backup Internal company website Mobility Listen for need statements: "I need to connect two PCs." "I need to back up my information." "I need to share information with employees." "I need to access information when I’m away from the office." "I need to communicate professionally and effectively with prospects.“ Listen for descriptions of current hardware: "I have three PCs but no server." "I'm currently running SBS 2000." "I'm currently running a single server with Windows ® NT4." "I need to upgrade my single server." Listen for clues to identify a prospect with a peer-to-peer network who could benefit from purchasing a first server with SBS 2003 R2. The Sales Cycle

6. Step 2: Qualify the Prospect

7. Talk to your prospects about specifics and ask targeted questions to better understand their needs, so you can successfully recommend either the SBS 2003 R2 Standard or Premium Edition. Example questions: "Is your business growing?" "How many PCs does your company have?" "Are your PCs networked or connected?" "How do you protect your PCs from hackers?" "Do you share resources with your employees or coworkers?" "How do you back up your data?" "Can your employees share and manage files?" "Does your company have its own e-mail address?" "Can you and your employees access information while away from the office?" The Sales Cycle

8. Step 2: Qualify the Prospect Recommend the right SBS 2003 Edition. Recommend the SBS 2003 R2 Standard Edition if your prospects need: File sharing and centralization Data backup and restore capabilities Resource sharing (printers, applications, Internet access) Remote access/mobility E-mail/messaging solution Recommend the SBS 2003 R2 Premium Edition if your prospects need any or all of the features of the Standard Edition, plus: Internal Internet monitoring and management tools A powerful database to run line-of-business applications Website-publishing software The Sales Cycle

9. Step 2: Qualify the Prospect In most cases, SBS 2003 R2 is the right server product for small businesses. But please note these parameters: SBS 2003 R2 Parameters SBS 2003 R2 must be the root domain controller on the network. Additional servers can be added later. SBS 2003 R2 does not support subdomains. SBS 2003 R2 does support remote offices that are part of the same SBS 2003 R2 domain. SBS 2003 R2 only supports up to 75 users or devices. However, customers can purchase the SBS 2003 R2 Transition Pack to protect their investment and transition to full line of Windows Server™ products. If the prospect does not meet one or more of the parameters above, recommend the appropriate Windows Server products: Need: Additional application servers Recommend: Windows Server™ 2003 Standard Edition Need: Terminal Services Application Server Recommend: Windows Server 2003 R2 Standard Edition (can coexist in SBS environment) Need: For clustering or servers with more than 4 GB of memory Recommend: Windows Server™ 2003 Enterprise Edition The Sales Cycle

10. Step 3: Reinforce Needs

11. Once you've heard your prospects' needs statements, translate them to SBS 2003 R2 features. "I need to protect my network/business information." "With SBS 2003 R2, you can: Count on a built-in firewall. Restrict users' access to the Internet.* Keep PCs and software up and running with automatic updates." "I need to communicate with customers." "With SBS 2003 R2, you can: Host your own e-mail (margie@margiestravel.com). Share calendars and easily schedule meetings. Access your business's data and information from wherever you are. Send one-to-many e-mail messages and faxes to customers quickly and easily." "I need to back up my company’s information." "With SBS 2003R2, you can: Automatically schedule backups of your business information. Easily retrieve accidentally deleted files and previous file versions. "I need to reduce costs." "With SBS 2003 R2, you'll save money because you can: Share equipment, such as printers, fax machines, and modems. Avoid traffic while working from home Share resources, such as Internet access and business applications. Fax with fewer phone lines and send faxes directly from PCs." The Sales Cycle *Premium Edition only

12. Step 3: Reinforce Needs "I need to share files with my employees." "With SBS 2003 R2, your employees can: Find and share information from one centralized location, so they don't have to depend on coworkers to send documents or reports. Use an internal website to find and share documents, collaborate on projects, and view group calendars and shared lists. Manage version control so they don't waste time looking for files or duplicating work." "I need to access information when I am out of the office." "With SBS 2003 R2, you can: Use Remote Web Workplace to access desktops at work, e-mail messages, contacts, calendars, network files, business applications, and internal websites from any PC with Internet access. Use Outlook ® Web Access to access e-mail messages, calendar, contacts, tasks, and public folders from any Internet browser. Use Windows Mobile-based devices to access e-mail, contacts, and calendars from virtually anywhere, anytime." "My employees need to fax important documents from their desktops." "With SBS 2003 R2, they can: Send or receive faxes right from their desktops." The Sales Cycle

13. Step 4: Handle Objections

14. Objection: "Can't I just add another PC to act as a server for my network?“ Response: "You could do that, but you'd be missing out on a lot of benefits provided by SBS 2003 R2, including security and protection for your most critical business information. You can easily share files and manage information from one central location. You'd also save money because people could share equipment, like printers. And, you can still work while you're away from the office, because you can access information and resources on your network with any Windows Mobile-based device or PC with Internet access." Objection: "Do I need the Premium Edition? It seems more expensive than the Standard Edition.“ Response: "It really depends on your needs. SBS 2003 R2 Premium Edition includes all the features of the Standard Edition, but adds a powerful database to run applications, more tools to build rich websites, and enhanced security with a multi-layer firewall and tools to manage and monitor Internet access within your organization. Both editions provide great solutions." The Sales Cycle

15. Step 4: Handle Objections Objection: "I'm happy with SBS 2003/2000/NT4." Response: "SBS 2003 is a great product, but SBS 2003 R2 offers additional advantages. It's easier to manage and offers new features including the ‘green check’ of software health indicating your Microsoft software is up-to-date – or the daily report details actions necessary for attaining ‘green check’ status. And it alerts you (or your IT consultant) of missing updates, so you can prevent technology issues before they occur, and helps improve e-mail productivity with increased mailbox limits from 16 GB to 75 GB.“ Response: "SBS 2000 is a great product, but SBS 2003 R2 does offer some advantages. It's easier to manage and offers new features that allow you to retrieve accidentally deleted files, automatically back up business information, access information while you're away from the office, and use an internal company website where you can file and share information in one central location." Response: "Windows NT is a good product, but by upgrading you'll immediately experience great benefits, such as improved reliability, availability, and scalability (in addition to the benefits mentioned above). And, Microsoft ended support for Windows NT4 on December 31, 2004.” The easiest way to upgrade from an earlier version of SBS would be if you had Software Assurance. For all other situations, we have a version upgrade at a relatively low price available for you. The Sales Cycle

16. Additional Resources

17. The Sales Cycle General Product Information www.microsoft.com/windowsserver2003/sbs/default.mspx Community Resources http://www.microsoft.com/windowsserver2003/sbs/community/default.mspx Downloads and Product Updates http://www.microsoft.com/windowsserver2003/sbs/downloads/default.mspx FAQ www.microsoft.com/windowsserver2003/sbs/techinfo/overview/generalfaq.mspx Support http://www.microsoft.com/windowsserver2003/sbs/support/default.mspx Technical Information www.microsoft.com/windowsserver2003/sbs/techinfo/productdoc/alpha.mspx SBS Team Blog http://blogs.technet.com/sbs