Microsoft Project 2010: Partner Sales Opportunities

Project 2010: partner sales opportunities Agenda How to add value Why and how to sell Assessing your customers Objection handling Up-sell and cross-sell opportunities for SMB segment Resources 2 | March 15, 2011 Disti Bootcamp Learnings Review: IW + Client

Project 2010: how to add value

Deployment Capitalize on Windows 7 momentum: People who upgrade their operating system tend to upgrade applications at same time People who buy a new computer tend to purchase latest applications People who purchase Windows 7 and Office 2010 want latest Project version as well March 15, |Disti Bootcamp Learnings Review: IW + Client

Deployment Benefits of Project 2010 with Windows 7: Project 2010 works well with the 64-bit version of Windows 7 Latest application and operating system for your computer Intuitive and easy solution The combination of applications makes you more productive Project bit version supports large projects and programs March 15, |Disti Bootcamp Learnings Review: IW + Client

Deployment Capitalize on Office 2010 momentum: Similar experiences Office 2010 users are most likely to upgrade/purchase March 15, |Disti Bootcamp Learnings Review: IW + Client

Deployment Benefits of Project 2010 with Office 2010: Offers familiar ribbon experience Simplifies project creation and management Requires little training Works well together Offers seamless cut and paste functionality March 15, |Disti Bootcamp Learnings Review: IW + Client

Deployment Capitalize on SharePoint 2010 momentum: Project 2010 synchronizes with SharePoint 2010 to update task status Project 2010 is built on SharePoint, so it’s easy to administer March 15, |Disti Bootcamp Learnings Review: IW + Client

Deployment Benefits of Project 2010 with SharePoint 2010: Increase collaboration Better connect virtual teams Improve communications Easily update task status and project plans Centrally manage projects Improve project velocity March 15, |Disti Bootcamp Learnings Review: IW + Client

Deployment Capitalize on Visio 2010 momentum: Project 2010 and Visio work well together March 15, |Disti Bootcamp Learnings Review: IW + Client

Deployment Benefits of Project 2010 with Visio 2010: View project information in customized visual reports Add great-looking charts, graphs, and diagrams to reports Use Visio PivotDiagrams to drill into Project data March 15, |Disti Bootcamp Learnings Review: IW + Client

Project 2010: licensing information

Volume licensing Available to organizations with 5 or more PCs Simplified in 2010  easier to deploy across an organization For more information please visit: March 15, |Disti Bootcamp Learnings Review: IW + Client

Windows Server license To use Project Professional 2010 with SharePoint foundation requires Windows Server 2008 license: Check for proper Windows Server licensing March 15, |Disti Bootcamp Learnings Review: IW + Client

Project Server CAL (client access license) Project Professional 2010 includes Project Server CAL Option to use now or in future Attach to Project Server 2010 March 15, |Disti Bootcamp Learnings Review: IW + Client

How to add value: documents and resources

Project 2010: documents to review Changes in Project 2010 This article lists changes in Project 2010 and migration considerations. March 15, |Disti Bootcamp Learnings Review: IW + Client

Technical resources March 15, |Disti Bootcamp Learnings Review: IW + Client Visit the Project TechNet Forum for Project 2010 Professional

Project 2010: how to generate customer interest

Why sell project management? Project management is indispensable to achieve business results March 15, |Disti Bootcamp Learnings Review: IW + Client

Why sell project management? Customer has failed projects due to wasted: ResourcesMoneyTime March 15, |Disti Bootcamp Learnings Review: IW + Client

March 15, 2011 Disti Bootcamp Learnings Review: IW + Client22 | Why sell project management? Customer success rates for critical projects are decreasing. Consider customers perspective: What strategic objectives did these customer not accomplish due to failed or poorly run projects? Chaos Summary 2008:Chaos Summary 2008: 68% of projects were delivered poorly or failed

Why sell project management? Company goals Maximize ROI Bring products to market faster Stay on track, on budget, and in scope March 15, |Disti Bootcamp Learnings Review: IW + Client

Improve business outcomes Thrive in uncertain economic climate ? ? Why sell project management? Company goals March 15, |Disti Bootcamp Learnings Review: IW + Client

Top reasons customers buy project management software Set up and manage projects Be more productive Create clearer plans Analyze project data Generate insightful reports Gain competitive advantage 6 March 15, |Disti Bootcamp Learnings Review: IW + Client

Project 2010 Project 2010 helps individuals, teams, and enterprises manage resources, gain control across all types of work, and deliver better business results. March 15, |Disti Bootcamp Learnings Review: IW + Client

Project 2010 With 20 million users, Project is the industry standard 64- Bit March 15, |Disti Bootcamp Learnings Review: IW + Client

How to generate customer interest Project 2010 is dramatically easier to use for the average Office user Project 2010 broadens functionality and meets the needs of a variety of end users March 15, |Disti Bootcamp Learnings Review: IW + Client

How to generate customer interest Project 2010 solves common business problems such as missed delivery dates, cost over-runs, and over-allocation of resources March 15, |Disti Bootcamp Learnings Review: IW + Client

How to generate customer interest With significant updates and visual enhancements, Project 2010 delivers an intuitive and easier way to simplify planning, collaboration, and resource allocation March 15, |Disti Bootcamp Learnings Review: IW + Client

How to generate customer interest Positive product momentum biggest release in more than a decade significant updates innovative capabilities March 15, |Disti Bootcamp Learnings Review: IW + Client

How to generate customer interest March 15, |Disti Bootcamp Learnings Review: IW + Client Positive analyst momentum Moved up in latest Gartner and IDC reports Continues to be a leader in latest reports

Customer evidence - Chris Boyd, Program Manager II, Microsoft Project Development Group “Users were picking up Project 2010 on their own, without anyone asking them to, because they loved the Timeline View.” “We use Timeline View all the time, it alone is worth the price of admission.” - Dan Smith, Sr. Director of IT, Marquette University “I love the new timeline view above the Gantt chart. It enables one view of the project’s life cycle.” - Tomer Simon, Amdocs March 15, 2011 Disti Bootcamp Learnings Review: IW + Client33 |

How to generate customer interest With 20 million users, Project is used pervasively in all types of organizations Most major vendors integrate with Project Professional, a key differentiator for Microsoft Project March 15, |Disti Bootcamp Learnings Review: IW + Client

How to effectively sell Project 2010 Understand customer problems Position Project 2010 as effective tool to address their problems Know when to suggest Project Standard or Project Professional Talk about upgrading licenses with existing customers March 15, |Disti Bootcamp Learnings Review: IW + Client

Assessing your customers

Tips for conversation starters Ask a question that touches on a customer’s problem or pain Listen for initial response Ask clarifying question Show how Project 2010 can help! March 15, |Disti Bootcamp Learnings Review: IW + Client

Conversation starter: communication

Ask a question that touches on a customer’s pain Communication pain Sample questions Do you find it difficult to communicate on projects? Do you have problems collaborating with geographically dispersed teams? Is it difficult to communicate details or status to non- Project users? Do you struggle to communicate changes or different scenarios? March 15, |Disti Bootcamp Learnings Review: IW + Client

Sample answers Important information fails to make it to the entire project team We have trouble communicating information with stakeholders We have trouble tracking milestones We have trouble visualizing scheduling details Listen for initial response Communication pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Sample clarifying questions Would you like to easily see every important date? Would you like to save time communicating the details? Would you like to visually share project information with your client or sponsor? Ask clarifying question Communication pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Benefits Get a clearer view of tasks, milestones, and phases Swiftly see and share important dates and deliverables Simply zoom and pan to show different dates and scenarios Compare project versions using the timeline view Easily track changes Project 2010 can help Communication solution March 15, |Disti Bootcamp Learnings Review: IW + Client

Conversation starter: schedule management

Sample questions Can both your occasional and professional project managers plan work effectively? Do you have difficulty creating and editing a schedule? Do you have trouble controlling your schedule? Can you effectively track progress against your scheduling plan? Ask a question that touches on a customer’s pain Schedule management pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Listen for initial response Schedule management pain Sample answers Our scheduling programs are too difficult for occasional PMs to handle Our schedule solution works, but lacks flexibility and takes too long to update We have trouble relaying important schedule changes to people We can’t effectively share and communicate project schedules March 15, |Disti Bootcamp Learnings Review: IW + Client

Ask clarifying question Schedule management pain Sample clarifying questions Would you like to stop updating dates in Excel for every project plan? Would you like to understand the work that must be done (critical path analysis) to deliver the project on time? Would you like to easily communicate uncertainties in the schedule to your team? Would you like to split work across a longer time period without impacting your budget or due date? March 15, |Disti Bootcamp Learnings Review: IW + Client

Benefits Create and share detailed timelines Be flexible with user-controlled scheduling Save time with the new Ribbon Work with summary data or drill down with details Effectively cut tasks or reinstate cut tasks Project 2010 can help Schedule management solution March 15, |Disti Bootcamp Learnings Review: IW + Client

Conversation starter: collaboration

Sample questions Do you find it difficult to collaborate on projects? Do you have problems collaborating with geographically dispersed teams? Do you struggle to deliver projects on time and realize their anticipated ROI? Do you struggle to find and share information? Ask a question that touches on a customer’s pain Collaboration pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Sample answers We have trouble working with our branch offices Collaboration with teams located in different geographies or “on the go” is difficult We spend too much time collecting status We lack a central location for information sharing Listen for initial response Collaboration pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Ask clarifying question Collaboration pain Sample questions Would you like to improve project collaboration? Would you like your project team to be able to see their tasks easily? Would you like to save time collecting status? Would you like to better manage documents and project artifacts? March 15, |Disti Bootcamp Learnings Review: IW + Client

Benefits Collaborate & share with SharePoint 2010 task list synchronization Take advantage of SharePoint Server 2010 search engine capabilities Utilize SharePoint Server 2010 social computing enhancements Create custom Project Site templates Control document review and approval throughout the workflow Project 2010 can help Collaboration solution March 15, |Disti Bootcamp Learnings Review: IW + Client

Conversation starter: resource management

Ask a question that touches on a customer’s pain Resource management pain Sample questions Do you have difficulty ensuring that your resources are utilized efficiently and kept billable? Do you need to utilize scarce resources better to accomplish work? Do you have difficulty tracking availability of people and resources? Do you struggle to find the right person for a particular job? March 15, |Disti Bootcamp Learnings Review: IW + Client

Listen for initial response Resource management pain Sample answers Our people are stretched too thin on too many things It’s difficult to visualize allocation and understand workloads We sometimes overbook people or resources We don’t really have a company plan for this issue March 15, |Disti Bootcamp Learnings Review: IW + Client

Ask clarifying question Resource management pain Sample questions Do you need to maximize your resources? Do you want to feel more confident you’re bringing in the right person for a project? Would you like a solution that helps you easily and intuitively track resources? March 15, |Disti Bootcamp Learnings Review: IW + Client

Benefits Intuitive management of resource assignments Resource-centric views What-if-analysis techniques Resource maximization Ability to visualize assignments Project 2010 can help Resource management solution March 15, |Disti Bootcamp Learnings Review: IW + Client

Conversation starter: cost management

Sample questions Do you find it difficult accurately capturing realistic cost estimates? How do you provide accurate cost accounting throughout the entire project life cycle? What tools do you use to assess performance? Does your cost solution integrate with your other LOB systems? Ask a question that touches on a customer’s pain Cost management pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Sample answers Our estimations are okay, but not always precise We have trouble accounting for changes in scope We could better manage our cost estimates We use a basic spreadsheet solution Listen for initial response Cost management pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Sample clarifying questions Would you like more comprehensive cost management capabilities? Would you like to more effectively capture cost estimates? Would you like a flexible and extensible solution to meet your needs? Ask clarifying question Cost management pain March 15, |Disti Bootcamp Learnings Review: IW + Client

Benefits Standardize cost estimates Provide accurate project accounting & change management Deliver financial visibility & insights Integrate with LOB systems Provide high extensibility with enterprise scalability for future growth Project 2010 can help Cost management solution March 15, |Disti Bootcamp Learnings Review: IW + Client

Objection handling: what partners will want to know

Question 1: How Is selling Project 2010 going to increase my revenue?

Question 1 Opportunity 1: Customers want & expect Project 2010 to be installed when Office 2010 is installed on their desktop. ? Response: Project 2010 offers attractive cross-sell and up-sell opportunities. How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Opportunity 2: Customers who purchase Project 2010 overwhelmingly purchase Visio. ? Response: Project 2010 offers attractive cross-sell and up-sell opportunities. How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 ? Response: Project 2010 offers attractive cross-sell and up-sell opportunities. How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client Opportunity 3: Cross-sell SharePoint Server 2010 to manage project collaboration.

Question 1 Opportunity 4: Project 2010 has dependencies on Excel for report editing and/or Windows Server 2008 Cross-sell opportunities for Office 2010 and Windows Server 2008 ? Response: Project 2010 offers attractive cross-sell and up-sell opportunities. How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Opportunity 5: Upgrade customers to Project 2010 from an older version of Project. ? Response: Project 2010 offers attractive cross-sell and up-sell opportunities. How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Opportunity 6: Up-sell customers to Project Professional 2010 from an older version of Project Standard. ? Response: Project 2010 offers attractive cross-sell and up-sell opportunities. How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Response: Project 2010 offers attractive cross-sell and up-sell opportunities. Opportunity 7: Incorporate Microsoft Software Assurance for Volume Licensing into your licensing solutions. ? How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Partner $ales Opportunities Upgrade Upsell Attach Selling Upgrades – your lowest hanging fruit More than 20 million Project users today At least 1/3* not covered by upgrade through Software Assurance (SA) or annuity Upselling can increase your revenue by up to 60%** US$400** in revenue per license when you upsell from Project Standard to Project Professional Attaching just ONE Project license to every 10 Office license sales can increase your revenue by 20%*** License revenue of 1 x Project Professional = 2 x Office Professional!** * Estimate base on % of FY10 non-annuity license sales only. Additional opportunity would be upgrading or renewing annuity licenses that have expired before eligibility for Project 2010 ** Based on Microsoft Project Professional 2007 and Microsoft Project Standard 2007 estimated retail pricing *** Based on Microsoft Office Professional 2007 and Microsoft Project 2007 estimated retail pricing How is selling Project 2010 going to increase my revenue? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2: Why Is Project 2010 easier to sell?

Question 2 Response: This is the biggest release of Project in over a decade. Reason 1: Product lineup in Project 2010 has clear differentiation and benefits. ? Why is Project 2010 easier to sell? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 2: Project Standard 2010 and Project Professional 2010 offer unique benefits to different customers and customer segments. ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 3: Project 2010 has better than ever integration with other Office applications. ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 4: Customers are more likely to upgrade if they believe Project 2010 enables effective project collaboration. ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 5: Customers moving to Windows 7 and Office 2010 want to upgrade to Project ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 6: The use of SharePoint for collaboration is credited as driving growth for Project. ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 7: Project 2010 can help your customers save money. ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 8: Customer success rates for critical projects are decreasing. ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 9: Think: "What strategic objectives did customer not accomplish due to failed or poorly run project ?" ? Why is Project 2010 easier to sell? Response: This is the biggest release of Project in over a decade. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3: Does Project 2010 incorporate the Office Ribbon?

Question 3 Response: Yes, Project 2010 does utilize the Office Ribbon. Reason 1: Commands are easier to find in Project ? Does Project 2010 incorporate the Office Ribbon? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 2: Simpler graphical menus and a familiar Office experience helps you easily manage projects. ? Does Project 2010 incorporate the Office Ribbon? Response: Yes, Project 2010 does utilize the Office Ribbon. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 3: Solution-oriented tabs have been brought to the surface for easy use. ? Does Project 2010 incorporate the Office Ribbon? Response: Yes, Project 2010 does utilize the Office Ribbon. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 4: Contextual tabs provide formatting options. ? Does Project 2010 incorporate the Office Ribbon? Response: Yes, Project 2010 does utilize the Office Ribbon. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 5: Context-sensitive actions are grouped to help you easily find the right command. ? Does Project 2010 incorporate the Office Ribbon? Response: Yes, Project 2010 does utilize the Office Ribbon. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 6: Relevant actions are presented without having to navigate through multiple menus. ? Does Project 2010 incorporate the Office Ribbon? Response: Yes, Project 2010 does utilize the Office Ribbon. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4: What is the Backstage View and how does it relate to the Office 2010 Ribbon?

Question 4 Reason 1: Backstage view gives a centralized space for all your file management tasks. ? What is the Backstage view and how does it relate to the Office 2010 Ribbon? Response: Backstage view gives quick access to important operations such as viewing document information, saving, printing, and sharing. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4 Response: Backstage view gives quick access to important operations such as viewing document information, saving, printing, and sharing. Reason 2: The options menu in Backstage view enables you to: create new tabs that bring together favorite commands customize existing tabs to fit your needs ? What is the Backstage view and how does it relate to the Office 2010 Ribbon? March 15, |Disti Bootcamp Learnings Review: IW + Client

Objection Handling - details on licensing and activation

Question 1: Which Project 2010 licensing model is best for my customers?

Question 1 Reason 1: Project Standard 2010 & Project Professional 2010 are desktop products for occasional & professional project managers. ? Response: For 4 or less licenses: Purchase via full-package product (FPP) For 5 or more licenses: Purchase via volume licensing (VL)  Provide options to customer on how best to license  Explain how simplified SKU lineup makes it easier to choose an edition Which Project 2010 licensing model is best for my customers? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Response: For 4 or less licenses: Purchase via full-package product (FPP) For 5 or more licenses: Purchase via volume licensing (VL)  Provide options to customer on how best to license  Explain how simplified SKU lineup makes it easier to choose an edition Reason 2: Project Standard 2010 is best for organizations that need: a simpler & more intuitive way to plan work to communicate more effectively to manage change with ease to get business results ? Which Project 2010 licensing model is best for my customers? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Reason 3: Project Professional is the most comprehensive solution All the features of Project Standard 2010 Team collaboration tools At-a-glance resource management ? Response: For 4 or less licenses: Purchase via full-package product (FPP) For 5 or more licenses: Purchase via volume licensing (VL)  Provide options to customer on how best to license  Explain how simplified SKU lineup makes it easier to choose an edition Which Project 2010 licensing model is best for my customers? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 1 Reason 4: Project Professional 2010 connects with Project Server ? Which Project 2010 licensing model is best for my customers? Response: For 4 or less licenses: Purchase via full-package product (FPP) For 5 or more licenses: Purchase via volume licensing (VL)  Provide options to customer on how best to license  Explain how simplified SKU lineup makes it easier to choose an edition March 15, |Disti Bootcamp Learnings Review: IW + Client

ProductProject Standard 2010Project Professional 2010 Client Access License Requirements CAL not required nor includedStandalone: CAL not required but included with each license If connecting to SharePoint Foundation 2010, users must be properly licensed for Windows Server. If connecting to Project Server:  Project Professional includes the required  Project Server CAL  SharePoint Standard CAL required  SharePoint Enterprise CAL required  SQL Server CAL required  Windows Server CAL required Dependencies  Office (2007 or later) recommended  Excel 2007 or later required for report editing  Office (2007 or later) recommended  Excel 2007 or later required for report editing Software Dependencies Question 1 ProductProject Standard 2010Project Professional 2010 Client Access License Requirements CAL not required nor includedStandalone: CAL not required but included with each license If connecting to SharePoint Foundation 2010, then users must be properly licensed for Windows Server. If connecting to Project Server: Project Professional includes the required Project Server CAL SharePoint Standard CAL required SharePoint Enterprise CAL required SQL Server CAL required Windows Server CAL required Dependencies Office (2007 or later) recommended Excel 2007 or later required for report editing Office (2007 or later) recommended Excel 2007 or later required for report editing Which Project 2010 licensing model is best for my customers? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2: My customer has Project Standard What Project 2010 product should they buy?

Question 2 Response: Project Standard 2010 & Project Professional 2010 are desktop products for occasional & professional project managers Both editions offer unique benefits to different customers Reason 1: Project Standard 2010 gives customers a new and easier way to manage projects. ? My customer has Project Standard What Project 2010 product should they buy? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client101 |

Question 2 Reason 2: Project Professional 2010 gives customers a powerful, visually enhanced way to manage a wide range of projects. ? Response: Project Standard 2010 & Project Professional 2010 are desktop products for occasional & professional project managers Both editions offer unique benefits to different customers My customer has Project Standard What Project 2010 product should they buy? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client102 |

Question 2 Reason 3: Project Professional 2010 delivers all of the new updates & visual enhancements of Project Standard 2010 and more. ? Response: Project Standard 2010 & Project Professional 2010 are desktop products for occasional & professional project managers Both editions offer unique benefits to different customers My customer has Project Standard What Project 2010 product should they buy? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client103 |

Question 2 Reason 4: Project Professional 2010 and Project Server 2010 together deliver unified project and portfolio management. ? My customer has Project Standard What Project 2010 product should they buy? Response: Project Standard 2010 & Project Professional 2010 are desktop products for occasional & professional project managers Both editions offer unique benefits to different customers March 15, 2011 Disti Bootcamp Learnings Review: IW + Client104 |

Question 2 Which version of Project is right for you?StandardProfessional Simplified navigation. New graphical menus and a more intuitive experience make every action easier. New timeline. With a clearer view of tasks, milestones, and phases, your timelines are easier to see and share. Flexible scheduling. The ability to choose the level of detail that’s right for your project helps you reduce complexity. At-a-glance resource management. Drag and drop functionality helps you visually create the right mix of resources. Easier collaboration. Now you can easily connect your teams with SharePoint Foundation 2010 synchronization or Project Server An “at-a-glance” view of the differentiation between editions: My customer has Project Standard What Project 2010 product should they buy? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client105 |

Question 3: How has VL activation changed in Project 2010 (and Office 2010 applications)?

Question 3 Reason 1: Volume Activation (VA) builds on Windows Vista and Windows Server ? Response: The new VL activation method in Project 2010 offers a flexible infrastructure. How has VL activation changed in Project 2010 (and Office 2010 applications)? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client107 |

Question 3 Reason 2: Flexible options for Volume Activation (VA) Key Management Services (KMS) Multiple Activation Key (MAK) ? Response: The new VL activation method in Project 2010 offers a flexible infrastructure. How has VL activation changed in Project 2010 (and Office 2010 applications)? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client108 |

Question 3 Reason 3: Virtual machines count toward the minimum requirement of 5 connected systems. ? Response: The new VL activation method in Project 2010 offers a flexible infrastructure. How has VL activation changed in Project 2010 (and Office 2010 applications)? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client109 |

Question 3 Reason 4: All information is private and not used by Microsoft or any other party. ? How has VL activation changed in Project 2010 (and Office 2010 applications)? Response: The new VL activation method in Project 2010 offers a flexible infrastructure. March 15, 2011 Disti Bootcamp Learnings Review: IW + Client110 |

Question 4: What are the system requirements for Project Standard 2010 and Project Professional 2010?

Question 4 ? What are the system requirements for Project Standard 2010 and Project Professional 2010 ? Response: Project Standard 2010 and Project Professional 2010 are offered in 32-bit and 64-bit versions. The 64-bit version offers expanded memory and the latest processors. See System Requirements for Project Standard 2010 and Project Professional 2010.System Requirements March 15, 2011 Disti Bootcamp Learnings Review: IW + Client112 |

Objection handling – managing customer objections

Question 1: My customers are happy using Project 2007 and Project What makes Project 2010 better?

Question 1 Reason 1: The familiar Office Ribbon makes finding and using your favorite tools simpler. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client115 |

Question 1 Reason 2: The new Office Backstage view lets you simply save, share, print, or publish your projects from one location. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client116 |

Question 1 Reason 3: Familiar Office features such as text wrapping, filtering, auto-complete, scroll & zoom save you time. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client117 |

Question 1 Reason 4: User-controlled scheduling brings together the flexibility & ease of Excel 2010 with the power of the Project Professional 2010 scheduling engine. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client118 |

Question 1 Reason 5: The new & visually enhanced Timeline View gives a clearer view of tasks, milestones, and phases. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client119 |

Question 1 Reason 6: At-a-glance resource management lets you drag & drop to effectively plan tasks. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client120 |

Question 1 Reason 7: You can connect your teams with SharePoint Foundation 2010 synchronization. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client121 |

Question 1 Reason 8: Add Project Server 2010 with Project Professional 2010 and enjoy unified project & portfolio management. ? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget My customers are happy using Project 2007 and Project What makes Project 2010 better? March 15, 2011 Disti Bootcamp Learnings Review: IW + Client122 |

Question 1 Reason 9: Older releases simply can’t compare in terms of saving time & effort, communicating, and collaborating effectively. ? My customers are happy using Project 2007 and Project What makes Project 2010 better? Response: Enhanced capabilities make using Project 2010 dramatically easier for the average Office user Simple & intuitive features enable teams of all sizes to deliver projects on time & budget March 15, 2011 Disti Bootcamp Learnings Review: IW + Client123 |

Question 2: My customers only use a small percentage of Project’s functionality. How can they benefit from the new version?

Question 2 Reason 1: Most end users within a business, when combined, use a large percentage of the functionality. ? Response: Project 2010 gives customers a powerful, visually enhanced way to effectively manage a wide range of projects & programs. My customers only use a small percentage of Project’s functionality. How can they benefit from the new version? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 2: Microsoft has added significant value to Project 2010 that is not available in alternative products. ? Response: Project 2010 gives customers a powerful, visually enhanced way to effectively manage a wide range of projects & programs. My customers only use a small percentage of Project’s functionality. How can they benefit from the new version? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 Reason 3: Project 2010 has better than ever integration with other Office applications. ? Response: Project 2010 gives customers a powerful, visually enhanced way to effectively manage a wide range of projects & programs. My customers only use a small percentage of Project’s functionality. How can they benefit from the new version? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 2 ? My customers only use a small percentage of Project’s functionality. How can they benefit from the new version? Response: Project 2010 gives customers a powerful, visually enhanced way to effectively manage a wide range of projects & programs. See Version Comparison for the full comparison with Project 2003 and Project 2007 desktop editions.Version Comparison March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3: How can I ask my customers to pay for something when they see “much cheaper” alternatives such as Basecamp or OpenProj on the market?

Question 3 Reason 1: More than 20 million people use Project worldwide Project is the most broadly used software to successfully manage projects ? Response: Project 2010 provides you with more product functionality & better software than free alternatives. How can I ask customers to pay for something when they see “much cheaper” alternatives such as Basecamp or OpenProj on the market? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 2: Employer hiring criteria includes finding candidates who know how to utilize Project. ? Response: Project 2010 provides you with more product functionality & better software than free alternatives. How can I ask customers to pay for something when they see “much cheaper” alternatives such as Basecamp or OpenProj on the market? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 3: Most project & portfolio management vendors integrate with Project Professional 2010 directly. ? Response: Project 2010 provides you with more product functionality & better software than free alternatives. How can I ask customers to pay for something when they see “much cheaper” alternatives such as Basecamp or OpenProj on the market? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 4: OpenProj does not necessarily preserve formatting, calculations, layout, or macros, making sharing documents unreliable. ? Response: Project 2010 provides you with more product functionality & better software than free alternatives. How can I ask customers to pay for something when they see “much cheaper” alternatives such as Basecamp or OpenProj on the market? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 3 Reason 5: Microsoft provides significant resources, help how-to videos, & online help in addition to technical support. ? How can I ask customers to pay for something when they see “much cheaper” alternatives such as Basecamp or OpenProj on the market? Response: Project 2010 provides you with more product functionality & better software than free alternatives. March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4: Will upgrading to Project 2010 involve a lot of expensive & time-consuming end-user training?

Question 4 Reason 1: With significant updates & visual enhancements, Project 2010 delivers an intuitive & easier way to simplify planning, collaboration, and resource allocation. ? Response: Project 2010 is dramatically easier to use for the average Office user Broadened functionality can meet the needs of a variety of end users Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4 Reason 2: Project 2010 utilizes the Office Ribbon, making it easier to get started & keep going. ? Response: Project 2010 is dramatically easier to use for the average Office user Broadened functionality can meet the needs of a variety of end users Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4 Reason 3: Predefined templates in Project 2010 give you a quick start by pre-populating a new project with organized tasks & role-based assignments. ? Response: Project 2010 is dramatically easier to use for the average Office user Broadened functionality can meet the needs of a variety of end users Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4 Reason 4: Project 2010 brings together the flexibility & ease of a tool such as Excel with the power of the Project scheduling engine. ? Response: Project 2010 is dramatically easier to use for the average Office user Broadened functionality can meet the needs of a variety of end users Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4 Reason 5: With more than 20 million users, Microsoft’s Project community is thriving – facilitating instructor led & online training opportunities at little to no cost. ? Response: Project 2010 is dramatically easier to use for the average Office user Broadened functionality can meet the needs of a variety of end users Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4 Reason 6: Microsoft and its partners provide significant resources, help how-to videos, & online help in addition to technical support. Go to to learn more and find resources. ? Response: Project 2010 is dramatically easier to use for the average Office user Broadened functionality can meet the needs of a variety of end users Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 4 Reason 7: You will get more out of your Software Assurance program. ? Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training? Response: Project 2010 is dramatically easier to use for the average Office user Broadened functionality can meet the needs of a variety of end users March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 5: My customer wants to wait for a service pack. They think a new release takes time to deploy and causes issues. What’s different about this release?

Question 5 Reason 1: Product quality is the most important product feature of this release. Overwhelmingly, customers are choosing to deploy Project 2010 today. ? My customer wants to wait for a service pack. They think a new release takes time to deploy & causes issues. What’s different about this release? Response: Microsoft made improvement based on:  3 years of customer feedback.  Deep engagements with customers & partners through TAP (Technology Adoption Program) as well as PAC (Partner Advisory Council) March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 6: My customer is thinking about upgrading to Project Standard Why should they consider Project Professional 2010 instead?

Question 6 Reason 1: Project Standard 2010 gives customers a new & easier way to simply be more productive & successfully complete all types of projects. ? Response: Project Standard 2010 & Project Professional 2010 offer unique benefits to different customers, enabling customers to choose the edition that’s right for them. My customer is thinking about upgrading to Project Standard Why should they consider Project Professional 2010 instead? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 6 Reason 2: Project Professional 2010 delivers: all of the updates & visual enhancements of Project Standard 2010 at-a-glance resource management team collaboration tools using SharePoint 2010 unified project & portfolio management by adding Project Server 2010 ? Response: Project Standard 2010 & Project Professional 2010 offer unique benefits to different customers, enabling customers to choose the edition that’s right for them. My customer is thinking about upgrading to Project Standard Why should they consider Project Professional 2010 instead? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 6 Reason 3: Project Professional 2010 connects with any version of SharePoint 2010 enabling effective project collaboration. ? Response: Project Standard 2010 & Project Professional 2010 offer unique benefits to different customers, enabling customers to choose the edition that’s right for them. My customer is thinking about upgrading to Project Standard Why should they consider Project Professional 2010 instead? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 6 Reason 4: Customers can utilize the Team Planner in Project Professional 2010 to simplify complex resource scenarios & optimize people, materials, and cost resources. ? Response: Project Standard 2010 & Project Professional 2010 offer unique benefits to different customers, enabling customers to choose the edition that’s right for them. My customer is thinking about upgrading to Project Standard Why should they consider Project Professional 2010 instead? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 6 ? Response: Project Standard 2010 & Project Professional 2010 offer unique benefits to different customers, enabling customers to choose the edition that’s right for them. See Edition Comparison for the full comparison of Project Standard 2010 and Project Professional 2010 desktop.Edition Comparison My customer is thinking about upgrading to Project Standard Why should they consider Project Professional 2010 instead? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 6 My customer is thinking about upgrading to Project Standard Why should they consider Project Professional 2010 instead? Which version of Project is right for you?StandardProfessional Simplified navigation. New graphical menus and a more intuitive experience make every action easier. New timeline. With a clearer view of tasks, milestones, and phases, your timelines are easier to see and share. Flexible scheduling. The ability to choose the level of detail that’s right for your project helps you reduce complexity. At-a-glance resource management. Drag and drop functionality helps you visually create the right mix of resources. Easier collaboration. Now you can easily connect your teams with SharePoint Foundation 2010 synchronization or Project Server March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 7: My customer doesn’t see the value of Software Assurance for Project. What are they getting other than new version rights?

Question 7 Reason 1: All SA benefits are covered by the same even payments, making it easy to budget & simpler to administer. ? Response: In addition to helping budget for technology upgrades, SA provides access to the security, reliability, & productivity advances of the latest Microsoft programs. My customer doesn’t see the value of Software Assurance (SA) for Project. What are they getting other than new version rights? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 7 Reason 2: Individuals in the organization benefit from the software & training they need. ? Response: In addition to helping budget for technology upgrades, SA provides access to the security, reliability, & productivity advances of the latest Microsoft programs. My customer doesn’t see the value of Software Assurance (SA) for Project. What are they getting other than new version rights? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 7 Reason 3: With SA, the organization has access to the latest technology when needed and can choose to spread payments throughout the year. ? Response: In addition to helping budget for technology upgrades, SA provides access to the security, reliability, & productivity advances of the latest Microsoft programs. My customer doesn’t see the value of Software Assurance (SA) for Project. What are they getting other than new version rights? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 7 Reason 4: SA provides access to Microsoft support professionals, resources, and tools to help deploy software & problem resolution support. ? Response: In addition to helping budget for technology upgrades, SA provides access to the security, reliability, & productivity advances of the latest Microsoft programs. My customer doesn’t see the value of Software Assurance (SA) for Project. What are they getting other than new version rights? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 7 Reason 5: With SA, organizations can deploy software efficiently, monitor errors, and access Windows source code. ? Response: In addition to helping budget for technology upgrades, SA provides access to the security, reliability, & productivity advances of the latest Microsoft programs. My customer doesn’t see the value of Software Assurance (SA) for Project. What are they getting other than new version rights? March 15, |Disti Bootcamp Learnings Review: IW + Client

Question 7 Reason 6: SA provides access to many levels of training in instructor-led courses & e-learning. ? My customer doesn’t see the value of Software Assurance (SA) for Project. What are they getting other than new version rights? Response: In addition to helping budget for technology upgrades, SA provides access to the security, reliability, & productivity advances of the latest Microsoft programs. March 15, |Disti Bootcamp Learnings Review: IW + Client

Up-sell opportunities for SMB segment

Overview of key opportunities Project is viewed as the standard project management application Customers have familiarity with the application Project has wide adoption and appeal March 15, |Disti Bootcamp Learnings Review: IW + Client

Overview of key opportunities Consider the whole organization: Marketing Department – Campaigns – Product Launches Facilities Department – Office moves / refurbishments Product Development – Bringing a product to market IT Department – Software / Hardware deployments HR Department – New Hires/ Training March 15, |Disti Bootcamp Learnings Review: IW + Client

Overview of key upgrade opportunity from Project 2003 to Project 2010 March 15, |Disti Bootcamp Learnings Review: IW + Client 70% of SMB customers are on Project 2003 or older Most [customers] agree it is time to upgrade from Project 2003 More people will upgrade if they know of project collaboration It’s a great opportunity to cross-sell Project Server 2010

Overview of key up-sell opportunity 70% of SMB customers on Project 2003 or older 88% of SMSP customers are using Project Standard 2003 or older Customers agree it’s time to upgrade/upsell discussion from Project Standard to Project Professional March 15, |Disti Bootcamp Learnings Review: IW + Client

164 Migration opportunities To learn more: Go to: or For SharePoint Foundation 2010 deployment: March 15, 2011 Disti Bootcamp Learnings Review: IW + Client

Cross-sell opportunities for SMB segment

166 Cross-sell opportunities: attach to SharePoint 2010 Connect teams with SharePoint 2010 task list and status synchronization Convert SharePoint lists into a project plan Easily update project plans and improve project velocity March 15, 2011 Disti Bootcamp Learnings Review: IW + Client

167 Cross-sell opportunities: attach to Office Offers familiar Office experience Saves effort with Excel-like ease Provides copy and paste capabilities with other Office apps. Maintains fidelity when copy and paste from Project to Office Comes with new Office Backstage view March 15, 2011 Disti Bootcamp Learnings Review: IW + Client

168 Cross-sell opportunities: attach to Visio Project works well with Visio 70% of customers who buy Visio buy Project. March 15, 2011 Disti Bootcamp Learnings Review: IW + Client

Real-life scenarios Customer success videos: March 15, |Disti Bootcamp Learnings Review: IW + Client

Resources

Sales and marketing resources To learn more about Project 2010, go to Or visit: What’s New Top 10 Benefits Version Comparison Edition Comparison Product Guide Get the Free Trial! March 15, |Disti Bootcamp Learnings Review: IW + Client

Microsoft project and portfolio management competency resources To find Microsoft Project and Portfolio Management competency resources, go to March 15, |Disti Bootcamp Learnings Review: IW + Client

173 Training resources To find training, go to Project Ribbon Guide Project 2010 Help March 15, 2011 Disti Bootcamp Learnings Review: IW + Client

Events, webinars, and webcasts To find events including free webinars and webcasts, go to March 15, |Disti Bootcamp Learnings Review: IW + Client

175 Customer success stories March 15, 2011 Disti Bootcamp Learnings Review: IW + Client

Online technical communities To find online technical communities go to: March 15, |Disti Bootcamp Learnings Review: IW + Client

Popular blog posts Official Project Blog Project Support Blog Latest EPM News Dedicated to Project Partners EPM Content Publishing News Project Programmability Project Server TechNet Forum Project Desktop TechNet Forum MPUG Blog Visit the Project TechNet Forum for Project 2010 ProfessionalProject TechNet Forum Visit the Project TechNet Forum for Project Server 2010Project TechNet Forum March 15, |Disti Bootcamp Learnings Review: IW + Client

© 2009 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.

© 2009 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.