1. Agenda: BPIO Partner Sales Readiness Workshop
Day 1:
Business Productivity Infrastructure Optimization (BPIO) campaign
We will introduce partners to the concepts of BPIO. They will understand the
Current market and the opportunities in the market.
Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic).
Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion.
Time
Module
Description
8:00 a.m. – 9:00 a.m.
Breakfast and networking
9:00 a.m. – 9:30 a.m.
1 - Introduction
Overview of the workshop providing guidelines and agenda of the program
9:30 a.m. – 10:00 a.m.
2 - Market Overview & Partner Opportunity
Overview of the current market and partner opportunities within the market
10:00 a.m. – 11:00 a.m.
3 - Business Decision-Maker (BDM) campaign
Overview to the BDM campaign
11:00 a.m. – 12:00 p.m.
4 - BPIO Campaign and Maturity Model
Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool
12:00 p.m. – 1:00 p.m Lunch Break
1:00 p.m. – 2:00 p.m.
4 - BPIO Campaign and Maturity Model
2:00 p.m. – 3:30 p.m.
5 - CES Methodology and Co-Engaging with Microsoft
Overview of the CES methodology as well as resources for engaging with Microsoft
3:30 p.m. – 4:30 p.m.
6 - Microsoft Enterprise Search
Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign
Slide Objective: CES Methodology and Co-Engaging with Microsoft
Target Module Duration: 90 minutes
Talking Points/Notes: This is Module 5 in Day 1 of the BPIO Partner Sales Readiness Workshop

2. Slide Objective: This welcome deck is designed to be used when all the modules will be presented sequentially, not as individual modules. Each module’s PowerPoint deck also has its own agenda and learning objectives so they can be presented individually when appropriate.
Talking Points/Notes:
Welcome participants to the module and go over any logistics related to the training.
As the facilitator, introduce yourself and share your background to establish credibility with the audience.
Time permitting, have participants introduce themselves and their organizations.

3. Module 5 – Learning Objectives
Microsoft Solution Selling Process (MSSP)
Overview of Customer Engagement Solutions
Customer Engagement Solutions (CES) Process
CES Methodology
Solution Briefing (SB)
Architecture Design Session (ADS)
Group Discussion
Resources, Offers and Sales Tools
Slide Objective: The learner will understand the format and purpose of this module.
Talking Points/Notes: Review the learning objectives and topics covered in this module.

4. Advancing the Sale with Customer Engagement Solutions
Business Productivity Infrastructure Optimization Campaign

5. Microsoft’s Support For Customer-Centric Solution Selling
Business Context
Knowledge
Business Context
Knowledge
Methodology
Alignment
Methodology
Alignment
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution
Selling and Delivery
Slide Objective: Microsoft’s Support for Solution Selling
Talking Points/Notes: In this module, we will focus on the Methodology Alignment/Customer Engagement Solutions
Technology Depth and Integration
TDM IO Campaigns: BPIO 5

6. Customer Engagement Solutions Methodology
Opportunity Management
Prospect
Qualify
Develop
Solution
Proof
Close
Architecture Design Session
Slide Objective: The learner will understand CES and MSSP
Talking Points/Notes:
What Is a Customer Engagement Solution?
Customer Engagement Solutions (CES) are driven by a Microsoft team that develops the methodology and tools for the Microsoft field and Partners to effectively engage with customers.
Aligned with the Microsoft Solution Sales Process (MSSP), it provides guidance to close software and services engagements:
Solution Definition
Briefing
Architectural Design Session (ADS)
Proof of Concept (POC) Project
Pilot Project
A CES is a campaign and capability-specific package of methodology, content, and tools for use during customer engagements for consistent opportunity management.
Enabling the effectiveness in the sales cycle
Standardized Customer Engagement Methodology
Allows to identify the right approach to develop the best solution for the customer
Provides clear guidance on “how to” deliver consistent customer engagements
Provides full alignment with the customer “Account Planning maturity level outcome” by considering it as a baseline starting point
Complements MSSP with detail guidance, customer deliverables and verifiable outcomes
Fully integrated with FY07 Customer Campaigns
Provides capability/workload specific guidance, content and tools for the Infrastructure Optimization campaigns (Core, IW and App plat)
Support build the case for investing in IT Capabilities
Searchable knowledge base by role, customer campaign, engagement type, workload, sales cycle stage, product, content type, etc
Solution Development
Solution Briefing
Proof of Concept
Standardized Customer Engagement Methodology and Customer Deliverables
BV and Technical Content (i.e., case studies, battle cards)
BV and Technical Tools (i.e., ROI calculator demos)
CES Package 6

7. Opportunity Management
Dual Entry Points From Sales And Marketing Customer engagement solutions
Opportunity Management
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Solution Briefing
(BDM Scenario
Centric)
ADS (BDM
Scenario Centric)
BDM Initiated
Opportunity
Slide Objective: Entry Points for CES
Talking Points/Notes:
BPIO Profiling is what is happening right now
The more educated you are on the current state of the business, you can have a better conversation w/ the customer
You will have a BDM and/or TDM conversation
BDM – Paint the value proposition (ex: the sales team can’t get the info they need)
Solution briefing: BDM (ex: sales automation) and TDM (capability conversation); plan on 4 hours to 1 full day for the briefing
ADS – brief the BDMs, then get the tech team involved
POC – you may or may not do; do what is best for your situation; if there is a certain tech challenge, then do the POC so you can move on
BPIO Profiling/
Marketing Activities
(Microsoft or Partner)
Proof of
Concept
Solution Briefing
(BPIO Capability
Centric)
ADS (BPIO
Capability Centric)
TDM Initiated
Opportunity 7

8. Solution Briefing Workshop
ERM Solution Briefing
Solution Briefing Workshop
Set Context
Solution Overview
Process Analysis
Business Value
Solution Vision
Relevant Challenges (Key Pains)
Review Existing Process
Discuss “Relevant Capabilities” from Demo
Create Desired State Process Flow (Leverage Template
Discuss Benefits to Business for Relevant Capabilities
High Level Value to Business Discussion
High Level Process Pains
Demo (Click through demo)
Slide Objective: The learner will understand what Solution Briefing Workshop.
Talking Points/Notes:
Set Context (Challenges and Pains, High Level Capabilities)
The session should be initiated with a contextual discussion regarding the pains and challenges of the organization.
Presenters should lead discussions to identify the key pains in the technology and take into account the audience profile to highlight the most relevant pains and challenges.
Solution Overview (Demo)
This describes and illustrates the solution capabilities through click through demo corresponding to the challenges and pains identified.
Choose an appropriate solution demo that will match the customer’s requirements and profile.
Capability Analysis (Identify Relevant Capabilities)
Discuss and document the current and desired processes in detail. This leads to the identification of Infrastructure Optimization levels and relevant transitions.
Business Value (High Level Value to Business Discussion)
Highlights the business benefits derived from various transitions identified utilizing BPIO model and discussions. The BPIO model allows identification of required transitions between Optimization levels for each of the capabilities and sub-capabilities. Transitions are shown for each of the sub capabilities.
Capability Vision (Discuss and Align Capabilities and Benefits)
This helps visualize the solution capabilities identified via illustrations from the sample solution.
Identify Relevant Capabilities (Using BPIO)
Align Benefits and Capabilities to build Solution Vision
© 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 8

9. Architecture Design Session (ADS) Framework
Windows Embedded Design Review
April
Architecture Design Session (ADS) Framework
Set Context
Solution Overview
Process Analysis
Business Value
VPC Based Demo
Point Out Technologies For Relevant Capabilities
Discuss “Relevant Capabilities” from Demo
Develop Conceptual/ Logical Architecture
Develop Scope and Specifications for POC
Slide Objective: Architecture Design Session Framework: Architecture Design Session Process Recommendations for Business Intelligence
Talking Points/Notes:
Solution Overview
This section of the presentation describes and illustrates the solution capabilities corresponding to the challenges and pains identified.
VPC-Based Demo
In this stage the solution-specific VPC-based demo is presented to the audience.
Technology Overview
This section shows what IW/BP technologies are needed to enable the required business services. After the process is defined we can then proceed to see what business services and benefits are identified using BPIO model.
Point Out Technologies For Relevant Capabilities
Infrastructure maturity levels and relevant transitions are identified here with respect to the solution. This part also shows the capabilities and
associated business benefits obtained as the process improvement leads the organization to a higher maturity level. It also shows the
technologies used for the process improvements.
Architecture Discussion
This section finalizes and frames the conceptual and logical architecture along with the layered physical architecture.POC Planning – Discuss scope and specifications for POC
Develop Conceptual/Logical Architecture
The process flow developed in SB is finalized through development of Conceptual and Logical architectures.
Proof Of Concept Planning
It discusses the business processes that are being addressed and the consequences of the new solution along with the kind of technology
infrastructure the client has. This discussion helps to create a picture of how much change will entail if POC is ever turned into a production system
Discuss Technologies
Vision Scope Input from Solution Briefing
© 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 9

10. Drive, Win, Grow With BPIO Customer engagement solutions support and guidance
ECM – ERM Ent. Records Management
SB Workshop
SB Delivery Guide
ADS Workshop
ADS Delivery Guide
UCC – ISP
BI – ISMR
Slide Objective:
Talking Points/Notes: We will provide you with the acronyms 10

11. Drive, Win, Grow With BPIO BPIO Technical Demonstration Toolkit
All up IW (with ECM)
BPIO ADS
Microsoft Enterprise Search
BPIO – BI with Hands on Labs (HoL)
UCC – Day in the Life
Retail
Healthcare
Federal Disaster Management
IT Governance (Flash demo only)
Slide Objective:
Talking Points/Notes:

12. Drive, Win, Grow With BPIO SharePoint Server 2007 Migration Planning and Resources DVD
Why Migrate to SharePoint
Getting Started
Planning Guides
How to Migrate from…
Upgrading to…
Microsoft ISV Partners
Slide Objective:
Talking Points/Notes: SharePoint Server does not come out until 2007, so what does the customer do today? MS will have some capabilities in the platform and MS intends to inter-operate (not rip and replace). 12

13. Drive, Win, Grow With BPIO ISV Partner Showcase
The latest ISV solutions for 2007 Office system
Solution Profiles
Sales Sheets as available
ISV contact information
List some of the things that will be available in the DVD set. 13

14. Co-Engaging With Microsoft
Business Productivity Infrastructure Optimization Campaign 14

15. Microsoft Field Roles And Responsibilities
The Microsoft Enterprise and Partner Group (EPG) focuses on two customer segments
Corporate accounts (500-1,000 employees or computers)
Major accounts – (More than 1,000 employees or computers)
The Microsoft Small and Midsize Solutions and Partner Group (SMS&P) focuses on the following two customer segments
Slide Objective: Provide overview on Field Roles and Responsibilities for EPG and SMS&P groups
Talking Points/Notes: You need to understand the MS Field Roles and Responsibilities so you can get involved.
Small businesses (< 25 employees or computers)
Midsize businesses ( employees or computers) 15 15 15

16. Microsoft Field Roles And Responsibilities
The Microsoft field worldwide is organized into five main groups
Partner Team Unit (PTU)
Is measured on both Partner satisfaction and the revenue they drive with and through Partners
Drives Partner solution segmentation and selection
Account Team Unit (ATU)
Maintains annual account plans for major and corporate accounts
Works at the executive level with customers and with Partners to propose joint solutions to customers
Specialist Team Unit (STU)
Supports the ATU and manages specific sales opportunities
Helps drive sales process through product and solution knowledge
Industry Unit
The Industry Unit Is responsible for driving sales in the top industries
Microsoft Consulting Services (MCS)
Slide Objective: Outline 5 main groups of Microsoft’s worldwide filed org
Talking Points/Notes: Again, be sure you understand the MS Field. It will help you get better involved. 16 16 16

17. Microsoft Field Execution Model And Partner Role
Sales
Gap Analysis
Growth Strategy
Profile
Account Planning: Account Discovery and Profiling based on Information Worker maturity model
Opportunity Management
Prospect
Qualify
Develop
Solution
Proof
Close
Partner
Slide Objective: High level overview to answer: How do customer campaigns work?
Talking Points/Notes:
Core maturity model: Capabilities
What does Microsoft provide?
Account Profiling and Opportunity Identification: A maturity model and profiling questions to select best opportunity
Campaigns value props: Pitches to engage customers on value propositions and generate leads
Tools to advance sales opportunities on solution areas: Sales/ Partner accelerate opportunities using Customer Engagement Solutions
Account Profiling and Opportunity Identification
Campaigns value props
Tools to advance sales opportunities on solution areas
AM, ATS, TAM, ESC, SSP-IW, SSP-AppPlat
Architecture Design Session
Solution Development
Solution Briefing
Proof of Concept
Marketing
Demand Generation
Awareness
Partner
AM, ATS, SSP-IW
Partner
SSP-IW Partners
Partner
STU-SSP Partners
Partner
STU-TSP Partners
Subsidiary Marketing
Partner 17 17

18. Sales Process: Profile, Gap Analysis, Growth Strategy
STEP 1: Profile Conduct discovery
Infrastructure Optimization Models
STEP 2: Gap Analysis
Analyze discovery results and identify potential opportunities
Internal Discussion/ Microsoft View
BPIA - Internal Discussion/ Partner View
Enter opportunities into Siebel
AP – SSP AP
BP – SSP IW
Core Infra – ATS
Slide Objective: The learner will understand the Field Execution Process: EPG only; SMS&P is very different.
Talking Points/Notes:
Opportunities will be around Business Value/Benefit, Strategic/Tactical technology play, competitive, revenue focused. Then, a number of these would be retained/MS-led and others would go to Partner/PTU/PAM.
STEP 3: Growth Strategy Agree Account plan with Customer
Microsoft Opportunities
Joint review list of customer opportunities
Partner Opportunities
Partner/MCS Opportunity
Leverage Customer Engagement Solutions
Partner/MCS Opportunity
Leverage EPG Ecosystem
Opportunity Management/ MSSP 18

19. Field Sales And Partner Engagement
Drive opportunity
Leverage this strategy in the context of your business, independently of Microsoft!
Engage with Microsoft
Help account teams in Discovery Phase
The BPI Analyzer is based on the same questions and model as EPG profiler
Assist with deeper assessments once initial discovery happens
Work with account teams to prioritize projects and solidify account plans
Deployment and ongoing maintenance
Slide Objective:
Talking Points/Notes: We want you to engage w/ the Field independently
Microsoft’s profiling is very product centric;; You have the service and business orientation to have deeper conversations 19 19 19

20. Microsoft Consulting Services (MCS)
Microsoft Services grows the market for Microsoft platform and associated services, the majority of which are delivered by Partners
In the fiscal year of 2006, 78% of Microsoft Consulting Services’ revenue was derived from customer projects in which Microsoft was working with a Partner to deliver services
These engagements offer an opportunity to create and share best practices, build strong relationships, and promote on-going Partner services to customers
Slide Objective: The learner will understand the Support step in MSSP
Talking Points/Notes:
Microsoft Services grows the market for Microsoft platform and associated services, the majority of which are delivered by Partners
In FY06, 78% of Microsoft Services revenue was derived from customer projects in which Microsoft was working with a Partner to deliver services
These engagements offer an opportunity to create and share best practices, build strong relationships, and promote on-going Partner services to customers 20 20 20

21. Best Practices For Co-Engaging With Microsoft
Map Partner solutions to Microsoft sales priorities and product groups, such as the Business Productivity Infrastructure Optimization (BPIO) Campaign
Build relationships with Microsoft peers such as the Partner Account Manager (PAM)
Understand Microsoft field motivators
Take advantage of Microsoft co-marketing opportunities
Slide Objective: The learner will understand the Support step in MSSP
Talking Points/Notes:
Map Partner solutions to Microsoft sales priorities and product groups, such as the BPIO Campaign
Build relationships with Microsoft peers such as the PAM
Understand Microsoft field motivators – understanding the compensation-based incentives for Microsoft roles will help to identify the appropriate Microsoft individuals to engage with
Take advantage of co-marketing opportunities; Microsoft commonly co-markets with with Partners at the regional and local levels 21 21 21

22. Microsoft Field Execution Model And Partner Role
Opportunity Management
Prospect
Qualify
Develop
Solution
Proof
Close
Architecture Design Session
Slide Objective: High level overview to answer: How do customer campaigns work?
Talking Points/Notes:
Core maturity model: Capabilities
What does Microsoft provide?
Account Profiling and Opportunity Identification: A maturity model and profiling questions to select best opportunity
Campaigns value props: Pitches to engage customers on value propositions and generate leads
Tools to advance sales opportunities on solution areas: Sales/ Partner accelerate opportunities using Customer Engagement Solutions
Account Profiling and Opportunity Identification
Campaigns value props
Tools to advance sales opportunities on solution areas
Solution Development
Solution Briefing
Proof of Concept
Partner
AM, ATS, SSP-IW
Partner
SSP-IW Partners
Partner
STU-SSP Partners
Partner
STU-TSP Partners 22 22

23. Solution Briefing Workshop
ERM Solution Briefing
Solution Briefing Workshop
Set Context
Solution Overview
Process Analysis
Business Value
Solution Vision
Relevant Challenges (Key Pains)
Review Existing Process
Discuss “Relevant Capabilities” from Demo
Create Desired State Process Flow (Leverage Template
Discuss Benefits to Business for Relevant Capabilities
High Level Value to Business Discussion
High Level Process Pains
Demo (Click through demo)
Slide Objective: The learner will understand what Solution Briefing Workshop.
Talking Points/Notes:
Set Context (Challenges and Pains, High Level Capabilities)
The session should be initiated with a contextual discussion regarding the pains and challenges of the organization.
Presenters should lead discussions to identify the key pains in the technology and take into account the audience profile to highlight the most relevant pains and challenges.
Solution Overview (Demo)
This describes and illustrates the solution capabilities through click through demo corresponding to the challenges and pains identified.
Choose an appropriate solution demo that will match the customer’s requirements and profile.
Capability Analysis (Identify Relevant Capabilities)
Discuss and document the current and desired processes in detail. This leads to the identification of Infrastructure Optimization levels and relevant transitions.
Business Value (High Level Value to Business Discussion)
Highlights the business benefits derived from various transitions identified utilizing BPIO model and discussions. The BPIO model allows identification of required transitions between Optimization levels for each of the capabilities and sub-capabilities. Transitions are shown for each of the sub capabilities.
Capability Vision (Discuss and Align Capabilities and Benefits)
This helps visualize the solution capabilities identified via illustrations from the sample solution.
Identify Relevant Capabilities (Using BPIO)
Align Benefits and Capabilities to build Solution Vision
© 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 23

24. Architecture Design Session Framework
Windows Embedded Design Review
April
Architecture Design Session Framework
Set Context
Solution Overview
Process Analysis
Business Value
VPC Based Demo
Point Out Technologies For Relevant Capabilities
Develop Conceptual/ Logical Architecture
Develop Scope and Specifications for POC
Discuss “Relevant Capabilities” from Demo
Discuss Technologies
Slide Objective: Architectural Design Session Framework: Architecture Design Session Process Recommendations for Business Intelligence
Talking Points/Notes:
Solution Overview
This section of the presentation describes and illustrates the solution capabilities corresponding to the challenges and pains identified.
VPC-Based Demo
In this stage the solution-specific VPC-based demo is presented to the audience.
Technology Overview
This section shows what IW/BP technologies are needed to enable the required business services. After the process is defined we can then proceed
to see what business services and benefits are identified using BPIO model.
Point Out Technologies For Relevant Capabilities
Infrastructure maturity levels and relevant transitions are identified here with respect to the solution. This part also shows the capabilities and
associated business benefits obtained as the process improvement leads the organization to a higher maturity level. It also shows the
technologies used for the process improvements.
Architecture Discussion
This section finalizes and frames the conceptual and logical architecture along with the layered physical architecture.POC Planning – Discuss scope and specifications for POC
Develop Conceptual/Logical Architecture
The process flow developed in SB is finalized through development of Conceptual and Logical architectures.
Proof Of Concept Planning
It discusses the business processes that are being addressed and the consequences of the new solution along with the kind of technology
infrastructure the client has. This discussion helps to create a picture of how much change will entail if POC is ever turned into a production system
Vision Scope Input from Solution Briefing
© 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 24

25. Microsoft Partner Program Information Worker Competencies
Business Productivity Infrastructure Optimization Campaign 25

26. Competency Level Information worker competency alignment in FY ’08
Perception Campaign
People_Ready Business
Business Decision Maker Campaigns
BDM
Audience
Build
Customer
Connections
Drive
Business
Performance
Find, Use, Share Information
Improve
Compliance
Information Worker Solution Showcase
Business Productivity Infrastructure Campaigns
Slide Objective: Customer campaigns: Microsoft Office system 2007 Campaign Focus
Talking Points/Notes:
Microsoft Office system 2007 Campaign focuses on the following 4 sets\categories:
Perception Campaign
Office System 2007 as the product for “People Ready” business
BDM
Build customer connections
Improve Compliance
Drive Business Performance
TDM
Communication & Collaboration
Enterprise Content Management
Business Intelligence
IW Competency
Unified communications
ECM & forms
Search
Data visualization
EPM
Performance management
Smart client development
Deployment
TDM
Audience
Unified
Communication and Collaboration
Enterprise
Content
Management
Business
Intelligence
Portals and Collaboration
Information Worker
Competency
Unified
Comms
ECM and
Forms
Search*
Data
Visualization
EPM
Performance
Management
Office Smart Client Development
Deployment
2007 Microsoft Office system Programs, Servers, Services

27. Microsoft Competencies Build Customer Confidence In Partners
Scale
IO Opportunities
Core Infrastructure
Information Work Solutions
Networking and Advanced Infrastructure
Security Solutions
Business Productivity Infrastructure
Data Management Solutions
Application Platform Infrastructure
Custom Development Solutions
Business Process and Integration
Independent Solution Vendor Solutions
Capacity
Slide Objective: The learner will understand why partners are crucial in implementing the BPIO Maturity Model
Talking Points/Notes:
Expertise 27

28. Information Worker Solutions Competency Benefits
9/10/ :43 PM
Information Worker Solutions Competency Benefits
Information Worker Competency provides tangible partner benefits and readiness infrastructure
Only Information Worker Competent partners receive exclusive access to content and offers recognizing their investments in the Information Worker business
Access to co-marketing and BIF investments
New partner readiness assets focused on Office 2007 technologies and customer scenarios will become available to Information Worker Competent partners onwards
Slide Objective: The learner will understand the Microsoft Partner Program & IW Competency
Talking Points/Notes:
(For Partner Session, encourage them to sign up using this slide, if they are not competent already – audience will be a mix no doubt. For Internal, emphasize that this the only program we use, and we’re moving towards ONLY engaging with IW Competent Partners)
With the broader range of potential Office solutions that 2007 offers, its vital that we have a Partner Program that supports partner needs; the Information Worker Solutions Competency within the Microsoft Partner Program will continue to be the one worldwide program we use.
We continue to develop the program to meet Partner Requirements
The IW Competency consists of a series of specializations (or routes) towards the competency – the specializations CURRENTLY are: Messaging and Collaboration, EPM, Portals and ECM, Deployment and Office Smart Client Developer.
Overall for IW competent partners, and specifically for each specialization we provide tangible partner benefits (additional SW, Access to exclusive markeitng materials) as we as readiness infra
Exclusive Access to Content and Offers – for example around key GTMs (use OSS example)
Microsoft currently working hard on additional support for partners focused on Office 2007 – for example workshops, technical partner readiness kits
Upcoming Information Worker Competency Specializations:
Data Visualization If your expertise involves creating, deploying, and customizing solutions that enable customers to construct business data and processes in graphical formats, then attaining this upcoming specialization will help build your business.
Enterprise Content Management (ECM) and Forms This upcoming specialization will be tailored to support Microsoft Office SharePoint Server, Windows SharePoint Services, the Microsoft Office 2007 system, and the Windows Server system.
Enterprise Project Management Learn how the upcoming Enterprise Project Management specialization can help you maximize productivity and cost-effectiveness for your clients while getting your share of a US$10 billion partner services opportunity.
Office Solutions Development Use XML and Web Services to benefit from a US$30 billion* partner services opportunity by creating solutions that integrate data taken from many sources into the familiar user interfaces of the Microsoft Office System.
Office Systems Deployment Provide solutions to clients wishing to upgrade to the latest version of programs in the Microsoft Office System and take advantage of a US$33 billion* partner services opportunity.
Performance Management Develop and deploy offerings based on Microsoft Performance Management (CPM) solutions by expanding your expertise with this upcoming specialization.
Portals and Collaboration Leverage your expertise in developing and deploying collaboration solutions based on components of the Microsoft Office system and Windows Server system.
Search Take advantage of the opportunity to improve the search experience for your customers across the desktop, network, and Web — thereby helping them drive substantial increases in productivity.
Unified Communications This upcoming specialization covers technology areas such as gateways, media servers, network monitoring, middleware and end points, and telephony. 28

29. Microsoft’s Support For Customer-Centric Solution Selling
Business Context
Knowledge
Business Context
Knowledge
Methodology
Alignment
Methodology
Alignment
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution
Selling and Delivery
Slide Objective: Microsoft’s Support for Solution Selling
Talking Points/Notes: None
Technology Depth and Integration
TDM IO Campaigns: BPIO 29

30. Summary
The CES Methodology is a workload/initiative-specific package of methodology, content, and tools for use during customer engagements within opportunity management
During the Solution Development you need to capture the prospect’s interest in your offering and next, it will be important for you to diagnose your customer’s specific needs and determine if this prospect could be a potential customer to you
The Solution Briefing process uses information gathered from entry criteria and during a solution briefing workshop develops a value proposition that demonstrates alignment of Information Technology capabilities to customer business goals
Slide Objective: To review the key points learned in this module
Talking Points/Notes:
Recap the summaries of key learning points from this module 30 30 30

31. Summary
The Architecture Design Session is a framework with a collection of tools and methodologies to help Microsoft field and Partners promote Office system-based solutions
Engaging with Microsoft provides the following benefits: helps to foster and manage a strategic relationship, allows development of joint business plans and marketing programs and lets Partners and Microsoft sell jointly to customers
Slide Objective: To review the key points learned in this module
Talking Points/Notes:
Recap the summaries of key learning points from this module 31 31

32. Group Discussion
As a group, discuss your past experiences working through the following
Solution Development
Solution Briefing
Architecture Design Session
Proof of Concept
Conclusion
If you have completed a Customer Engagement Solutions as an entire strategy, how much of the strategy was used? What do you see as the value of the additional stages in the strategy?
Slide Objective: Group Interactivity
Time: 25 minutes
Talking Points/Notes:
Now start the interactive discussion. As a group, ask for volunteers to discuss their past experiences working through the following:
Solution Development
Solution Brief
Architecture Design Session
Proof of Concept
Conclusion
If they haven’t completed the CES as an entire strategy, how much of the strategy was used? What do they see as the value of the additional stages in the strategy? 32 32 32

33. Local Field Role Contacts and Resources
Business Productivity Infrastructure Optimization Campaign 33

34. Local Microsoft Field Roles (From IW BG Lead)
Description
What they do; how it aligns with CES
Commitments
How they’re measured/ compensated
Name/Contact
Manager Information AM
IW SSP
TSP

35. Resources For Co-Engaging With Microsoft
Microsoft Partner Program
Microsoft Partner Learning Center
Gain your Microsoft Partner Program Competency for Information Worker
Showcase your Partner solution in the Office Solution Showcase Directory
Microsoft Solution Selling Process course information and registration
Slide Objective: Provide participants with relevant resources to help further their learning
Talking Points/Notes: None (self-explanatory) 35 35 35

36. Slide Objective: Answer any questions regarding material learned in this module
Talking Points/Notes:
Ask participants whether they have any questions before you get started on the next module.

37. Thank participants for their time and proceed with the next item on the agenda.

38. Appendix
Business Productivity Infrastructure Optimization Campaign 38