1. Maximising Sales Impact Through Successful Demo Techniques Ian Palangio – Microsoft Australia

2. Agenda 1)1:1 Demonstrations - Key in MSSP 2)Lecture Style Presentations 3)Slide Structure 4)Techniques for Success 5)Resources Available to You

3. Agenda 1)1:1 Demonstrations - Key in MSSP 2)Lecture Style Presentations 3)Slide Structure 4)Techniques for Success 5)Resources Available to You

4. Probability Sales Cycle Stage DevelopQualifyProspect Demand Generation SolutionProofCloseSupportDeploy 0% NA 80%60%40%20%10%100% Pain Uncover pain Power Access power Vision Engineer vision Value Sell value Control Control process Key Success Factors 

5. Your Solution /Product Capabilities Customer Vision of Solution Blind Demo

6. Core Belief Even though we demo and sell the same things over and over, the business situation and needs are different for each organisation. Key is that we need to understand cause and effect relationships within the client organisation.

7. KBRs StrategiesStrategiesStrategiesStrategies TacticsTacticsTacticsTacticsTacticsTacticsTacticsTactics TP CONSEQUENTIAL PAINS The impact of not relieving the tactical pains. CP TACTICAL PAINS Tasks, situations or processes that prevent them from achieving their Key Business Requirements. What keeps the prospect from achieving their KBRs? TP

8. ResultsKey Business Requirement Positioning Your Demo Proof Tactical Benefit Tactical Pain Demo Tactical Pain Demo Consequential Pain Key Business Requirement Demo Consequential Pain Consequential Benefit Value Key Business RequirementResultsProof Tactical Benefit Demo Consequential Benefit Value Key Business RequirementResults Positioning Too Low Positioning Too High Leaving Out Benefits Leaving Out Pain SO WHAT? WHO CARES? GO AWAY! WE DON’T BELIEVE YOU!

9. Positioning Your Demo Getting Emotional Buy-in Proof Tactical Benefit Tactical Pain Demo Consequential Pain Consequential Pain Consequential Benefit Consequential BenefitValue Key Business RequirementResults

10. The “DEMO” Deliver Exactly Matching Opportunity If you speak much, it makes you deaf to others - Dhammavadaka

11. Challenges and Pain Consequen ces (Reinforce) DEMO SOLUTION Benefits (Reiterate) Demo flow

12. Agenda 1)1:1 Demonstrations - Key in MSSP 2)Lecture Style Presentations 3)Slide Structure 4)Techniques for Success 5)Resources Available to You

13. How Humans Learn? Humans do not learn like VCR’s We reduce information into small meaningful chunks –We then fit these chunks into categories we already understand, or create new categories Telling a story helps the audience reduce it to manageable chunks Dr. Karl Kruszelnicki is a master of incorporating stories around his facts Make your Demo a story

14. Jade A great “lecture” presentation from 5 years ago Keeping the crowd alert Having fun Using an anchor

15. How to mix it up! Adults only have an attention span of 15 minutes – so mix it up Interject illustrations, activities and discussion regularly Make the environment a social one, not one where people can hide out passively How I “lecture” on SharePoint….

16. Office SharePoint Server 2007 Docs/tasks/calendars, blogs, wikis, e-mail integration, project management “lite”, Outlook integration, offline docs/lists Enterprise Portal template, Site Directory, My Sites, social networking, privacy control Enterprise scalability, contextual relevance, rich people and business data search, Security Trimmed results Rich and Web forms based front-ends, LOB actions, pluggable SSO Server-based Excel spreadsheets and data visualization, Report Center, BI Web Parts, KPIs/Dashboards Integrated document management, records management, and Web content management with policies and workflow Collaboration Portal Search Content Management Business Processes Business Intelligence Windows SharePoint Services

17. Agenda 1)1:1 Demonstrations - Key in MSSP 2)Lecture Style Presentations 3)Slide Structure 4)Resources Available to You

18. www.presentationzen.com Presentation Zen: PowerPoint slides with bullets - conventional, safe, easy and expected. Doing something different requires a lot more effort, but the impact can be huge on the day, and into the long term Simple, elegant slides are not easy or simple to achieve

19. Top Slide Tip Q: How much Text should be on the slides? A: As little as possible! Make “send me the.ppt” impossible The slides are there to supplement the speaker Keep it Simple - Limit Bullets and Text Have prepared handouts to distribute

21. Agenda 1)1:1 Demonstrations - Key in MSSP 2)Lecture Style Presentations 3)Slide Structure 4)Techniques for Success 5)Resources Available to You

22. Keys to Successful Demos Keep the Demo Gods happy! Read Presentation Zen Pre-record your presentation using Audio and Video Send your recordings to peers for review and feedback. Seek feedback after every presentation Make the demo a story, not dry technical detail Presentation skills course!

23. Thoughts… Present often Work hard on making it simple and easy Use a clear presentation Structure Use multiple presenters In case things go wrong…. have a backup –Presenter –Computer Provide time and gaps for discussion/questions

24. Tricks of the trade Bring your own projector that you know works Be your own Roadie – power bars, extension cords, VGA cables, Gaff Tape No admin in front of customer: –Preload and warmup VPC’s –Preload your slides –Practice all your steps for the presentation (if you never use hibernate on your laptop, don’t do it for the first time going to the demo)

25. Agenda 1)1:1 Demonstrations - Key in MSSP 2)Lecture Style Presentations 3)Slide Structure 4)Techniques for Success 5)Resources Available to You

26. Technical Demonstration Toolkit (TDT) Core content is updated on a regular basis and includes: 1.Sales Tools 2.Technical Demonstrations

27. Sales Tools PowerPoint presentations Case Studies Whitepapers Battlecards Used to learn, prepare, and present the value of Microsoft's products and solutions to customers.

28. Technical Demonstrations (Demos) Videos Walk Through Instructions and Scripts Virtual Machines –Sales Demonstrations –Hands-on Labs –Base images to build on

29. Partner Demo Resources www.microsoft.com/partner –Partner Portal includes: Telephone Pre-Sales Technical Support Online training for the products to assist with knowledge for the demos

30. Conclusion Avoid Blind DemosMix it up! Word hard at making it simpleUse the Partner Resources

31. © 2005 Microsoft Corporation Partner Readiness Roadmap

32. Value Proposition Sales Scenarios Technical Deep Dive Solution Sales Readiness Framework Business & Technical Readiness Workshops PLAN & RECRUIT RECRUIT ENABLEENABLE CREATEDEMANDCREATEDEMAND SERVICE & SUPPORT SELLSELL SELLSELL Business Readiness Sales Readiness Technical Readiness

33. Partner Readiness Schedule Readiness & Training : FY 2007 H1 Sept – Oct 2006DescriptionPartner Audience Infrastructure Optimization - Business Readiness Workshops - 1 Day Workshop microsoft.com.au/partner/training In-depth Workshop on generating demand by addressing specific business needs. Includes value propositions, overcoming customer resistance and solutions based business value messages MD/MS Account Mgr, Alliance Mgr, Business Development Mgr, Account Mgr, Pre Sales Consultant Infrastructure Optimization (Core Infrastructure & Business Productivity) - 2 Day Technical Deep Dive per IO microsoft.com.au/partner/training This deep dive 2 day Technical W'shop enables you to engage with your Customers specifically on how Microsoft Infrastructure technology can be optimally deployed and utilized, thus addressing technical issues, reducing IT costs and adding value to end users. Technical Consultant, Developers BizTalk 2006 - 2 Day Deep Dive microsoft.com.au/partner/training Learn about the new features of the upcoming BizTalk Server 2006 release (and beyond); new solutions for implementing Microsoft based workflow solutions and about taking Web services to the next level with the WCF framework Technical Consultant, Developers Small Business Specialist - First Server Right Server: Half Day Sales, Marketing and Technical Session microsoft.com.au/partner/training Part 1 - Technical deep dive on R2 and Part 2: Based around the Small Business Technology Assessments, in this workshop, we will run through different sales and marketing techniques and resources that will help you drive new opportunities and attract customers for your business. Technical, Sales, Marketing Desktop Deployment and Application Compatibility: 3 Day Training microsoft.com.au/partner/training This Specialization identifies you as a Microsoft premier partner with deep expertise in Windows Desktop deployment. Also forms the knowledge base for you to participate in other partner readiness programs for Windows Vista and future versions of our operating system. Technical Consultant, Developers

34. Partner Readiness Schedule continued Readiness & Training : FY 2007 H1 Oct – Nov 2006DescriptionPartner Audience Office, Vista & Exchange - 2 Day Technical Workshop per Product microsoft.com.au/partner/training The launch of Office, Vista and Exchange is Microsoft's most innovative in over a decade and it is backed with unprecedented spend to create customer demand. In attending this training you will be able to provide, specific to product, Technical expertise to your customers. Technical Consultant, Developers Core Infrastructure Optimization - 3 hour (Breakfast) Session microsoft.com.au/partner/training The focus of this is to enable Partners to better understand the Core Infrastructure Optimization Model - from a Business and Pre-Sales perspective. Further explores the messaging pillars, elements of CIO and provides information on business value proposition and benefits. MD/MS Account Mgr, Alliance Mgr, Business Development Mgr, Account Mgr, Pre Sales Consultant Security 2-3 Day Technical Workshop microsoft.com.au/partner/training Leverage your skills and investment by attending this Training. Learn how to provide a comprehensive Security solution that enhances Infrastructure robustness. Technical Consultant, Developers Additional Support microsoft.com.au/partner/training Access to:- Online Knowledge Centre and Product Download ; Web casts; National Road shows and Tech Ed - Australia 2006. All

35. URL: Gold Partners –www.msptr.com www.msptr.com ALL Partners –www.microsoft.com/partnerwww.microsoft.com/partner Developers –www.microsoft.com/msdnwww.microsoft.com/msdn Readiness Resource Links: