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BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE

BUSINESS BUILDER



INTRODUCTION


INTRODUCTION

• Ken Thoreson - Acumen Management Group, LTD

• Jemima Herman – Product Manager• Seema Gangadhara – SharePoint Product Manager• Nicole Noel – Project Manager

BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 3

INTRODUCTION


AGENDA

• Introduction to the workshop and purpose• The business opportunity of a Microsoft SharePoint® BI

practice• Overview of playbook and how to use it• Building your SharePoint BI practice—workshop activity• Business Builder workshop summary, action plan


INTRODUCTION


PURPOSE OF WORKSHOP

To provide partners who are planning to or have an existing Microsoft SharePoint BI practice with:• Ideas, concepts, and tools to help increase the growth and

profitability of their practice• A playbook for building sales and profits, promoting

commitment, and retaining the sustainability of the workshop


INTRODUCTION


WHY CREATE A PLAYBOOK?

• To learn best practices for growing a new or existing practice

• To learn new principles and techniques for business management, sales planning, and marketing

• To understand resources from Microsoft to assist you • To apply these insights and techniques through the

Playbook exercises


INTRODUCTION


WHY BUSINESS BUILDER FOR SHAREPOINT BI

The Microsoft goal is to assist partner community in building a sustaining business model:• Develop and strengthen profitable customer relationships• Increase the volume of business• Increase existing customer penetration ratios• Adding increased levels of net-new customers• Implement innovative products/solutions and services• Increase market penetration• Improve operations and reduce costs• Build high-value connections with partners and supplier


INTRODUCTION


MARKET DYNAMICS

• Complex IT systems• Increasing security threats and economic challenges• Increasingly mobile workforce• Regulatory requirements• Geographically and organizationally dispersed project

teams


INTRODUCTION


MARKET DYNAMICS

• Low employee productivity• Need for increased levels of communication• Need for better key performance indicators (KPIs) and

dashboard metrics• Economic justification


INTRODUCTION


BUSINESS BUILDER PLAYBOOK FOR SHAREPOINT

A working playbook• Tailored to your practice needs• Microsoft products integrated with Acumen Management

best business practices• Microsoft resources integrated with product focus• Partner-focused for ongoing, long-term utilization


INTRODUCTION


PLAY ONE: PERFORM BUSINESS ASSESSMENT AND BUSINESS PLANNING

Evaluate your business, your practice, and the elements that should be included in your business plan: Perform a Business Assessment Evaluate Your Practice Case Studies for Strategy Development Developing Your Vision for the Next Two Years Building a Management Dashboard Learning and Development Plan Building Your Practice Statement


INTRODUCTION


PLAY TWO: MARKET ASSESSMENT AND MARKETING PLAN CREATION

Analyze your market and create a six-month marketing plan: Perform Market Assessment Develop a Marketing and Sales Funnel Determine Your Ideal Client and Market Focus Craft Your Message Position Your Practice Develop a Marketing Plan Ready-to-Go Marketing


INTRODUCTION


PLAY THREE: DEVELOP AND ANALYZE YOUR SALES STRATEGY

Build a SharePoint BI solutions-based sales team: Review, Develop, and Analyze Your Sales Strategy Create Sales Training and Development Plans Microsoft Incentives

BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICEBUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE

PLAY ONE

13

DEVELOPING A PRACTICE ASSESSMENT

AND BUSINESS PLAN


PLAY ONE

14BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE

Business Planning must consider:• The environment of the market and your company• Overall and Microsoft resources available to you • Your personnel• Your marketing capability• Training programs• Banking relationships• Hiring projections• Growth considerations

BUSINESS PLANNING


PLAY ONE


A process to establish the goals and objectives to achieve business success:• Typically annual• Frequently financially focused• The basis for functional plans• Focused on outcome, not process• Rarely detailed enough for individual or department action

BUSINESS PLANNING


PLAY ONE


BUSINESS PLANNING

QUESTIONS

• What are some of the specific factors you will be facing in 2010?

• What assumptions are you making about the market in 2010?

• What assumptions did you make about your product offerings in 2009? Still true?

• What assumptions did you make about your company capability in 2009? Still true?


PLAY ONE


QUESTIONS

• What went well in the past year?• What did not go well? • What are the key drivers?• What are the key metrics?• What are the risks?• What are the opportunities?

BUSINESS PLANNING


PLAY ONE


• Existing products and services to current customers• New products and services to current customers• Existing products and services to new customers• New products and services to new customers

KEY BUSINESS DRIVERS

OFFERING NEW CUSTOMER CURRENT CUSTOMER

SharePoint® 0% 100%

Unified Communications (UC) 25% 75%

Office® 65% 35%

Microsoft Online Services 70% 30%

Professional services 20% 80%


PLAY ONE


• Evaluate Your Practice• Case Studies for Strategy Development• Develop Your Vision for the Next Two Years• Build a Management Scorecard

PLAYBOOK EXERCISE


PLAY ONE


• Rate Your Overall Sales/Marketing/Technical Proficiency in Each Category

• Rate Management, Sales, Marketing, Consulting and Score Your Results

• Complete Current and Planned %’s of Revenue• Review Pertinent Case Studies• White Papers

GROUP EXERCISE


PLAY ONE


Sharing and collaboration• As companies grow, it’s often difficult to keep track of the

multiplying documents and their locations. SharePoint enables you to store and share all your files in a central site, manage dashboards and scorecards, and collaborate on documents and processes—anytime, anywhere.

Visualization and Analysis• Microsoft Excel® helps you visualize your data, navigate it

quickly, query the most relevant information, and conduct “what-if” analysis so can you confidently plan the best course of action. You can do this from just a simple spreadsheet or you can build professional-looking charts and apply rich visual enhancements such as 3-D effects, soft shadowing, and transparency.

SHAREPOINT BI OFFERING


PLAY ONE


Data storage and reporting• SQL Server® is the foundation that fast, smart, efficient

businesses are built on. It’s an optimal way to store and analyze your data and run a wide variety of standard and custom reports with built-in reporting features.

SHAREPOINT BI OFFERING


PLAY ONE


• Owner of company• C-level management• IT may be secondary entry (and could help facilitate

discussion with executive target)Wants to:

– Reduce IT costs and capital expenses– Have Exchange services, including calendaring, global

address list, and mobile access– Upgrade to Exchange/Outlook®, but does not have the

expertise to deploy or manage, and believes it is too expensive to upgrade

– Centralize data now stored in several places– Interested in SharePoint

IDEAL CLIENTS FOR SHAREPOINT BI


PLAY ONE


• Review Learning and Development Plans• Develop Your Practice Statement

PLAYBOOK EXERCISE


PLAY ONE


Follow these steps:• Go to www.microsoftlearningplans.com • Select “Search for Training Packages”• Search by product—Microsoft SharePoint 2007, Microsoft

SharePoint 2010, Microsoft SQL Server 2008• Search by competency—Business Intelligence

MICROSOFT TRAINING AND DEVELOPMENT

http://www.microsoftlearningplans.com/


PLAY ONE


SAMPLE PRACTICE STATEMENT

• Statement: We provide our business expertise, services and Microsoft solutions to increase collaboration and communication.

• Strategy to Uncover: Our focus is in the Professional Services market segment.

• Unique Business Opportunity: We offer our clients industry expertise, a client and industry advisory board along with twice annual client User Group events.

• Related Practice Areas: UC, Office• 5 Questions to Ask

PLAYBOOK EXERCISE


PLAY TWO

27

MARKET ASSESSMENT AND MARKETING PLAN CREATION


PLAY TWO


Must understand the following to build a campaign:• Dollars required to attain monthly budget/quota• Dollars required to enter pipeline at the beginning of each

month• Number of leads required to achieve pipeline value• Defined lead sources and average order size • Number of months in the sales cycle or velocity• Win/loss ratio on proposal deliveries• Marketing funnel vs. sales funnel

PRODUCT MARKETING CAMPAIGN


PLAY TWO


Determine what marketing activities are required to drive demand:• Understand vendor tool sets

– Ready-to-Go Campaigns– Newsletters, Emails, Direct Mail, Marketing Programs

• Prepare tracking systems• Estimate potential costs • Define for rolling 12 months• Determine average order size• Determine priority of events• Determine your goals per event

SHAREPOINT BI MARKETING CAMPAIGN


PLAY TWO


SALES & MARKETING FUNNEL MEASURE DISPASSIONATELY

GLASS PIPELINE — OVERALL COMPANY

OPPORTUNITY — EFFORT — RESULTS

STAGE 6PROPOSALWIN

UNIVERSE

STAGE 4 STAGE 5STAGE 3

IDEAL PROFILE

SEGMENT CAMPAIGN EXECUTION LEADS REQ


PLAY TWO


• Determine Top Lead Sources• Estimate Marketing and Sales Funnels

REVIEW PLAYBOOK


PLAY TWO


Goal: Determine sales and market coverage strategy• A, B, C analysis of account potential• Clustering of opportunity• Territory definition• Target accounts• Products and services• Telesales, inside, and outside organization

DEFINING MARKET COVERAGE STRATEGY


PLAY TWO


• A, B, C client base– 15% of clients = 65% of sales/profits– 20% of clients = 20% of sales/profits– 65% of clients = 15% of sales/profits

• A, B, C prospect base • Call frequency determination into Microsoft Dynamics® CRM

and measure• Lifetime value ratio

DEFINING IDEAL CLIENT


PLAY TWO


• Owner of company• C-level management• IT may be secondary entry (and could help facilitate

discussion with executive target)Wants to:

– Reduce IT costs and capital expenses– Have Exchange services, including calendaring, global

address list, and mobile access– Upgrade to Exchange/Outlook, but does not have the

expertise to deploy or manage, and believes it is too expensive to upgrade

– Centralize data now stored in several places– Interested in SharePoint

IDEAL CLIENTS FOR SHAREPOINT BI


PLAY TWO


• Executive Forum• Business Breakfasts• Lunch & Learns• Seminars based upon Business Challenges• Networking/Partnering• Social Media• Microsoft Resources• Use Live Meeting as a Sales Tool

MARKETING IDEAS


PLAY TWO


Improve organizational effectiveness, make better business decisions, be more productive, and achieve greater business success:

EXAMPLE: “PRODUCT” MESSAGING

SEARCH

Quickly connect people with the right information

COLLABORATE

Simplify how people work together, and help them more effectively apply information to their needs

SHARE

Convert insight into organizational knowledge


PLAY TWO


List business challenges SharePoint BI would solve.

GROUP EXERCISE


PLAY TWO


• The implicit promise a company makes to its customers to deliver a combination of values, such as price, quality, performance, selection, and convenience

• The words that describe the compelling reason to buy• Includes Partner and Microsoft messaging

COMPONENTS OF A GOOD VALUE PROPOSITION


PLAY TWO


Take advantage of the rich resources to show prospects:• How to help their organization increase the value of their

information assets • How to get the right information to the right people • How to make better-informed decisions• How to provide IT Pros with a single, extendible platformThe most common partner wins map to three basic deal types: • Solving search needs• Helping customers get more value out of existing intranet

or portal solutions• Building broader projects spanning collaborative business

applications, enterprise content management, business intelligence, and even e-commerce sites

READY-TO-GO CAMPAIGN


PLAY TWO


For the upcoming launch of Microsoft Office SharePoint 2010 we have new RTG campaigns you can use to help build and drive your SharePoint BI business:• http://www.mspartnerdirect.com/action/microsoft/site/library/Camp

aignView?campaignID=379

There are also two excellent customer facing sites • http://www.microsoft.com/smallbusiness/products/business

intelligence.aspx• http://www.microsoft.com/midsizebusiness/products/business

intelligence.aspx

SHAREPOINT BI RTG CAMPAIGNS

http://www.mspartnerdirect.com/action/microsoft/site/library/CampaignView?campaignID=379

http://www.mspartnerdirect.com/action/microsoft/site/library/CampaignView?campaignID=379

http://www.microsoft.com/smallbusiness/products/businessintelligence.aspx

http://www.microsoft.com/smallbusiness/products/businessintelligence.aspx

http://www.microsoft.com/midsizebusiness/products/businessintelligence.aspx

http://www.microsoft.com/midsizebusiness/products/businessintelligence.aspx


PLAY TWO


INTRODUCING THE MARKETING DESK SPECIALISTS

Your free, one-stop resource for marketing consultations and best-practice guidance

Schedule your FREE marketing consultation today!

https://partner.microsoft.com/US/40015071

https://partner.microsoft.com/us/mktghelp

https://partner.microsoft.com/us/mktghelp


PLAY TWO


• Exercise: Craft Your Message—Review Acumen Value Proposition Tool

• Review RTG Campaign• GOAL: Create Six-Month Marketing Plan

PLAYBOOK REVIEW


PLAY THREE

43

DEVELOP AND ANALYZEYOUR SALES STRATEGY


PLAY THREE


THE RIGORS OF CADENCE

“Inspect what you expect.”

“What gets measured, gets done.”

“You can’t manage what you can’t measure.”


PLAY THREE


BUSINESS DRIVERS AND PIPELINE METRICS

GENERATE INTEREST

DELIVER

CLOSE

PROVE ANDCONVINCE

CONVERT INTEREST

PROSPECT TO OPPORTUNITY

OPPORTUNITYTO PROPOSAL

PROPOSAL TO WIN

`VOLUME, SOURCE, ANDCONVERSION PERCENT

VOLUME, PIPELINE DOLLARS, ANDCONVERSION PERCENT

MIX PERCENT ANDCONVERSION PERCENT

WIN PERCENT CYCLE TIMEAVG. $ SALE

LEAD TO PROSPECT


PLAY THREE


Sales driver examples:• Average dollars per sales transaction • Number of required sales transactions per month • Win rate percentage of decisions• Forecast accuracy percentage• Sales cycle time in months• Required pipeline value• Sales milestones to win• Sales activity to win: cold calls, first visits, proof of

concept or demo, proposals

KEY BUSINESS SALES DRIVERS


PLAY THREE


Marketing driver examples:• Overall lead-to-sale ratio• Lead-to-sale ratio by lead source • Lead-to-sale ratio for line and vertical business• Sources of leads in percentages

– Website, mailings, trade shows, seminars, telemarketing• Overall cost per lead • Cost per lead by source• Total market potential versus actual

KEY BUSINESS MARKETING DRIVERS


PLAY THREE


• Create Sales Dashboard• Rate Effectiveness of Sales Team

PLAYBOOK EXERCISE


PLAY THREE


TRAINING PROGRAMS

SALES SKILLSMICROSOFT PRODUCTS

AND SERVICES

INDUSTRY AND MARKETPLACE

COMPANY AND OPERATIONS

https://training.partner.microsoft.com/plc/home.aspx

www.microsoftlearningplans.com



http://www.microsoftlearningplans.com/


PLAY THREE


MICROSOFT SOLUTION SELLING PROCESS PARTNERS

SALES CYCLE

SALES OBJECTIVE DESCRIPTION

VERIFIABLE

OUTCOME

KEY SUCCESS FACTORS OWNERSHIP

Qualify 10%

Qualify lead or

opportunity

During the qualify stage, the opportunity owner will meet with the prospective sponsor (person holding the vision of the solution within the customer organization) to continue uncovering or developing their pain and buying vision, while beginning to establish the value of Microsoft capabilities

Sponsor letter and/or

opportunity assessment

• Uncovering or developing enough business pain for the sponsor to admit it is worth addressing

• Developing the sponsor’s buying vision to a point that he or she can envision how to solve his or her pain by using Microsoft capabilities

• Ensuring that the sponsor agrees to explore the ability of Microsoft to solve his or her pain

• Negotiating access to power (person with influence or authority to make a buying decision)

Partner, account team, or telesales

Develop 20%

Develop customer

requirements

and establish sponsor

relationship

During the develop stage, the opportunity owner gains direct access to the “power” (person with influence or authority to make a buying decision) in order to understand and shape his or her buying vision

Evaluation plan

agreed upon

• Gaining access to the opportunity decision maker or power

• Uncovering or developing enough business pain for the power to admit it is worth addressing

• Developing the power's buying vision to the point that he or she can envision how to solve his or her pain using Microsoft capabilities

• Establishing control over the sales process by proposing and agreeing on an evaluation plan with the power

Partner, specialist,

or PAM


PLAY THREE


MICROSOFT SOLUTION SELLING PROCESS PARTNERS

For more information on MSSP, partners can view Microsoft Solution Selling for Partners Online at https://partner.microsoft.com/us/solutionselling

SALES CYCLE

SALES OBJECTIVE DESCRIPTION

VERIFIABLE

OUTCOME

KEY SUCCESS FACTORS OWNERSHIP

Solution 40%

Present solution that

exceeds customer

needs

During the solution stage, the opportunity team develops and presents a preliminary solution

Preliminary solution agreed

upon

• Presenting customer with a strong value proposition that quantifies the potential impact of our solution on the customer’s business

• Agreeing on a preliminary solution with the customer

Partner or specialists (non-EAs)

Proof 60%

Demonstrate capability to exceed customer

requirements

During the proof stage, the opportunity team completes evaluation plan commitments, including any assessments or proofs of concept, and presents the power with a final proposal, including detailed pricing

Verbal approval

received on proposal

• Ensuring that any proofs of concept or assessments prove the value of Microsoft technology

• Maintaining control of sales process by ensuring that all evaluation plan commitments are complete

Partner or specialists (non-EAs)

Close 80%

Conduct negotiations and finalize

contract

During the close stage, the opportunity team will conduct negotiations and finalize contracts; during the deploy stage, the deployment plan is finalized and deployment begins

Signed documents

• Closing with value• Justifying pricing• Speeding closure by reminding the

customer of the business value of the proposed solution

Partner or specialist (account

manager if account is

nearing the end of an EA cycle)

https://partner.microsoft.com/us/solutionselling


PLAY THREE


SALES AND MARKETING TRAINING PLAN: APRIL TO JUNE

APRIL 7, 201

0

•Time: 8 AM – 10 AM

•Responsibility: Joe

•Partnership: Jeff

•ForecastAPRIL

21, 201

0


•Responsibility: Roger

•Selling SharePoint and product demo: Rob

•Instructive: Excel, SharePoint, CRM integration

•Forecast

MAY 4,

2010


•Responsibility: Joe

•Account planning and strategy

•Using Microsoft Dynamics CRM software: Jeremy

•Forecast


PLAY THREE


EXECUTIVE FUNCTION: WHAT DO THEY CARE ABOUT?

CHIEF EXECUTIVE OFFICER (CEO)

Attracting and retaining loyal customers, increasing market share, developing and retaining skilled employees, improving productivity, and building a responsive, flexible organization

CHIEF FINANCIAL OFFICER (CFO)

Optimizing financial metrics, reducing costs through increased efficiency, maximizing the return from the firm’s assets, and improving the return on human capital

CHIEF INFORMATION OFFICER (CIO)

Implementation of technology to enable the business and minimize costs

VP OPERATIONSOperational efficiency, coordinating schedules, and supply chain management

VP MARKETINGDriving new revenues, demand generation, awareness, growing market share, and differentiating the business

VP SALESMeeting revenue goals, product availability, being more responsive to customers, meeting customer schedules, and improving presales support


PLAY THREE


PARTNER SALES RESOURCES

https://partner.microsoft.com/partnersalesresources


PLAY THREE


PARTNER SALES RESOURCES APPROACH


PLAY THREE


• Create 90-Day Sales Training and Development Plans

PLAYBOOK EXERCISE

BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE 57BUILD AND GROW YOUR SHAREPOINT BUSINESS INTELLIGENCE (BI) PRACTICE

BUSINESS BUILDER SUMMARY


SUMMARY

OFFERS TO HELP CLOSE THE DEAL

CURRENT INCENTIVES

HELP INCREASE THE RETURN ON YOUR

INVESTMENT WITH MICROSOFT INCENTIVEShttp://microsoftincentives.com/


SUMMARY

ACTION PLAN FOR GROWTH

• Create six-month marketing plan• Review the Information Worker Solutions competency• Go to the Business Builder website for exhibits—this week!• Review notes, playbook, and slides within one week• Complete playbook within three weeks


SUMMARY

CALL TO ACTION

1) Submit IW Builders CPLS Spreadsheet• Giveaways• Catering Support

2) Leverage Sample Invitation• Click to Attend Site

3) Download the PowerPoints and Playbooks on the ZAAZ website• https://extranet.zaaz.com

• user: iwbuilder password: playbook

60

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