microsoft project 2010: partner sales opportunities
DESCRIPTION
Microsoft Project 2010: Partner Sales Opportunities . Project 2010: partner sales opportunities . How to add value. Why and how to sell. Assessing your customers. Objection handling. Up-sell and cross-sell opportunities for SMB segment. Resources. Agenda. - PowerPoint PPT PresentationTRANSCRIPT
Microsoft Project 2010: Partner Sales Opportunities
Disti Bootcamp Learnings Review: IW + Client
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
Project 2010: how to add value
Disti Bootcamp Learnings Review: IW + Client
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, 20114 |
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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 2010 64-bit version supports large projects and programs
March 15, 20115 |
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, 20116 |
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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, 20117 |
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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, 20118 |
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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, 20119 |
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Deployment
Capitalize on Visio 2010 momentum:• Project 2010 and Visio work well together
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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, 201111 |
Project 2010: licensing information
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Volume licensing
• Available to organizations with 5 or more PCs• Simplified in 2010
easier to deploy across an organization• For more information please visit: http
://www.microsoft.com/licensing
March 15, 201113 |
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Windows Server license
To use Project Professional 2010 with SharePoint foundation requires Windows Server 2008 license: • Check for proper Windows Server licensing
March 15, 201114 |
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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, 201115 |
How to add value: documents and resources
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Project 2010: documents to review
Changes in Project 2010 This article lists changes in Project 2010 and migration considerations.
March 15, 201117 |
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Technical resources
March 15, 201118 |
http://msdn.microsoft.com/en-us/office/aa905469.aspx
http://technet.microsoft.com/en-us/ProjectServer
Visit the Project TechNet Forum for Project 2010 Professional
Project 2010: how to generate customer interest
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Why sell project management?
Project management is indispensable to achieve business results
March 15, 201120 |
Disti Bootcamp Learnings Review: IW + Client
Why sell project management?
Customer has failed projects due to wasted:
Resources Money Time
March 15, 201121 |
Disti Bootcamp Learnings Review: IW + Client March 15, 201122 |
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: 68% of projects were delivered poorly or failed
Disti Bootcamp Learnings Review: IW + Client
Why sell project management?
Company goals
Maximize ROI
Bring products to market
faster
Stay on track, on budget, and
in scope
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Improve business outcomes
Thrive in uncertain economic climate?
?
Why sell project management?
Company goals
March 15, 201124 |
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Top reasons customers buy project management software
Set up and manage projects
Be more productive
Create clearer plans
Analyze project data
Generate insightful reports
1
2
3
4
5
Gain competitive advantage6
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Project 2010
Project 2010 helps individuals, teams, and enterprises manage resources, gain control across all types of work, and deliver better business results.
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Project 2010
With 20 million users, Project is the industry standard
64- Bit
March 15, 201127 |
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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
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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, 201129 |
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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, 201130 |
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How to generate customer interest
Positive product momentum• biggest release in more than a decade • significant updates • innovative capabilities
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How to generate customer interest
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Positive analyst momentum• Moved up in latest Gartner and IDC reports• Continues to be a leader in latest reports
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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, 201133 |
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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, 201134 |
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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, 201135 |
Assessing your customers
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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, 201137 |
Conversation starter: communication
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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, 201139 |
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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, 201140 |
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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
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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, 201142 |
Conversation starter: schedule management
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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, 201144 |
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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, 201145 |
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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, 201146 |
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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, 201147 |
Conversation starter: collaboration
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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, 201149 |
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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, 201150 |
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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, 201151 |
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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, 201152 |
Conversation starter: resource management
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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, 201154 |
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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
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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, 201156 |
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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, 201157 |
Conversation starter: cost management
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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, 201159 |
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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, 201160 |
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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, 201161 |
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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, 201162 |
Objection handling: what partners will want to know
Question 1: How Is selling Project 2010 going to increase my revenue?
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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, 201165 |
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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, 201166 |
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, 201167 |
Opportunity 3: Cross-sell SharePoint Server 2010 to manage project collaboration.
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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, 201168 |
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, 201169 |
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, 201170 |
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, 201171 |
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 ProfessionalAttaching 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, 201172 |
Question 2: Why Is Project 2010 easier to sell?
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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, 201174 |
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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, 201175 |
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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, 201176 |
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, 201177 |
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Question 2
Reason 5: Customers moving to Windows 7 and Office 2010 want to upgrade to Project 2010. ?Why is Project
2010 easier to sell?
Response: This is the biggest release of Project in over a decade.
March 15, 201178 |
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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, 201179 |
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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, 201180 |
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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, 201181 |
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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, 201182 |
Question 3: Does Project 2010 incorporate the Office Ribbon?
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Question 3
Response: Yes, Project 2010 does utilize the Office Ribbon.
Reason 1: Commands are easier to find in Project 2010. ?Does Project
2010 incorporate the Office Ribbon?
March 15, 201184 |
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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, 201185 |
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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, 201186 |
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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, 201187 |
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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, 201188 |
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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, 201189 |
Question 4: What is the Backstage View and how does it relate tothe Office 2010 Ribbon?
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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, 201191 |
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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, 201192 |
Objection Handling - details on licensing and activation
Question 1: Which Project 2010 licensing model is best for my customers?
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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, 201195 |
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, 201196 |
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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, 201197 |
Disti Bootcamp Learnings Review: IW + Client
Question 1
Reason 4: Project Professional 2010 connects with Project Server 2010.?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, 201198 |
Disti Bootcamp Learnings Review: IW + Client
Software Dependencies
Question 1
Product Project Standard 2010 Project Professional 2010ClientAccess LicenseRequirements
CAL not required nor included Standalone: CAL not required but included with each licenseIf 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, 201199 |
Question 2: My customer has Project Standard 2003. What Project 2010 product should they buy?
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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 customersa new and easier way to manage projects.?My customer has
Project Standard 2003. What Project 2010 product should they buy?
March 15, 2011101 |
Disti Bootcamp Learnings Review: IW + Client
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 2003. What Project 2010 product should they buy?
March 15, 2011102 |
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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 2003. What Project 2010 product should they buy?
March 15, 2011103 |
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Question 2
Reason 4: Project Professional 2010 and Project Server 2010 together deliver unified project and portfolio management. ?My customer has
Project Standard 2003. 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, 2011104 |
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Question 2
Which version of Project is right for you? Standard Professional
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 2010.
An “at-a-glance” view of the differentiation between editions:
My customer has Project Standard 2003. What Project 2010 product should they buy?
March 15, 2011105 |
Question 3: How has VL activation changed in Project 2010 (and Office 2010 applications)?
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Question 3
Reason 1: Volume Activation (VA) builds on Windows Vista and Windows Server 2008. ?
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, 2011107 |
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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, 2011108 |
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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, 2011109 |
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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, 2011110 |
Question 4: What are the system requirements for ProjectStandard 2010 and Project Professional 2010?
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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.
March 15, 2011112 |
Objection handling – managing customer objections
Question 1: My customers are happy using Project 2007 and Project 2003. What makes Project 2010 better?
Disti Bootcamp Learnings Review: IW + Client
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 2003. What makes Project 2010 better?
March 15, 2011115 |
Disti Bootcamp Learnings Review: IW + Client
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 2003. What makes Project 2010 better?
March 15, 2011116 |
Disti Bootcamp Learnings Review: IW + Client
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 2003. What makes Project 2010 better?
March 15, 2011117 |
Disti Bootcamp Learnings Review: IW + Client
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 2003. What makes Project 2010 better?
March 15, 2011118 |
Disti Bootcamp Learnings Review: IW + Client
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 2003. What makes Project 2010 better?
March 15, 2011119 |
Disti Bootcamp Learnings Review: IW + Client
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 2003. What makes Project 2010 better?
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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 2003. What makes Project 2010 better?
March 15, 2011121 |
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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 2003. What makes Project 2010 better?
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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 2003. 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, 2011123 |
Question 2: My customers only use a small percentage of Project’s functionality. How can they benefit from the new version?
Disti Bootcamp Learnings Review: IW + Client
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, 2011125 |
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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?
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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, 2011127 |
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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.
March 15, 2011128 |
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?
Disti Bootcamp Learnings Review: IW + Client
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, 2011130 |
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, 2011131 |
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, 2011132 |
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, 2011133 |
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, 2011134 |
Question 4: Will upgrading to Project 2010 involve a lot of expensive & time-consuming end-user training?
Disti Bootcamp Learnings Review: IW + Client
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, 2011136 |
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, 2011137 |
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, 2011138 |
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, 2011139 |
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, 2011140 |
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 www.microsoft.com/project 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, 2011141 |
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, 2011142 | 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, 2011144 | Disti Bootcamp Learnings Review: IW + Client
Question 6: My customer is thinking about upgrading to Project Standard 2010. Why should they consider ProjectProfessional 2010 instead?
Disti Bootcamp Learnings Review: IW + Client
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 2010. Why should they consider Project Professional 2010 instead?
March 15, 2011146 |
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 2010. Why should they consider Project Professional 2010 instead?
March 15, 2011147 |
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 2010. Why should they consider Project Professional 2010 instead?
March 15, 2011148 |
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 2010. Why should they consider Project Professional 2010 instead?
March 15, 2011149 |
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.
My customer is thinking about upgrading to Project Standard 2010. Why should they consider Project Professional 2010 instead?
March 15, 2011150 |
Question 6
My customer is thinking about upgrading to Project Standard 2010. Why should they consider Project Professional 2010 instead?
Which version of Project is right for you? Standard Professional
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 2010.
March 15, 2011151 | 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?
Disti Bootcamp Learnings Review: IW + Client
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, 2011153 |
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, 2011154 |
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, 2011155 |
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, 2011156 |
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, 2011157 |
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, 2011158 |
Up-sell opportunities for SMB segment
Disti Bootcamp Learnings Review: IW + Client
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
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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, 2011161 |
Disti Bootcamp Learnings Review: IW + Client
Overview of key upgrade opportunity
from Project 2003 to Project 2010
March 15, 2011162 |
• 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
Disti Bootcamp Learnings Review: IW + Client
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
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Migration opportunities
To learn more:
Go to: http://technet.microsoft.com/en-us/evalcenter/ee404758.aspx
or
For SharePoint Foundation 2010 deployment:
http://technet.microsoft.com/en-us/library/cc287737.aspxhttp://technet.microsoft.com/en-us/library/cc303313.aspx
March 15, 2011
Cross-sell opportunities for SMB segment
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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
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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
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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: http://www.microsoft.com/project/en/us/2010-videos.aspx
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Resources
Disti Bootcamp Learnings Review: IW + Client
Sales and marketing resources
To learn more about Project 2010, go to http://www.microsoft.com/project/en/us/product-information.aspx
Or visit:• What’s New • Top 10 Benefits • Version Comparison • Edition Comparison • Product Guide • Get the Free Trial!
March 15, 2011171 |
Disti Bootcamp Learnings Review: IW + Client
Microsoft project and portfolio management competency resources
To find Microsoft Project and Portfolio Management competency resources, go to
https://partner.microsoft.com/global/program/competencies/40144699
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Training resources
To find training, go to http://www.microsoft.com/project/en/us/train-learn.aspx
Project Ribbon Guide
Project 2010 Help
March 15, 2011
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Events, webinars, and webcasts
To find events including free webinars and webcasts, go to http://www.microsoft.com/project/en/us/events.aspx
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Customer success stories
March 15, 2011
• http://www.microsoft.com/project/en/us/customer-success.aspx • http://www.microsoft.com/project/en/us/2010-videos.aspx
Disti Bootcamp Learnings Review: IW + Client
Online technical communities
To find online technical communities go to:
http://msdn.microsoft.com/en-us/office/aa905469.aspxhttp://technet.microsoft.com/en-us/ProjectServer
March 15, 2011176 |
Disti Bootcamp Learnings Review: IW + Client
Popular blog posts
Official Project BlogProject Support BlogLatest EPM NewsDedicated to Project PartnersEPM Content Publishing NewsProject ProgrammabilityProject Server TechNet ForumProject Desktop TechNet ForumMPUG BlogVisit the Project TechNet Forum for Project 2010 ProfessionalVisit the Project TechNet Forum for Project Server 2010
March 15, 2011177 |
© 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.