James FarhatCEO, ACTSProviding Business Outcomes

by Leveraging Enterprise Content Management and Business Intelligence

ACTS – History and Overview

Engagement Partners

ACTS Demographics

HistoryACTS has been in business for over 10 years. The organization’s history with its leadership for 17 years has been delivering solutions. Also has been a partner since 1995 with Microsoft.

IT Services and Professional Services are the two main areas of ACTS. Their main focus is in the Microsoft arena. The strength of having both is being able to provide infrastructure capabilities for their professional services offerings.

In the same way ACTS partners with Ricoh they have partnered with IBM Global Services, Microsoft and many other large consulting companies in the US.

Credentials• ACTS is a Gold Competency Partner for Microsoft

• Small Business• Mid-Market• Content and Collaboration• Digital Marketing• Dynamics CRM

• ACTS has been in the technology adoption program for Microsoft for over 2 years• SharePoint 2013• Dynamics CRM 2013

• ACTS has been on the system design review team for Microsoft for over 2 years• SharePoint 2013• Dynamics CRM 2013

• ACTS is one of the few Business Critical SharePoint Program Partners• ACTS has authored books and been a speaker for Microsoft since 1997

Driving Success

SharePointOn the Rise

Agenda

Adoption

Engagement Model

SharePoint - Office365 – Azure: Mature & Dominate

Horizontal solutions

Vertical solutions

All industries adoptingHealthcare, legal, manufacturing, financial services, entertainment, distribution, transportation, as well as oil & gas just to name a few…

Manufacturing compliance, patient portal, fleet management, legal matter management, GIS applications, engineering CAD management

HR onboarding, AP workflow approval, records management, extranet solutions and the list goes on…

Trends

CDA Members Ecosystem

Cloud-Ready is Required

Solutions more measurable than ever

Healthy, vibrant ecosystem is vitalWe need the ecosystem more than it needs us. It extendsand connects to the existing MFP ecosystem.

Apps increase platform relevanceCustom solutions are more valuable than out of the box functionality. Although out of the box functionalityprovides a foundation.

Customers want solutionsI want a hole, not a drill.

Opportunities for CDA Members

Business Outcome Model Methodology

Masters of Capture

Your Company is

a trusted provider

Capture ProcessDeliver

Understand SharePoint CapabilitiesSharePoint capabilities in the business provides a great deal of options for features. The tasks that that get put in a project plan are to lift the capabilities. It is important to understand the elements of the project and the outcome.

Business Outcome Model The business outcome model is the methodology we use to prepare the WBS which is the level of effort. This translates into the project plan. This provides great opportunity to understand/validate the business outcome for the client.

ACTS Engagement ModelOur documented engagement model which is always evolving. Areas to discuss related to this is how BOM and change orders get handled. In addition, the lifecycle is important to understand from beginning to end with the client.

SITUATION TODAY & CHALLENGESYour success is measured by

long term user adoption

Deployment is not enough

Training alone is not working

Driving adoption is hard and it takes time

What do you need to be successful?

Common attributes to success

1. A deep understanding of the business goals, as well as people challenges and needs to achieve them.

2. A solution that people love and that helps them achieve business goals and get things done more effectively.

3. A strategy to drive adoption including communications, readiness and community.

4. A benchmark, KPIs and success stories to help demonstrate success internally, improve and expand.

BUSINESS-DRIVEN IT PRINCIPLESCreate and implement solutions

that solve business problems

with success measured by user

adoption Work closely with the business

Translate technology into business value

Map capabilities into a solution

What are your business goals and how do you prioritize them?

What are the main challenges and pain points you are facing when trying to achieve them?

What is keeping our people from communicating more effectively?

What are the technical blockers impeding success?

Questions to ask…

What do people want?

SharePoint End-Users Study, April 2013

United States:

8 Focus Groups (4 IT Pros; 4 Users)

6 Individual Interviews (IDIs) (IT Pros)

300 Respondents to Online Survey (users)

Germany:

300 Respondents to Online Survey (users)

Japan:

200 Respondents to Online Survey (users)

Global Approach - Summary

4 4 6 800End Users

Focus Groups (8

people/each)

IT Pros Focus Groups

(8 people/each)

IT Pros IDIs(1:1)

Online Survey(users)

Top Benefits (800+ users)Q

UA

LITA

TIV

E Im

port

ance

Rati

ng

10% 15% 20% 25% 30% 35% 40% 45% 50% 55%125

150

175

200

225 A new and simpli-fied user experi-

ence

Store and sync your documents

Share your stuff

Keep projects on track

Organize and keep teams in

sync

Find what you need

Find the right people

Access your stuff from anywhere

QUANTITATIVE Appeal Rating

Source: SharePoint End-User Study, Apr 2013, Microsoft Corporation

Top Tasks Also Differ by FunctionsEngineering, Research & Development

Operations, Manufacturing & LogisticsSales, Marketing, PR & Communications

Administration, HR & Legal Services Accounting, Finance & Procurement All

Share best practices across geographies

Gather & process forms from employees

Improve and monitor business processes

Pull data and build financial reports

Align Sales and Marketing teams

Store, sync and share your documents

Source: SharePoint End-User Study, Apr 2013, Microsoft Corporation

Source: SharePoint End-User Study, Apr 2013, Microsoft Corporation

Getting StartedUse cases by functions1.Store, sync and share your

content2.Keep everyone on the same page3.Stay on track and deliver on time4.Find what you need5.Find the right people6.Make informed decisions

HROnboard new employeesKeep everyone informed

R&D, Production & OperationsShare your knowledgeBoost business processes

Sales & MarketingMake customers & partners happyEngage your audience onlineAlign your teams

Finance & AccountingCrunch the numbers together

LegalHelp meet compliance needs

Information TechnologyProvide the right supportEmpower people and stay in control

Summary: Top scenarios

DRIVE AWARENESS & EXCITEMENTInspire and create anticipation

“If people understand how it’s

going to help them they will

be more motivated to learn it.” Show people what’s in it for them

Involve corporate communications

Leverage sponsors and early adopters

STAY ENGAGED & “ALWAYS ON”

Rally people around the solution

Establish communication avenues

Seek feedback and act on it

Clearly communicate goals & timeline

EDUCATE PEOPLE & INCREASE CONFIDENCEKick off a user community

Deliver simple and engaging training

One size doesn’t fit all

Bring people together

GroomChampionsChampions are not only passionate about what they do, but are also excited to evangelize solutions, and help their peers to learn how to use them.

24% Recognition for expertise and efforts

29% A formal program

55% “It makes my job easier when others around me know how to use SharePoint”12%

C

ert

ifica

tio

n14%

Min

or

com

pensa

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n

How to motivate Champions?

Sales TrainingCourse Objectives• Explain the ACTS Sales Solution process to a client.• Identify the steps in the ACTS Sales Process and how to move a prospect to an opportunity.• Identify a client’s needs and create a vision biased to your solution.• Qualify, control and close your sale.• Explain SharePoint’s basic functionality, features, and value justification in the client’s own business language.•  Module 1 SharePoint Basic: Sales Solution OverviewObjective: Demonstrate an understanding of the ACTS Sales Process and ACTS solutions features.Lesson One: Sales Process Overview

• Overview and Objective• Philosophy• Map• Methodology

• Lesson Two: ACTS Sales Principles• No Pain, No Change• Pain Flows Through the Organization• Diagnose Before You Prescribe• Three Levels of Need• Looking and Not Looking• Get There First• You Can’t Sell to Someone That Can’t Buy• Buyer’s Concerns Shift Over Time• Lesson Two Activities

Sales Training

• Lesson Three: ACTS Solutions and Benefits• Business Intelligence• Infrastructure Outsourcing• Application Development• Collaboration Solutions/SharePoint• CRM Solutions• Technology Infrastructure Solutions• Professional Services• Lesson Three Activities

Module 2 SharePoint Basic: Prospecting and OpportunitiesObjective: Identify the steps in the ACTS Sales Process and how to move a prospect to an opportunity.  Lesson One: ACTS Sales Process

• The Sales Step Process Model – The Buyers Perspective • The Sales Flow Model – The Sales Person’s Perspective• Activity

• Lesson Two: Horizontal Opportunities • What is a Horizontal Opportunity? • Accounts Payable• Accounts Receivable • Human Resources• Information Security• Records Management• Project Management• Activity

Sales Training

• Lesson Three: Vertical Opportunities• What is a Vertical Opportunity?• Healthcare• Legal• Transportation• Financial Services• Education• Activity

• Lesson Four: Pre-call Planning and Research • Prospecting • Pre-call Planning• Information• Key Players List• Pain Chain• Reference Story• Activity

• Lesson Five: Stimulating Interest • Prospecting Basics• Prospecting Tips• Tools to Stimulate Interest• Value Proposition • Activity

Sales Training

Module 3 SharePoint Basic: Create a Vision• Lesson One: Defining the Critical Business Issue

• Initial Sales Call• Strategic Alignment Framework• Strategic Alignment Prompter

• Step One: Establish Rapport• Step Two: Introduce the Call• Step Three: Get Pain Admitted

• Lesson Two: Diagnose Before You Prescribe• Nine Block Vision Processing Model• Three Types of Questions• Three Key Areas to Investigate • Situational Fluency• The Pain Sheet and the Nine Boxes• Activity

• Lesson Three: Selling When You are Not First• When to Compete• Five Rules To Determine Whether To Compete

• Rule 1: Don’t Fool Yourself, Your Team or Your Manager• Rule 2: Qualify the Opportunity, Perform an Opportunity Assessment• Rule 3: Select a Competitive Strategy• Rule 4: Communicate Your Strategy to Your Team• Rule 5: Build Your Tactical Plan• Activity

Sales Training• Lesson Four: Vision Re-engineering

• Vision Processing Model – Re-engineering • Requests for Proposal• Re-engineer A Request For Proposal • Activity

Module 4 SharePoint Basic: The Close• Lesson One: Gaining Access to People with Power

• Power Principle: You Can’t Sell To Someone That Can’t Buy• How To Move The Buyer to Commitment• The Sponsor Letter

• Lesson Two: Control the Buying Process• The Power Sponsor Letter• Evaluation Plan Contents• Evaluation Plan Process• Recommended Events• Advance Your Evaluation Plan With Value Justification• Value Justification Elements• Advance Your Evaluation Plan: Proposal Review• Advance Your Evaluation Plan: Pre-proposal Review  • Advance Your Evaluation Plan: Success Criteria

• Lesson Three: Closing: Reaching Final Agreement• Close with Value• Closing Challenges: Buying and Procurement Tactics • Negotiation • Solution Selling Negotiating Principles• Negotiating Worksheet• Activity

Sales Training

Module 5 SharePoint Basic: ACTS SharePoint Toolkit• Lesson One: ACTS SharePoint Products and Integrations

• SharePoint Introduction• SharePoint Features• SharePoint 2013 Products• SharePoint Benefits• SharePoint Integration • Build Your SharePoint Knowledge

• Lesson Two: SharePoint Value Proposition• Defining a SharePoint Strategy• Why is the SharePoint Solution Different? • Pre-call Planning and Research• Control Questions• Develop Pain Sheet• Potential Pitfalls to Avoid• SharePoint Value Justification Suggestions