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Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.
Grow Your Enterprise Business By Optimizing Customers’ Infrastructure Lisa J DowneyLead Program Manager, WW Optimization Strategy Microsoft Corporation
SM009
Agenda
1. What is Optimization and what’s in it for Partners? – Lisa J Downey
2. Field and Partner Engagement proof points - Garry Corcoran, Readiness Manager (UK) and Mark Murrin, Microsoft Alliance Manager, SCC
3. How to build an Optimization Practice - Brent Johnson, Managing Partner, Cadence Preferred, LLC
4. Q&A
CIO Agenda: A Shifting IT Landscape
“Making the Difference: The 2008 CIO Agenda” Gartner EXP Premier, 2008
8. Collaboration9. Enterprise Content Management (ECM)10.Service Oriented Architecture (SOA) and
Service Oriented Business Applications (SOBA)
1. Business Intelligence2. Enterprise Resource Planning (ERP) and
Customer Relationship Management (CRM)
Business Decision Maker
3. Server and Storage Technology4. Legacy Modernization5. Technical Infrastructure6. Security7. Voice and Data Network
ITDecision Maker
Top Ten Technology Priorities in 2008
Microsoft Optimization ModelA Blueprint to Overcome Challenges
An approach that…
Looks holistically across the infrastructureAddresses underlying structure and complexityCreates an integrated, uniform environmentAdopts IT solutions that support proven Best PracticesPrioritizes and sequences IT projects in a structured, systematic manner
Agnostic Model-based Approach
Infra
stru
ctu
reP
latfo
rm
Turn customers’ IT infrastructure Into a Strategic Asset
Optimization is a structured, systematic process of assessing maturity across IT capabilities, then prioritizing projects to progress towards a Dynamic state.
Uncoordinated, manual
Infrastructure
Cost Center
Managed IT Infrastructure with limited automation
More Efficient Cost Center
Managed and consolidated IT infrastructure
with maximum Automation
Business Enabler
Fully automated management,
dynamic resource usage , business
linked SLAs
Strategic Asset
What Is Optimization?
Standardized DynamicRationalizedBasic
Technology Change
Competition
Security Threats
IT Service Management
Interoperability
End-User Productivity
Cost Reduction
Device Proliferation & Management
20%New
80%Maintenance
%Maintenance
%New
IT Resources
Core Infrastructure OptimizationProvisioning
Business Productivity Infrastructure OptimizationApplication Platform Optimization
Enabling
Unleashing Role-Based Productivity
IT Challenges Remain
Core InfrastructureOptimization Model
FY09 Emphasis: • Virtualization• Management
• Desktop Optimization• Vista & Office
Deployment
Core InfrastructureOptimization Opportunities
Data Protection and Recovery
Identity and Access Management
Security and Networking
Desktop, Device, and Server Management
Standardized DynamicRationalizedBasic
77% - No user id validation or data protection for mobile devices
55% - Not running Office 2003 or newer
64% - No process to deploy security updates/patches
69% - Branch office data backups not centrally managed
76%
85%
69%
77%
64%
77%
69%
85% - No directory-based solution to protect content (rights/permissions)
77% - No virtualization to enable application access & recovery
76% - Certificate services (PKI) not centrally managed
69% - No virtualization tool for data protection & recovery for servers and applications
More than 15K accounts profiled as of 6/15/08
55%
Business Productivity InfrastructureOptimization Model
FY09 Emphasis: • Unified
Communications• Collaboration &
Search• Office Deployment
Enterprise Search
UnifiedCommunications
EnterpriseContent Management
Collaboration
Standardized DynamicRationalizedBasic
Business Intelligence
Business Productivity InfrastructureOptimization Opportunities76% - No IM infra
that leverages unified directory
72% - No standard for desktop/server-side search
73% - No forms to collect data & drive workflow
66% - No control over workspace provisioning, policies, perms
88%
85%
74%
72%
73%
76%
72%
66%
85% - No voice & mail integration –(unified msg)
72% - No role-based targeting capabilities
88% - No offline or mobile access to forms
74% - No standard approach to data source provisioning
More than 15K accounts profiled as of 6/15/08
70% - No DB sourced scorecards
71%70%
71% - No automated tools for budgeting, planning, forecasting
Application PlatformOptimization Model
FY09 Emphasis: • Next Gen Web
•Enterprise Applications• Business Intelligence
Application PlatformOptimization Opportunities
Development
Business Intelligence
Data Management
SOA and Business Process
Standardized DynamicAdvancedBasic
70% - No database sourced scorecards for key departments
56% - Little process/ workflow automation
69% - Routine tasks take more than 60% of DBAs time
78% - No standard monitoring or mgmt of Web platform
70%
85%
52%
62%
69%
70%
78%
56%
85% - No access to scorecards tied to corporate objectives
62% - No server oriented data architecture
70% - Manual / re-entry required for data from one app to another
52% - No reuse of Web services & only basic XML
More than 15K accounts profiled as of 6/15/08
User ExperienceNo significant indicators.
How It All Fits TogetherOptimization Customer Analysis - Government
Unified Communication & Collaboration
Enterprise Content Management
Business Intelligence
Workspaces & PortalsMessagingPresenceWeb Conferencing
Doc & Records MgmtWeb Content MgmtForms MgmtSearch
Reporting & AnalysisPerformance MgmtData Warehousing
Core Infrastructure
Improve Collaboration Between OfficesSecure Information Portal for Executive Offices
Redmond
Toronto
Latin America
Paris
Mumbai
Tokyo
Sydney
Helpdesk Support Calls$
Helpdesk Calls Down 35%
$
Deployment Time Down 90%
$
Maintenance Costs Down 70%
$
Time-to-Market 97% Faster#
Maintenance Costs$
Maximized ITInvestment#
OperationsCosts$Asklepios
Service Levels
#
1st Time Fix Rates 77%#
TCO 37%$
Customers Are Seeing The Value
Download Optimization Customer Kit @ www.microsoftio.com
Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.
What's new in FY09?
FY09 WW IO StrategyField/Partner Support• Minimal/No changes –
maintain a 2yr cycle of models (this is 2nd year)
• Better assessment questions (wording)
• No Business Logic changes• Add model in-depth or sub-capabilities to Core IO DDSM and BPIO
• Updated content to support this perspective
FY09 Models
• Question changes: “Yes” = Product selection
• Product granularity (version)• Sub-capability questions available
• Check microsoftio.com for details
Account Discovery
• Consistent end to end Partner Engagement Process
• MS Partner Program Competencies Alignment
• Optimization Sales Connection with solutions validation to Optimization
• Broader Partner messaging with and thru SMSP & Mid-Market Partners
• Introduce Optimization information and tools on Microsoft.com = http://www.microsoft.com/optimization
• Align with PRB and Dynamic IT campaigns to drive customer traffic
Customers
Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.
How do Partners become“Optimization Relevant”
PARTNER SALES EXECUTION
Building Optimization Partner Capacity
MATCH
EDGE Enterprise Demand Generation Engine
“P–Harmony”
Sales Qualify Opportunities and Partner Matching(*)
Mapping Marketing Leads
to Partners
IDENTIFY
PSPPartner Solution
Plan
OSCOptimization Sales
Connection
Deliver Revenue by driving optimization per capability
Driving Marketing awareness Building the skills by
Capability
Qualifying Partner Solutions to Optimization
Capabilities
Identify your MSPP competencies & leverage IO Partner Kit:
Get trained on IO – online courses and workshop or an IO University
Align your solutions to IO models. Validate IO Step Rate movement of your solution through question and answers at
Thru PAM or Partner BDM, execute & manage your IO PSPs (or PBP, PFP)
Improve your skills & sales through DDPS / MDOP
Leverage How-to-get-goingPPT and guidance
Gain field relevance!Grow your sales!
http://www.microsoftio.com
Optimization Sales Connection
Get IO Trained – Take an IO Leadership sales role
Check MSPP capabilities
https://training.partner.microsoft.com/plc
http://www.microsoftio.com/osc
Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.
Garry CorcoranReadiness managerMicrosoft UK
Microsoft - UK
Partner Can Use IO ....To
Improve the customer conversationPosition your solution strategicallyIdentify new opportunities
Before that can happen You need to .... identify solution areas you are willing/wanting to provide services for.... Get focussed - get ready and get selling
Look at the IO model and ask ..
What solutions are you offering today ?
How many engagements; case studies ?What would like to offer ?What ‘s required to get you there ?
Sales collateralMarketingSales ReadinessTechnical Readiness
Aligning to your PSP
Identifying your IO gaps
Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.
Mark MurrinMicrosoft Alliance ManagerSCC (UK)
Optimization Driving New Value At SCC
Specialist Computer Centres
• 6 CompetenciesGold Certified
Partner
• 9 countries• 7000+ customer facing employees• Manage 1M+ desktops across Europe
€3.1B business
• LAR• Systems Integrator• SAM Partner• Hosting and Managed Services
Multi-faceted Microsoft Partner
• Differentiate• Refresh• Innovate and drive innovation• Long term traction with more customers
Business Challenges
Value And Benefits To SCC
Customer Engagement
•Customers business requirements and pain points•Level of engagement and credibility•Vision for tangible improvement•Set direction and quantifiable steps•Blueprint to support a customers strategic direction
Partner value•Re-enforces partner value quicker as well as the long term•SCC is the customers guide on an I/O journey •Drive value at each phase of a customers solutions delivery lifecycle
IO Adoption & IntegrationFocal point to unify and integrate our Microsoft touch points
Maturity model for customers, a framework for partnersSolution Sales approach
Supports a best practise ethosMicrosoft Services StrategySales Readiness - TrainingManaged Services
Continuous TransformationCross business alignment
Sales & MarketingLicensing & SAMService StrategyMicrosoft Engagement
The IO OpportunityLicense to
Services ratio improvements Services
content of contracts improving
Service pipeline $16M+Incremental
License revenues of
$6M
Increased spend, improved conversion rate,
longevity
Better engagement
with Microsoft
Resources and Planning•Embed IO into the heart of the business – commitment to the framework•Use the Microsoft resources and tools – they work•Integrate with your own IP, best practises and process•Develop a solid and meaningful PSP
Commercials•IO is a significant value add – don’t turn away business, use it as a jump off point•As confidence increases, move from FOC to revenue generating IO assessments•Think about the long play – not the single project today, but multiple projects tomorrow•Customers will say no – don’t lose heart
Relationship•Engage with your PAM•Small steps, its a journey for a customer and for a partner – don’t try to boil the ocean•Articulate the value of IO at the right level in the customer•Partner with Microsoft and leverage
Delivery•Share you successes, learn from your mistakes•Manage your proof points•Develop and extend your core competencies and strengths – but know when to partner•Differentiate – develop solution offerings that progress a customers IT maturity
First Steps…And Pitfalls..
What Can IO Help You Drive?Desktop Strategy delivered to the Board. Fully charged at $110K. Direction and steps identified and agreed. $2M of associated short, medium and long-term projects identified
Large Insurance Company
Based on early value, efficiencies and cost reduction SCC won a $4.2M - 3yr Managed Service contract to build, host and deliver an eCommunications platform. A combination of Core IO and BPIO projects.
Tier 1 UK University
Initial discussion around a point solution was re-framed into a infrastructure transformation discussion with the CIO. $1.5M services contract to deliver transformation milestones across the IO model
Central Government Dept
A new customer to SCC, we were engaged at CIO level with immediate success through the use of IO, demonstrating a desire to develop a partnership through the short, medium and long-term
Haulage and Logistics
Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.
How to build an Optimization
Practice
Brent Johnson Partner Cadence Preferred
Cadence Preferred
Engaging With Microsoft
Align your sales approach with Optimization
Create a bigger sales footprint per
account
Build a practice
Joint engagement with Microsoft field
Align your solutions with Microsoft
solutions
Scale to Microsoft opportunities and
drive to close
Step 4
Step 3
Step 2
How To Build An Optimization PracticeStep 1
Earn a Microsoft Partner Program Competency related to Optimization
Register with Optimization Sales Connection
Acquire all Microsoft Optimization resources for partners and customers
Develop solution offerings that align with the Optimization model
Step 5Implement best practices for selling through the Optimization model
How To Build An Optimization Practice: Step 1
More information here: https://partner.microsoft.com/global/40021633
Experience a wealth of benefits
Support your core business strategies and improve your market
impact and reach.
Align your business with Microsoft
Greater profitability and faster implementation times than the
competition.
Help stand apart from the crowd
Demonstrate your proven Microsoft experience and skills to customers.
Build powerful partnerships
Expand business opportunities through enhanced partner-to-
partner connections.
Step 1Earn a Microsoft Partner Program Competency related to Optimization
Examples of Competencies related to Optimization:Advanced InfrastructureNetworking InfrastructureMobilityCustom Development Solutions
How To Build An Optimization Practice: Step 2
Step 2
Register with Optimization Sales Connection
Becoming a trusted provider that is recognized by the Microsoft sales
force and customers as a go-to partner for Optimization-related
solutions.
Partners that have already started using Optimization to drive sales
have experienced improved opportunities and growth with
customers.
Partners can synchronize their efforts with Microsoft Account
Teams--driving the effort together.
Increasing the average sales per engagement by identifying more
opportunities and generating more sales.
In an effort to help partners align with the Microsoft sales force, become Optimization relevant, and take advantage of Microsoft Optimization tools to use with customers in an effective manner, Microsoft has developed the Optimization Sales Connection partner framework–a set of guidance, training, and resources to help partners succeed using Infrastructure and Platform Optimization.
How To Build An Optimization Practice: Step 3
Step 3Acquire all Microsoft Optimization resources for partners and customers
Attend :•Selling With Microsoft Optimization Workshop•How to Grow Your Business Through Infrastructure Optimization
Become familiar with:•Infrastructure Optimization Account Discovery Guidance•Customer Engagement Workbook
Download the following resources:•Optimization Customer Kit•Infrastructure Optimization: Essentials•Infrastructure Optimization In Depth
Ask your salespeople to attend:•Core IO University•BPIO University•APO University
More information here: http://www.microsoftio.com
How To Build An Optimization Practice: Step 4
Step 4Develop solution offerings that align with the Optimization model
Assess your company’s areas of expertise in optimization. Then utilize those resources to build a solution offering that will align with the Optimization model. Potential solution offerings include:
Identity and Access ManagementDesktop, Device, and Server
ManagementUnified CommunicationsData Management
Use Optimization Sales Connection (OSC) to assess your IT solutions against the models, gain additional sales resources and complete the registration www.microsoftio.com/osc
How To Build An Optimization Practice: Step 5
Step 5Implement best practices for selling through the Optimization model
“The IO framework helps IT professionals organize and communicate the value of
technology in business terms. And it helps them work toward achieving maximum value from
their solutions as well.” Brad Hibbert ,Vice President of Strategy, NetPro
Computing Inc.
“The assessments—and subsequent discussions about business problems and potential solutions
—often lead to services contracts to help customers improve in target areas.”
Case Study - Intergrupo: Partner Program Helps Solution Provider Achieve 30 Percent Annual
Growth
“The IO program from Microsoft, embedded into our service delivery model through our shared services factory, is adding material value to our customers through improved performance levels, increased uptime and
reduced costs.” Simon Walsh , Managing Director,
Computacenter
“Infrastructure Optimization is not just a one-off implementation. It is a permanent
evolution with the customer.”Simon Oecken , Transformation Director,
Computacenter
Other partners who are using the Optimization model have found great success. Here are a few quotes from those partners and the best practices they have implemented.
The Infrastructure Optimization Journey
4. With customers, complete the Optimization Self-Assessment www.microsoft.com/optimization
3. Build a multi-year plan that maps to Optimization and your business goals
2. Prioritize and identify capability gaps to grow your business http://www.microsoft.com/io
1. Assess your IT solutions against the models http://www.microsoftio.com/osc
1. Attend IO Readiness – IO Universities, Essentials and Workshops https://training.partner.microsoft.com/plc
Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.
BL029 - Grow Your Enterprise Business by Optimizing Customers’ Infrastructure
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© 2008 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.