Presenter Microsoft SSP or TS Audience IT professionals (Business Analysts, Solution Architects, Platform Architects, Infrastructure Architects, IT Infrastructure Manager, IT Operations Manager) who are supporting the definition of Sales Effectiveness Purpose Introduce the IT pro to this solution Give the IT pro a high-level overview of the phased steps needed to implement this solution Persuade the IT pro to take the next steps Guidance To best present the deck, follow these guidelines: Delete hidden slides like this one before you present to your customer Familiarize yourself with the speaker notes included in the presentation Customize the speaker notes to your customer (if necessary) Select relevant slides from the corresponding Business Priorities Presentation and the Capability Discussion Presentation Using this presentation The IT Pro Conversation Recap discussions with BDM Recap discussions with BDM Recap discussions with TDM Recap discussions with TDM Use the following IT pro conversation tools: Use the following IT pro conversation tools: Business Priorities Presentation Business Priorities Presentation Capability Discussion Presentation Capability Discussion Presentation Business Priorities Guide Business Priorities Guide Capability Discussion Guide Capability Discussion Guide Solution Implementer Guide Solution Implementer Guide Architecture Guide Architecture Guide Transition ownership of the process to the IT Pro Solution Implementation team Transition ownership of the process to the IT Pro Solution Implementation team Establish next steps: Establish next steps: Document and baseline process improvement and solution feature requirements (use the Business Priorities Guide) Document and baseline process improvement and solution feature requirements (use the Business Priorities Guide) Map to supporting platform architecture (integrated capability analysis) Map to supporting platform architecture (integrated capability analysis) Infrastructure Optimization Sales Approach Audience Solution Implementer Guide Architecture Guide Infrastructure Optimization Sales Support Materials Solution road map Solution areas Industry Horizontal Customer business strategy Capability Discussion Guide Capability Discussion Presentation 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Enterprise Platform approach Position the Integrated Enterprise Platform approach 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Enterprise Platform approach Position the Integrated Enterprise Platform approach Business Priorities Guide Business Priorities Presentation 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities Optimization gap analysis => Projects, architecture, products BDM TDM IT Pro Road Map Selling Structure the relationship Structure the relationship Joint plan to achieve strategic value goals Joint plan to achieve strategic value goals Iterative deployment phases demonstrate value early, reduce risk Iterative deployment phases demonstrate value early, reduce risk Organize and prioritize licensing and services in a way meaningful to the client (business benefit + platform value) Organize and prioritize licensing and services in a way meaningful to the client (business benefit + platform value) Sell to me in terms of this road map Sell to me in terms of this road map Move from point-solution support to Integrated Enterprise Platform incumbent Move from point-solution support to Integrated Enterprise Platform incumbent An in-progress road map is a highly defensible position An in-progress road map is a highly defensible position Focus and direct the selling process Focus and direct the selling process Strategic account plans can focus on fewer entry points that lead to Integrated Enterprise Platform initiatives Strategic account plans can focus on fewer entry points that lead to Integrated Enterprise Platform initiatives Road map guides the goals and schedules of selling delivery Road map guides the goals and schedules of selling delivery Licensing Management Use road maps Use road maps Prioritizes license purchases and timing in consistent terms of client value Prioritizes license purchases and timing in consistent terms of client value Dont stop at the initial Optimization gap analysis Dont stop at the initial Optimization gap analysis Push road map development Push road map development Position initial solution deployment in the context of the road map at all times Position initial solution deployment in the context of the road map at all times Use the Optimization model to pool value articulation across solution road maps Use the Optimization model to pool value articulation across solution road maps Sales Effectiveness Solution Implementer Guide AgendaAgenda Recap Discussions to Date Next Steps Solution Guidance Phase 1 Phase 2 Phase 3 Customize the Capability Requirements Engagement Approach Audience Solution road map Solution areas Industry Horizontal Business strategy Integrated Capability Analysis > Projects, architecture, products 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Capability approach Position the Integrated Capability approach 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Capability approach Position the Integrated Capability approach Business executives 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities IT executives Architects IT pro/dev executives Recap BDM/TDM Conversation To start off this presentation, you should recap your previous discussions with the BDM and/or TDM. Do the following: Pull slides from the Business Priorities Presentation and the Capability Discussion Presentation. Pull slides from the Business Priorities Presentation and the Capability Discussion Presentation. Insert in place of the Support for Priority Business Capabilities and Phase slides. Insert in place of the Support for Priority Business Capabilities and Phase slides. Update with the most current view of the business priorities. Update with the most current view of the business priorities. Integrated Capability Analysis Ensure target business capabilities cover process improvement priorities Translate business capabilities into required platform infrastructure capabilities Assess current platform infrastructure maturity Determine gaps to target platform infrastructure Build a road map for platform and solution implementation Specify required platform architecture, technologies, and services Baseline platform road map Business Priorities Guide Business Priorities Guide 1a You initially used this guide to prepare for and structure the conversation with the BDM. In this presentation, you should reference this guide to present your current understanding about the business drivers and their priorities according to the BDM. Business Priorities Guide 1b You discussed this guide with the BDM and TDM to present potential business capabilities of a solution that support their business priorities. In this presentation, use it to present the business capabilities that were the most compelling. EXAMPLE Capability Discussion Guide This guide is a key tool for translating priority business capabilities into Optimization maturity levels. This page presents business drivers, business capabilities, and solution components. Capability Discussion Guide Map This page summarizes the Optimization mapping for the three solution phases defined by the collective set of integrated capability attributes on previous pages. Use this information to customize the target Optimization solution mapping per the clients priority business capabilities. This presentation includes guidance and a sample of how this is done. Capability Discussion Guide EXAMPLE Business driverPhase 1Phase 2Phase 3 KNOW YOUR CUSTOMER (360- DEGREE VIEW OF CUSTOMER DATA) Maintain centrally-maintained target market lists via centralized spreadsheets that are maintained on collaborative workspaces Easily access a centrally maintained proposal template library via collaborative workspaces with document content versioning capabilities Enable better collaboration and coordination of sales activities across distributed sales teams via collaborative workspaces for customer/market information and sales activity tracking that users can access on mobile devices Improve quality and reduce cycle time for generating sales proposals via collaborative workspaces that contain customer/market information, product/service information, proposal templates, and collaborative authoring capabilities Improve responsiveness of sales to communications from clients while away from the office via access toand calendars from mobile devices View and analyze the performance of known market segments via parameterized reports that are connected to customer performance databases Improve insight into customer/market transactions via sales performance and historical transaction data that is integrated with CRM in data marts for reporting and analysis Provide a centralized library and supporting taxonomy for archiving and ranking past proposals via a centralized document library that is supported by workflow and custom document metadata fields Exploit opportunities to pursue niche markets and high-value customers via self- serve reporting and analysis of transaction data from data marts Enable better customer insight and focus on high-value customers and opportunities via self-service reporting and analysis of transaction data from data marts Simplify access to and the use of data in enterprise applications via familiar tools for composite and reporting/analysis applications Improve efficiency in and frequency of the use of customer relationship management (CRM) and other enterprise applications via sophisticated composite, personalized front-end applications using workspace infrastructures Improve focused execution in niche markets and for high-value customers via automated tools for budgeting, planning, and forecasting programs Enhance the ability to use past proposals and find relevant experts to support sales opportunities via enterprise search Drive persistent focus on critical areas of individual performance via personalized performance scorecards Streamline access to transaction, customer, opportunity, and product data via enterprise search of transaction and opportunity data marts Improve discovery of niche markets and high-value customers via data mining tools that are connected to data marts Streamline access to current product/service information via enterprise search Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the Business Discussion Guide and the Capability Discussion Guide. Integrated Capability Support for Priority Business Capabilities Business driverPhase 1Phase 2Phase 3 OPTIMIZE SALES CYCLE Supplement CRM with tools for sharing, collaboration, and coordination across sales teams via collaborative workspaces that enable users to collaborate on documents and forms Enable better coordination of sales activities and customer/market communications via collaborative workspaces Provide a centralized, collaborative proposal document library via collaborative workspaces that are integrated with desktop productivity applications, document/content locking, and versioning capabilities Improve responsiveness of sales to communications from client via access toand calendars from mobile devices Share customer/market and product/service information across selling teams and make this information accessible offline via collaborative workspaces Improve quality and reduce cycle time for generating sales proposals with access to current customer/market product/service information, proposal templates, and collaborative authoring capabilities via collaborative workspaces and enterprise search Streamline sales support processes via workflow automation that uses collaborative workspace infrastructures Enable better customer insight and focus on high-value customers and opportunities via self-service reporting and analysis of transaction data from data marts Automate proposal work coordination and document handling via centralized collaborative workflows that are supported by workflow management and document workflows Improve responsiveness to customers and generate more accurate proposals via access toand calendars from mobile devices Improve responsiveness to client communications via a unified inbox for, fax, voice mail, and so on Simplify access to data in enterprise applications by sales teams, partners, and customers via basic composite applications and extranet capabilities by using collaborative workspace infrastructures Improve responsiveness to customers and generate more accurate proposals via direct, contextual access to current product/service data Improve collaboration with partners and customers to generate accurate, compelling proposals via secure external collaboration with information protection infrastructure Streamline access to customer information via enterprise search of CRM data Improve efficiency in and frequency of the use of CRM and other enterprise applications via sophisticated composite, personalized front-end applications using workspace infrastructures Improve discovery of niche markets and high-value customers via data mining tools that are connected to data marts Streamline and automate generating proposals via automatically populating XML proposal templates Enable seamless collaboration with selected customers/partners via collaborative workspaces federated across customer/partner infrastructures Streamline access to current product/service information via enterprise search Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the Business Discussion Guide and the Capability Discussion Guide. Integrated Capability Support for Priority Business Capabilities Business driverPhase 1Phase 2Phase 3 SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ ANYWHERE ACCESS) Share customer/market and product/service information across selling teams and make this information accessible offline via collaborative workspaces Enable better coordination of sales activities and customer/market communications via timely and consistent delivery of sales performance reports Improve a sales team's focus on performance via secure IM and Web conferencing Enable better communication across distributed sales teams via IM and Web conferencing Improve responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training online via IM and Web conferencing Facilitate remote sharing, collaboration, and coordination of sales activities via collaborative workspaces Simplify access to data in enterprise applications by sales teams, partners, and customers via basic composite applications and extranet capabilities using collaborative workspace infrastructure Improve responsiveness to customers and generate more accurate proposals via direct, contextual access to current product/service data More precisely and accurately track sales activities across distributed sales teams via data mart reports and analysis tools Protect sensitive data that is shared with partners and clients via secure external collaboration tools with information protection for the infrastructure View past and current sales team performances and activities via parameterized reporting from sales data marts Provide consistent, streamlined access to transaction, customer, opportunity, and product data across sales teams via enterprise search of CRM and transaction data Streamline access to transaction, customer, opportunity, and product data via enterprise search of transaction and opportunity data marts Drive consistency in structured account module/market planning, execution, and tracking via automated tools for budgeting, planning, and forecasting BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Centralize planning and scorecard documents via collaborative workspaces with document locking and version control capabilities Increase team visibility into their performances via self-service reporting and analysis of sales performance data Enable better customer insight and focus on high-value customers and opportunities via self-service reporting and analysis of transaction data from data marts Drive consistent focus on specific performance targets across sales teams via automated team performance scorecards Improve focused execution in niche markets and for high-value customers via automated tools for budgeting, planning, and forecasting programs Drive consistency in structured account module/market planning, execution, and tracking via automated tools for budgeting, planning, and forecasting Drive persistent focus on critical areas of individual performance via personalized performance scorecards Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the Business Discussion Guide and the Capability Discussion Guide. Integrated Capability Support for Priority Business Capabilities Agenda Recap Discussions to Date Next Steps Solution Guidance Phase 1 Phase 2 Phase 3 Customize the Capability Requirements Sophistication of the Solution Phase 1 Provides basic support for the most critical elements of the business driver Phase 2 Provides adequate, typical support for critical and priority elements of the business driver Phase 3 Provides thorough, streamlined support for the business driver that enables differentiated levels of performance KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) OPTIMIZE SALES CYCLE SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Solution Guidance CONCEPTUAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES LOGICAL ARCHITECTURE CONCEPTUAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES LOGICAL ARCHITECTURE Phase Definition For each business driver, list the business challenges, solution features, and business benefits for this solution phase. Use this information and the Support for Priority Business Capabilities slides to structure the conversation with IT professional(s) for capturing, refining, and baselining business problems and solution functionality priorities. Mapping The Optimization mapping indicates the maturity level required for each capability of the solution to fully support the features specified in this solution phase. Use the mapping as a starting point to determine appropriate maturity levels for the solution. After mapping the solution, assess the gap between the current and desired infrastructure to: Understand the scope and sequencing of work required Organize a deployment road map Technologies Use the results of the Optimization mapping to determine the technologies required for the features and supporting capabilities specified in this solution phase. Conceptual Architecture Use this high-level, use case diagram to provide the black box definition of this solution phase. Customize to your solution definition during the integrated capability analysis. Logical Architecture Use this logical, component-level architecture view to show all software components and how they interact to support this solution phase. Tailor to fit your particular solution definition during the integrated capability analysis. Note: Physical architecture is covered in the Architecture Guide also used during the integrated capability analysis. AgendaAgenda Recap Discussions to Date Next Steps Solution Guidance Phase 1 Phase 1 Phase 2 Phase 2 Phase 3 Phase 3 Customize the Capability Requirements Phase 1 CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION Business Driver Needs Business Capabilities KNOW YOUR CUSTOMER (360- DEGREE VIEW OF CUSTOMER DATA) Uncover the correct opportunities through a comprehensive and contextual 360-degree view of the customer and opportunities with anywhere, anytime access Proactively pinpoint up-sell and cross-sell opportunities Identify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaigns Incorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts Maintain centrally-maintained target market lists Easily access a centrally maintained proposal template library Enable better collaboration and coordination of sales activities across distributed sales teams Improve quality and reduce cycle time for generating sales proposals Improve responsiveness of sales to communications from clients while away from the office OPTIMIZE SALES CYCLE Simplify opportunity management and deal tracking Improve lead qualification to increase conversion rates Automate workflows across teams and groups to ensure processes are consistent and repeatable Improve quality, accuracy, and responsiveness to customer communications Enable sales professionals access to timely and relevant product information and to expertise across the company Supplement CRM with tools for sharing, collaboration, and coordination across sales teams Enable better coordination of sales activities and customer/market communications Provide a centralized, collaborative proposal document library Improve responsiveness of sales to communications from client Share customer/market and product/service information across selling teams and make this information accessible offline Improve quality and reduce cycle time for generating sales proposals with access to current customer/market product/service information, proposal templates, and collaborative authoring capabilities Phase 1 (continued) CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION Business Driver Needs Business Capabilities SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locations Coordinate sales efforts across the company to improve efficiency, enhance cross-selling, and ensure consistency Share customer/market and product/service information across selling teams and make this information accessible offline Enable better coordination of sales activities and customer/market communications Improve a sales team's focus on performance Enable better communication across distributed sales teams Improve responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training online Facilitate remote sharing, collaboration, and coordination of sales activities BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Improve sales performance, decision making, and planning through powerful and timely sales insight reporting Provide sales management accurate views into sales initiatives, processes, and results Centralize planning and scorecard documents MAPPING CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE PHASE DEFINITION Phase 1 Technology Guidance (HIDDEN) Client Technologies Microsoft Office Microsoft Office Outlook 2007 / Microsoft Outlook 2010, Microsoft Office Word 2007 / Microsoft Word 2010, Microsoft Office Excel 2007 / Microsoft Excel 2010, Microsoft Office PowerPoint 2007/ Microsoft PowerPoint 2010 Microsoft Office InfoPath 2007 / InfoPath 2010 Microsoft Office Visio 2007 / Microsoft Visio 2010 Microsoft Office Groove 2007 / Microsoft SharePoint Workspace 2010 Microsoft Office SharePoint Designer 2007 / SharePoint Designer 2010 Microsoft Office OneNote 2007 / Microsoft OneNote 2010 Microsoft Windows Mobile 6.1 / 6.5 Microsoft Office Mobile 2010 Windows Embedded Device Manager 2011 Windows Phone 7 Microsoft Office Web Apps Microsoft Forefront Endpoint Protection 2010 / 2012 Windows Vista Windows 7 Enterprise Microsoft Office Communicator 2007 R2 / Lync 2010 Microsoft Office Live Meeting 2007 Server Technologies Microsoft Office SharePoint Server 2007 / Microsoft SharePoint Server 2010 Windows SharePoint Services 3.0 / Microsoft SharePoint Foundation 2010 Microsoft SharePoint Online Microsoft Exchange Server 2007 / 2010 Microsoft Exchange Hosted Services Microsoft Exchange Online Microsoft Office Communications Server 2007 R2 / Lync Server 2010 Microsoft Office Communications Online / Lync Online Microsoft SQL Server 2008 / 2008 R2 Microsoft Server Security Microsoft Forefront Security for SharePoint / Microsoft Forefront Protection 2010 for SharePoint Microsoft Forefront Security for Exchange Server / Microsoft Forefront Protection 2010 for Exchange Server Microsoft Forefront Security for Office Communications Server Microsoft Internet Security and Acceleration Server 2006 / Microsoft Forefront Threat Management Gateway 2010 Windows Server 2008 / 2008 R2 Microsoft System Center Microsoft System Center Operations Manager 2007 R2 / 2012 Microsoft System Center Data Protection Manager 2010 / 2012 Microsoft System Center Configuration Manager 2007 R3 / 2012 Microsoft System Center Mobile Device Manager 2008 Microsoft System Center Virtual Machine Manager 2008 R2 / 2012 Microsoft System Center Service Manager 2010 / 2012 Opalis / System Center Orchestrator 2012 Windows Storage Server 2008 / 2008 R2 Windows Azure Platform Windows Azure SQL Azure Microsoft Hyper-V Server 2008 / 2008 R2 Microsoft Virtual Desktop Infrastructure Suite Microsoft BizTalk Server 2009/2010 Microsoft Operations Framework 4.0 Development Technologies Microsoft.NET Framework 4.0 Microsoft Visual Studio Team System 2008 / 2010 Microsoft Silverlight 4 / 5 Microsoft Expression Studio 3 / 4 Tools Microsoft Application Compatibility Toolkit 5.0 / 5.5 Microsoft Security Assessment Tool Category Products Microsoft Dynamics CRM 4.0 / 2011 TECHNOLOGIES CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES Phase 1 TECHNOLOGIES CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES Phase 1 Category Products Business Driver Category Product KNOW YOUR CUSTOMER (360- DEGREE VIEW OF CUSTOMER DATA) None OPTIMIZE SALES CYCLE Microsoft Dynamics CRM 4.0/2011: Create and maintain a clear view of customers from first contacts through purchase and post-sales SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Dynamics CRM 4.0/2011: Create and maintain a clear view of customers from first contacts through purchase and post-sales BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) None CONCEPTUAL ARCHITECTURE Phase 1 MAPPING TECHNOLOGIES LOGICAL ARCHITECTURE PHASE DEFINITION CONCEPTUAL ARCHITECTURE Phase 1 LOGICAL ARCHITECTURE CONCEPTUAL ARCHITECTURE TECHNOLOGIES MAPPING PHASE DEFINITION LOGICAL ARCHITECTURE AgendaAgenda Recap Discussions to Date Next Steps Solution Guidance Phase 1 Phase 1 Phase 2 Phase 2 Phase 3 Phase 3 Customize the Capability Requirements CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION Phase 2 Business Driver Needs Business Capabilities KNOW YOUR CUSTOMER (360- DEGREE VIEW OF CUSTOMER DATA) Uncover the correct opportunities through a comprehensive and contextual 360-degree view of the customer and opportunities with anywhere, anytime access Proactively pinpoint up-sell and cross-sell opportunities Identify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaigns Incorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts View and analyze the performance of known market segments Improve insight into customer/market transactions Provide a centralized library and supporting taxonomy for archiving and ranking past proposals Exploit opportunities to pursue niche markets and high-value customers Enable better customer insight and focus on high-value customers and opportunities Simplify access to and the use of data in enterprise applications OPTIMIZE SALES CYCLE Simplify opportunity management and deal tracking Improve lead qualification to increase conversion rates Automate workflows across teams and groups to ensure processes are consistent and repeatable Improve quality, accuracy, and responsiveness to customer communications Enable sales professionals access to timely and relevant product information and to expertise across the company Streamline sales support processes Enable better customer insight and focus on high-value customers and opportunities Automate proposal work coordination and document handling Improve responsiveness to customers and generate more accurate proposals Improve responsiveness to client communications Simplify access to data in enterprise applications by sales teams, partners, and customers Improve collaboration with partners and customers to generate accurate, compelling proposals CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION Phase 2 Phase 2 (continued) Business Driver Needs Business Capabilities SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locations Coordinate sales efforts across the company to improve efficiency, enhance cross-selling, and ensure consistency Simplify access to data in enterprise applications by sales teams, partners, and customers Improve responsiveness to customers and generate more accurate proposals More precisely and accurately track sales activities across distributed sales teams Protect sensitive data that is shared with partners and clients View past and current sales team performances and activities BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Improve sales performance, decision making, and planning through powerful and timely sales insight reporting Provide sales management accurate views into sales initiatives, processes, and results Increase team visibility into their performances Enable better customer insight and focus on high-value customers and opportunities Drive consistent focus on specific performance targets across sales teams MAPPING CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE PHASE DEFINITION Phase 2 Technology Guidance (HIDDEN) Client Technologies Microsoft Office Microsoft Office Outlook 2007 / Microsoft Outlook 2010, Microsoft Office Word 2007 / Microsoft Word 2010, Microsoft Office Excel 2007 / Microsoft Excel 2010, Microsoft Office PowerPoint 2007/ Microsoft PowerPoint 2010 Microsoft Office InfoPath 2007 / InfoPath 2010 Microsoft Office Visio 2007 / Microsoft Visio 2010 Microsoft Office Groove 2007 / Microsoft SharePoint Workspace 2010 Microsoft Office SharePoint Designer 2007 / SharePoint Designer 2010 Microsoft Office OneNote 2007 / Microsoft OneNote 2010 Microsoft Windows Mobile 6.1 / 6.5 Microsoft Office Mobile 2010 Windows Embedded Device Manager 2011 Windows Phone 7 Microsoft Office Web Apps Microsoft Forefront Endpoint Protection 2010 / 2012 Windows Vista Windows 7 Enterprise Microsoft Office Communicator 2007 R2 / Lync 2010 Microsoft Office Communicator Mobile 2007 R2 Microsoft Office Communicator Web Access 2007 R2 Microsoft Office Live Meeting 2007 Server Technologies Server Technologies Microsoft Office SharePoint Server 2007 / Microsoft SharePoint Server 2010 Windows SharePoint Services 3.0 / Microsoft SharePoint Foundation 2010 Microsoft SharePoint Online Microsoft Exchange Server 2007 / 2010 Microsoft Exchange Hosted Services Microsoft Exchange Online Microsoft Office Communications Server 2007 R2 / Lync Server 2010 Microsoft Office Communications Online / Lync Online Microsoft SQL Server 2008 / 2008 R2 Microsoft Server Security Microsoft Forefront Security for SharePoint / Microsoft Forefront Protection 2010 for SharePoint Microsoft Forefront Security for Exchange Server / Microsoft Forefront Protection 2010 for Exchange Server Microsoft Forefront Security for Office Communications Server Microsoft Internet Security and Acceleration Server 2006 / Microsoft Forefront Threat Management Gateway 2010 Microsoft Intelligent Application Gateway 2007 / Microsoft Forefront Unified Access Gateway 2010 Microsoft Identity Lifecycle Manager 2007 / Microsoft Forefront Identity Manager 2010 Windows Server 2008 / 2008 R2 Microsoft System Center Microsoft System Center Operations Manager 2007 R2 / 2012 Microsoft System Center Data Protection Manager 2010 / 2012 Microsoft System Center Configuration Manager 2007 R3 / 2012 Microsoft System Center Mobile Device Manager 2008 Microsoft System Center Virtual Machine Manager 2008 R2 / 2012 Microsoft System Center Service Manager 2010 / 2012 Opalis / System Center Orchestrator 2012 Windows Storage Server 2008 / 2008 R2 Windows Azure Platform Windows Azure SQL Azure Windows Server AppFabric Microsoft Hyper-V Server 2008 / 2008 R2 Microsoft Virtual Desktop Infrastructure Suite Microsoft BizTalk Server 2009/2010 Microsoft Operations Framework 4.0 Development Tools Microsoft.NET Framework 4.0 Microsoft Visual Studio Team System 2008 / 2010 Microsoft Silverlight 4 / 5 Microsoft Expression Studio 3 / 4 Tools Microsoft Application Compatibility Toolkit 5.0 / 5.5 Microsoft Security Assessment Tool Category Products Microsoft Dynamics CRM 4.0/ 2011 TECHNOLOGIES CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES Phase 2 TECHNOLOGIES CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES Phase 2 Category Products Business Driver Category Product KNOW YOUR CUSTOMER (360- DEGREE VIEW OF CUSTOMER DATA) Dynamics CRM 4.0/2011: Create reports via new wizard-based tools that are easy to use and maintain; provide a more holistic view of the customer and provide a greater ability to cross-sell products OPTIMIZE SALES CYCLE Dynamics CRM 4.0/2011: Use workflow-driven models and provide information sharing portals; provide a more holistic view of the customer and provide a greater ability to cross-sell products; provide a more holistic view of customer information SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Dynamics CRM 4.0/2011: Provide a more holistic view of customer information; create workflows and reports without the assistance of technical support BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Dynamics CRM 4.0/2011: Provide a more holistic view of the customer and provide a greater ability to cross-sell products CONCEPTUAL ARCHITECTURE MAPPING TECHNOLOGIES LOGICAL ARCHITECTURE PHASE DEFINITION CONCEPTUAL ARCHITECTURE Phase 2 LOGICAL ARCHITECTURE CONCEPTUAL ARCHITECTURE TECHNOLOGIES MAPPING PHASE DEFINITION LOGICAL ARCHITECTURE Phase 2 AgendaAgenda Recap Discussions to Date Next Steps Solution Guidance Phase 1 Phase 1 Phase 2 Phase 2 Phase 3 Phase 3 Customize the Capability Requirements CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION Phase 3 Business Driver Needs Business Capabilities KNOW YOUR CUSTOMER (360- DEGREE VIEW OF CUSTOMER DATA) Uncover the correct opportunities through a comprehensive and contextual 360-degree view of the customer and opportunities with anywhere, anytime access Proactively pinpoint up-sell and cross-sell opportunities Identify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaigns Incorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts Improve efficiency in and frequency of the use of customer relationship management (CRM) and other enterprise applications Improve focused execution in niche markets and for high-value customers Enhance the ability to use past proposals and find relevant experts to support sales opportunities Drive persistent focus on critical areas of individual performance Streamline access to transaction, customer, opportunity, and product data Improve discovery of niche markets and high-value customers Streamline access to current product/service information OPTIMIZE SALES CYCLE Simplify opportunity management and deal tracking Improve lead qualification to increase conversion rates Automate workflows across teams and groups to ensure processes are consistent and repeatable Improve quality, accuracy, and responsiveness to customer communications Enable sales professionals access to timely and relevant product information and to expertise across the company Streamline access to customer information Improve efficiency in and frequency of the use of CRM and other enterprise applications Improve discovery of niche markets and high-value customers Streamline and automate generating proposals Enable seamless collaboration with selected customers/partners Streamline access to current product/service information CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION Phase 3 (continued) Business Driver Needs Business Capabilities SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locations Coordinate sales efforts across the company to improve efficiency, enhance cross-selling, and ensure consistency Provide consistent, streamlined access to transaction, customer, opportunity, and product data across sales teams Streamline access to transaction, customer, opportunity, and product data Drive consistency in structured account module/market planning, execution, and tracking BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Improve sales performance, decision making, and planning through powerful and timely sales insight reporting Provide sales management accurate views into sales initiatives, processes, and results Improve focused execution in niche markets and for high-value customers Drive consistency in structured account module/market planning, execution, and tracking Drive persistent focus on critical areas of individual performance MAPPING CONCEPTUAL ARCHITECTURE TECHNOLOGIES LOGICAL ARCHITECTURE PHASE DEFINITION Phase 3 Technology Guidance (HIDDEN) Client Technologies Microsoft Office Microsoft Office Outlook 2007 / Microsoft Outlook 2010, Microsoft Office Word 2007 / Microsoft Word 2010, Microsoft Office Excel 2007 / Microsoft Excel 2010, Microsoft Office PowerPoint 2007/ Microsoft PowerPoint 2010 Microsoft Office InfoPath 2007 / InfoPath 2010 Microsoft Office Visio 2007 / Microsoft Visio 2010 Microsoft Office Groove 2007 / Microsoft SharePoint Workspace 2010 Microsoft Office SharePoint Designer 2007 / SharePoint Designer 2010 Microsoft Office OneNote 2007 / Microsoft OneNote 2010 Microsoft Windows Mobile 6.1 / 6.5 Microsoft Office Mobile 2010 Windows Embedded Device Manager 2011 Windows Phone 7 Microsoft Office Web Apps Microsoft Forefront Endpoint Protection 2010 / 2012 Windows Vista Windows 7 Enterprise Microsoft Office Communicator 2007 R2 / Lync 2010 Microsoft Office Communicator Mobile 2007 R2 Microsoft Office Communicator Web Access 2007 R2 Microsoft Office Live Meeting 2007 Server Technologies Server Technologies Microsoft Office SharePoint Server 2007 / Microsoft SharePoint Server 2010 Microsoft FAST Search Server 2010 for SharePoint Windows SharePoint Services 3.0 / Microsoft SharePoint Foundation 2010 Microsoft SharePoint Online Microsoft Exchange Server 2007 / 2010 Microsoft Exchange Hosted Services Microsoft Exchange Online Microsoft Office Communications Server 2007 R2 / Lync Server 2010 Microsoft Office Communications Online / Lync Online Microsoft SQL Server 2008 / 2008 R2 Microsoft Server Security Microsoft Forefront Security for SharePoint / Microsoft Forefront Protection 2010 for SharePoint Microsoft Forefront Security for Exchange Server / Microsoft Forefront Protection 2010 for Exchange Server Microsoft Forefront Security for Office Communications Server Microsoft Forefront Server Security Management Console Microsoft Internet Security and Acceleration Server 2006 / Microsoft Forefront Threat Management Gateway 2010 Microsoft Intelligent Application Gateway 2007 / Microsoft Forefront Unified Access Gateway 2010 Microsoft Identity Lifecycle Manager 2007 / Microsoft Forefront Identity Manager 2010 Windows Server 2008 / 2008 R2 Microsoft System Center Microsoft System Center Operations Manager 2007 R2 / 2012 Microsoft System Center Data Protection Manager 2010 / 2012 Microsoft System Center Configuration Manager 2007 R3 / 2012 Microsoft System Center Mobile Device Manager 2008 Microsoft System Center Virtual Machine Manager 2008 R2 / 2012 Microsoft System Center Service Manager 2010 / 2012 Opalis / System Center Orchestrator 2012 Windows Storage Server 2008 / 2008 R2 Windows Azure Platform Windows Azure SQL Azure Windows Server AppFabric Microsoft Hyper-V Server 2008 / 2008 R2 Microsoft Virtual Desktop Infrastructure Suite Duet Enterprise for Microsoft SharePoint and SAP Software Microsoft BizTalk Server 2009/2010 Microsoft Operations Framework 4.0 Development Tools Microsoft.NET Framework 4.0 Microsoft Visual Studio Team System 2008 / 2010 Microsoft Silverlight 4 / 5 Microsoft Expression Studio 3 / 4 Tools Microsoft Application Compatibility Toolkit 5.0 / 5.5 Microsoft Security Assessment Tool Category Products Microsoft Dynamics CRM 4.0 / 2011 TECHNOLOGIES CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES Phase 3 TECHNOLOGIES CONCEPTUAL ARCHITECTURE LOGICAL ARCHITECTURE MAPPING PHASE DEFINITION TECHNOLOGIES Phase 3 Category Products Business Driver Category Product KNOW YOUR CUSTOMER (360- DEGREE VIEW OF CUSTOMER DATA) Dynamics CRM 4.0/2011: Create a single view of each customer based on every piece of information that is collected; deliver pertinent customer information to end users according to their job roles OPTIMIZE SALES CYCLE Dynamics CRM 4.0/2011: Deliver pertinent customer information to end users according to their job roles SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Dynamics CRM 4.0/2011: Create a single view of each customer based on every piece of information that is collected BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Dynamics CRM 4.0/2011: Create a single view of each customer based on every piece of information that is collected CONCEPTUAL ARCHITECTURE MAPPING TECHNOLOGIES LOGICAL ARCHITECTURE PHASE DEFINITION CONCEPTUAL ARCHITECTURE Phase 3 LOGICAL ARCHITECTURE CONCEPTUAL ARCHITECTURE TECHNOLOGIES MAPPING PHASE DEFINITION LOGICAL ARCHITECTURE Phase 3 AgendaAgenda Recap Discussions to Date Next Steps Solution Guidance Phase 1 Phase 2 Phase 3 Customize the Capability Requirements Identify your top-priority business drivers Identify the business capabilities in the Capability Discussion Guide that match your priorities (see below) Choose the phase (Phase 1, Phase 2, or Phase 3) that corresponds to your priorities Add, remove, or adjust capabilities Example: Steps to Customize the Solution Customize the pre-defined solutions (Phase 1, Phase 2, or Phase 3) by doing the following: Understand your priorities Choose a starting point Adjust the mapping Example: Customized Solution Requirements Example: Tips to Customize the Solution Server Security helps protect and secure the server infrastructure at the data center from viruses, spam, malware, and other intrusions. Networking helps manage the network and related configurations to ensure optimal utilization of network resources and business continuity. Consider using an alternate maturity level that corresponds to your requirements Identify, document, and discuss how a capability may be relevant Keep a capability if you are unsure whether you need it AgendaAgenda Recap Discussions to Date Next Steps Solution Guidance Phase 1 Phase 2 Phase 3 Customize the Capability Requirements Engagement Approach Audience Solution road map Solution areas Industry Horizontal Business strategy Integrated Capability Analysis => Projects, architecture, products 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Enterprise Platform approach Position the Integrated Enterprise Platform approach 1. Present relevant integrated capabilities Present relevant integrated capabilities 2. Position the Integrated Enterprise Platform approach Position the Integrated Enterprise Platform approach Business executives 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities 1. Understand business needs and priorities Understand business needs and priorities 2. Discuss range of potential solution capabilities Discuss range of potential solution capabilities IT executives Architects IT pro/dev executives 2010 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.