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

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

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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

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Deployment

Capitalize on Office 2010 momentum:• Similar experiences• Office 2010 users are most likely to upgrade/purchase

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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

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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

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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

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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

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Project 2010: licensing information

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

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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

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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

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How to add value: documents and resources

Project 2010: documents to review

Changes in Project 2010 This article lists changes in Project 2010 and migration considerations.

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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

Why sell project management?

Project management is indispensable to achieve business results

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Customer has failed projects due to wasted:

Resources Money Time

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Disti Bootcamp Learnings Review: IW + Client March 15, 201122 |

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

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?

Company goals

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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

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

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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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Project 2010 solves common business problems such as missed delivery dates, cost over-runs, and over-allocation of resources

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With significant updates and visual enhancements, Project 2010 delivers an intuitive and easier way to simplify planning, collaboration, and resource allocation

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Positive product momentum• biggest release in more than a decade • significant updates • innovative capabilities

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Positive analyst momentum• Moved up in latest Gartner and IDC reports• Continues to be a leader in latest reports

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

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• 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

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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

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Assessing your customers

Tips for conversation starters

Ask a question that touches on a customer’s problem or

Listen for initial

response

Ask clarifying question

Show how Project 2010

can help!

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Conversation starter: communication

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?

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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

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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?

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

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Conversation starter: schedule management

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?

Schedule management pain

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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

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• 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?

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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

Schedule management solution

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Conversation starter: collaboration

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?

Collaboration pain

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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

Collaboration pain

March 15, 201150 |

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?

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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

Collaboration solution

March 15, 201152 |

Conversation starter: resource management

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?

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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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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?

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Benefits

• Intuitive management of resource assignments

• Resource-centric views • What-if-analysis techniques • Resource maximization • Ability to visualize assignments

Resource management solution

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Conversation starter: cost management

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?

Cost management pain

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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

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• 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?

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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

Cost management solution

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Objection handling: what partners will want to know

Question 1: How Is selling Project 2010 going to increase my revenue?

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?

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Question 1

Opportunity 2: Customers who purchase Project 2010 overwhelmingly purchase Visio.?

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Question 1

?Response:Project 2010 offers attractive cross-sell and up-sell opportunities.

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Opportunity 3: Cross-sell SharePoint Server 2010 to manage project collaboration.

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?

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Question 1

Opportunity 5: Upgrade customers to Project 2010 from an older version of Project.?

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Question 1

Opportunity 6: Up-sell customers to Project Professional 2010 from an older version of Project Standard.?

March 15, 201170 |

Question 1

Opportunity 7: Incorporate Microsoft Software Assurance for Volume Licensing into your licensing solutions.?How is selling

Project 2010 going to increase my revenue?

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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

March 15, 201172 |

Question 2: Why Is Project 2010 easier to sell?

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?

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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

March 15, 201175 |

Question 2

Reason 3: Project 2010 has better than ever integration with other Office applications. ?Why is Project

March 15, 201176 |

Question 2

Reason 4: Customers are more likely to upgrade if they believe Project 2010 enables effective project collaboration. ?Why is Project

March 15, 201177 |

Question 2

Reason 5: Customers moving to Windows 7 and Office 2010 want to upgrade to Project 2010. ?Why is Project

March 15, 201178 |

Question 2

Reason 6: The use of SharePoint for collaboration is credited as driving growth for Project. ?Why is Project

March 15, 201179 |

Question 2

Reason 7: Project 2010 can help your customers save money. ?Why is Project

March 15, 201180 |

Question 2

Reason 8: Customer success rates for critical projects are decreasing. ?Why is Project

March 15, 201181 |

Question 2

Reason 9: Think: "What strategic objectives did customer not accomplish due to failed or poorly run project ?"?Why is Project

March 15, 201182 |

Question 3: Does Project 2010 incorporate the Office Ribbon?

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?

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Question 3

Reason 2: Simpler graphical menus and a familiar Office experience helps you easily manage projects. ?Does Project

March 15, 201185 |

Question 3

Reason 3: Solution-oriented tabs have been brought to the surface for easy use. ?Does Project

March 15, 201186 |

Question 3

Reason 4: Contextual tabs provide formatting options.?Does Project

March 15, 201187 |

Question 3

Reason 5: Context-sensitive actions are grouped to help you easily find the right command.?Does Project

March 15, 201188 |

Question 3

Reason 6: Relevant actions are presented without having to navigate through multiple menus.?Does Project

March 15, 201189 |

Question 4: What is the Backstage View and how does it relate tothe Office 2010 Ribbon?

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 |

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?

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 |

Question 1

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 |

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 ?

March 15, 201197 |

Question 1

Reason 4: Project Professional 2010 connects with Project Server 2010.?Which Project

2010 licensing model is best for my customers?

March 15, 201198 |

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

March 15, 201199 |

Question 2: My customer has Project Standard 2003. What Project 2010 product should they buy?

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 |

Question 2

Reason 2: Project Professional 2010 gives customers a powerful, visually enhanced way to manage a wide range of projects. ?

My customer has Project Standard 2003. What Project 2010 product should they buy?

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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. ?

March 15, 2011103 |

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?

March 15, 2011104 |

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:

March 15, 2011105 |

Question 3: How has VL activation changed in Project 2010 (and Office 2010 applications)?

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)?

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Question 3

Reason 2: Flexible options for Volume Activation (VA)

• Key Management Services (KMS) • Multiple Activation Key (MAK) ?

infrastructure.

March 15, 2011108 |

Question 3

Reason 3: Virtual machines count toward the minimum requirement of 5 connected systems.?

infrastructure.

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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)?

infrastructure.

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Question 4: What are the system requirements for ProjectStandard 2010 and Project Professional 2010?

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?

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 |

Question 1

Reason 2: The new Office Backstage view lets you simply save, share, print, or publish your projects from one location.?

March 15, 2011116 |

Question 1

Reason 3: Familiar Office features such as text wrapping, filtering, auto-complete, scroll & zoom save you time.?

March 15, 2011117 |

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. ?

March 15, 2011118 |

Question 1

Reason 5: The new & visually enhanced Timeline View gives a clearer view of tasks, milestones, and phases. ?

March 15, 2011119 |

Question 1

Reason 6: At-a-glance resource management lets you drag & drop to effectively plan tasks.?

March 15, 2011120 |

Question 1

Reason 7: You can connect your teams with SharePoint Foundation 2010 synchronization.?

March 15, 2011121 |

Question 1

Reason 8: Add Project Server 2010 with Project Professional 2010 and enjoy unified project & portfolio management. ?

March 15, 2011122 |

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?

March 15, 2011123 |

Question 2: My customers only use a small percentage of Project’s functionality. How can they benefit from the new version?

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 |

Question 2

Reason 2: Microsoft has added significant value to Project 2010 that is not available in alternative products. ?

March 15, 2011126 |

Question 2

Reason 3: Project 2010 has better than ever integration with other Office applications. ?

March 15, 2011127 |

Question 2

?My customers only use a small percentage of Project’s functionality. How can they benefit from the new version?

• 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?

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 |

Question 3

Reason 2: Employer hiring criteria includes finding candidates who know how to utilize Project.?

March 15, 2011131 |

Question 3

Reason 3: Most project & portfolio management vendors integrate with Project Professional 2010 directly. ?

March 15, 2011132 |

Question 3

Reason 4: OpenProj does not necessarily preserve formatting, calculations, layout, or macros, making sharing documents unreliable. ?

March 15, 2011133 |

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?

March 15, 2011134 |

Question 4: Will upgrading to Project 2010 involve a lot of expensive & time-consuming end-user training?

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

Will upgrading to Project 2010 involve a lot of expensive & time-consuming end- user training?

March 15, 2011136 |

Question 4

Reason 2: Project 2010 utilizes the Office Ribbon, making it easier to get started & keep going. ?

March 15, 2011137 |

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.?

March 15, 2011138 |

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.?

March 15, 2011139 |

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.?

March 15, 2011140 |

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.?

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?

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)

Question 6: My customer is thinking about upgrading to Project Standard 2010. Why should they consider ProjectProfessional 2010 instead?

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 |

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

March 15, 2011147 |

Question 6

Reason 3: Project Professional 2010 connects with any version of SharePoint 2010 enabling effective project collaboration.?

March 15, 2011148 |

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.?

March 15, 2011149 |

Question 6

?Response:• Project Standard 2010 & Project Professional 2010 offer unique

• See Edition Comparison for the full comparison of Project Standard 2010 and Project Professional 2010 desktop.

March 15, 2011150 |

Question 6

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.

Question 7: My customer doesn’t see the value of Software Assurance for Project. What are they getting other than new version rights?

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 |

Question 7

Reason 2: Individuals in the organization benefit from the software & training they need.?

March 15, 2011154 |

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.?

March 15, 2011155 |

Question 7

Reason 4: SA provides access to Microsoft support professionals, resources, and tools to help deploy software & problem resolution support.?

March 15, 2011156 |

Question 7

Reason 5: With SA, organizations can deploy software efficiently, monitor errors, and access Windows source code.?

March 15, 2011157 |

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?

March 15, 2011158 |

Up-sell opportunities for SMB segment

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

March 15, 2011160 |

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 |

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

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

March 15, 2011163 |

Disti Bootcamp Learnings Review: IW + Client164

Migration opportunities

To learn more:

Go to: http://technet.microsoft.com/en-us/evalcenter/ee404758.aspx

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

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

March 15, 2011

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

March 15, 2011

Cross-sell opportunities: attach to Visio

Project works well with Visio• 70% of customers who buy Visio buy Project.

March 15, 2011

Real-life scenarios

Customer success videos: http://www.microsoft.com/project/en/us/2010-videos.aspx

March 15, 2011169 |

Resources

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 |

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

March 15, 2011172 |

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

Events, webinars, and webcasts

To find events including free webinars and webcasts, go to http://www.microsoft.com/project/en/us/events.aspx

March 15, 2011174 |

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

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 |

Microsoft Project 2010: Partner Sales Opportunities

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