BPIO Module 04 BPIO Campaign and Maturity Model Tool

Business Productivity Infrastructure Optimization Campaign 1

Day 1:Business Productivity Infrastructure Optimization (BPIO) campaign

We will introduce partners to the concepts of BPIO. They will understand theCurrent market and the opportunities in the market.

Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion.

Time Module Description

8:00 a.m. – 9:00 a.m. Breakfast and networking

9:00 a.m. – 9:30 a.m. 1 - Introduction Overview of the workshop providing guidelines and agenda of the program

9:30 a.m. – 10:00 a.m. 2 - Market Overview & Partner Opportunity

Overview of the current market and partner opportunities within the market

10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign

11:00 a.m. – 12:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool

12:00 p.m. – 1:00 p.m. Lunch Break

1:00 p.m. – 2:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool

2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging with Microsoft

Overview of the CES methodology as well as resources for engaging with Microsoft

3:30 p.m. – 4:30 p.m. 6 - Microsoft Enterprise Search

Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign

Agenda: BPIO Partner Sales Readiness Workshop

Business Productivity Infrastructure OptimizationThe BPIO Campaign for Microsoft Office 2007

Module 4 – BPIO Campaign And Maturity Model


Module 4 – Learning Objectives

Infrastructure Optimization Customer Campaigns

Business Productivity Infrastructure Optimization campaign

Business Productivity Infrastructure Analyzer

Microsoft Information Worker Competencies Aligned


Infrastructure Optimization Customer

Campaigns

Business Productivity Infrastructure Optimization Campaign


Microsoft’s Support For Customer-Centric Solution Selling

Methodology

Alignm

ent

Bus

ines

s Con

text

Know

ledg

e

Technology Depth and Integration

Methodology

Alignm

ent

Bus

ines

s Con

text

Know

ledg

e

Solution Selling and

Delivery

TDM IO Campaigns:

BPIO

Customer Engagement

Solutions (CES)

BDM Customer Campaigns


Industry Marketing

Marketing To The Enterprise Microsoft customer campaigns FY ’07

Perc

ep

tion

Cam

paig

ns

ITD

MB

DM

/ ITD

M

Cu

sto

mer

Cam

paig

ns

Busin

ess V

alu

e:

Gro

wth

-Driv

en

Optimize and Secure your Core Infrastructure

Optimize your Business Productivity Infrastructure

Optimize your Application Platform Infrastructure

Build Customer Connections

Enable Your Mobile Workforce

Improve Compliance

Drive Business Performance

Drive Real World Business Processes

People_Ready Business Message

Executive Engagement

Busin

ess V

alu

e:

Cost-D

riven

InfrastructureOptimization

Find, Use, ShareInformation


Infrastructure Optimization

Capability sequencing framework to help customer build optimized infrastructure (not Microsoft-specific)

Drives cost reduction, security and efficiency gains as well as enables agility

Grounded in industry analyst and academic work

Provides guidance and best practices for step-by-step implementation


Infrastructure Optimization Customer Value

Four stage maturity model describes levels of infrastructure maturity

Model consists of capability descriptions across the continuum

Helps solve the 70/30 problem

Drives lower Total Cost of Ownership for Information Technology Infrastructure

Maps the technology roadmap to the customer’s needs

Uncoordinated, manual

Infrastructure

Knowledge not captured

Managed Information Technology

Infrastructure with limited automation

and knowledge

capture

Managed and consolidated Information Technology

Infrastructurewith extensive

Automation, knowledge

captured and re-used

Fully automated

management, dynamic resource Usage ,

business linked SLA’s. Knowledge

capture automated

and use automated

Cost Center More Efficient Cost Center Business Enabler Strategic Asset

Dramatically Simplify and Automate Deployment and Operations

IT Budgets


Core Infrastructure

Business Productivity

App PlatformProvides ATU, STU, PTU and Services

coordinated execution based on

One Plan

Provides Customer a way

to bridge gap between

Business and IT

Allows ATU have the same

conversation with Business, IT

and Purchasing

Enables Partner ecosystem by

establishing IT as a strategic asset

Infrastructure Optimization Provides Unified ViewCommon lens for customer, partner, and Microsoft teams


Business Productivity Infrastructure Optimization

Campaign



One world of business

Always on,always connected

Transparentorganization

Simplifyworking together

Find info andimprove

business insight

Secure andmanage content

WorkplaceTrends

Role ofSoftware

New World Of Work


Business Productivity InfrastructureStreamline the way people do business with the 2007 Microsoft Office system

Unified Communication

s and Collaboration

Business Intelligence

Enterprise Content

Management

Workflow SearchBusiness

Data Catalog

Extensible UI

Open XML File

Formats

Website and

Security Framework

Secure, Well-Managed Infrastructure


Business Productivity InfrastructureStreamline the way people do business with the 2007 Microsoft Office system

Single infrastructurefor BI, ECM,

UCC

Familiar userinterface to

interactwith information

Unites structuredand unstructured data and process

Extensible platform

for business solutions


Unified Communications And Collaboration (UCC)Simplify working together

Unify business communicationsSingle inbox for all communication typesVoice access to e-mail and calendarAny mode, from anywhere

Empower teamsOffline access to documents, e-mails, and workspacesWikis, blogs, and RSSProject and issue tracking

Connect people, process and informationPeople search, personalized portals and “My Sites”Out-of-the-box and extensible workflow

Enable work anywhereMobile Office applications, e-mail and IMThousands of mobile business applications


Enterprise Content Management (ECM)Secure and manage content

Manage diverse contentOne topology for web, document and records managementContent types with metadata, policy and workflowSearch across multiple repositories and LOB systems

Satisfy compliance requirementsDocument retention Access and usage controlLegal discovery and hold

Efficiently manage multiple web sitesUser authoring and publishingMulti-lingual and mobile device support

Reduce paper and manual processesElectronic forms for data accuracy and validationOne form for client, browser, mobile devices


Business Intelligence (BI)Improve business insight

Integrate disparate business systemsHigh performance ETL, OLAP, data mining and reportingLOB data and XML, web service, RSS sourcesEnterprise grade and affordable

Easily analyze complex business informationNative Excel support for SQL Server Analysis ServicesRich visualization with Office applicationsReady access to LOB data with Business Data Catalog

Empower decisions at all levelsComprehensive BI portal with integrated SearchServer-based Excel spreadsheets and calculationsFlexible KPI’s, reports and scorecards


The e-mail, calendar and unified messaging server

The ultimatecollaboration desktop

The real timecommunication server

The collaboration andcontent server

Products Enabling Business ProductivityOffice system roadmap

Available in 2007

Q4 2006

Q4 2006

Q4 2006


How Can We Help Customers Build A Business Productivity Infrastructure?Business Productivity Infrastructure Optimization Model (BPIO)

Cost Center More Efficient Cost Center

Business Enabler

Strategic Asset

Standardized content and

communication

infrastructure, with limited mgmt and

provisioning

Fully managed and

provisioned business

infrastructure

Content chaos, manual

processes, uncoordinate

d Infrastructure

People-ready infrastructure

, with predictable IT service levels

Identify where

you want to be

Identify where

you are


Balance IT Costs And Business Value

Time

$

IT Costs (conceptual)Business Value Returned (conceptual)


Infrastructure Optimization Model Value

Cost Center More Efficient Cost Center

Business Enabler

Strategic Asset

Managed Information Technology

infrastructure with limited

automation and knowledge

capture

Managed and consolidated Information Technology

infrastructure with extensive

automation, knowledge

captured and re-used

Uncoordinated, manual

infrastructure knowledge not

captured

Fully automated management,

dynamic resource usage, business

linked SLA’s. Knowledge

capture automated and use automated

Dramatically Simplify and Automate Deployment and

Operations


Choosing Where To StartThe right business productivity infrastructure for your business

Identify where

you want to be

Collaborative Workspaces and PortalsMessagingPresence

Web Conferencing

Reporting and AnalysisPerformance Management

Data Warehousing

Unified Communication and Collaboration

Enterprise Content Management


Document and Records ManagementWeb Content Management

Forms ManagementSearch

Identify where

you are


Business ProductivityInfrastructure Optimization Model

Un

ified

C

om

mu

nic

ati

on

an

d

Colla

bora

tion

En

terp

rise

C

on

ten

t M

an

ag

em

en

tB

usi

ness

In

telli

gen

ce Performance ManagementReporting and AnalysisData Warehousing

Document and Records ManagementWeb Content ManagementForms ManagementSearch

MessagingCollaborative Workspaces and PortalsInstant Messaging (IM)/Presence/VoiceWeb Conferencing


Customer-Centric Selling With BPIOAligning technology capabilities to business prioritiesAligns technology capabilities to validated

business prioritiesMoves the conversation from point solutions to platform based solution enablement

Drives the deployment conversation

Drives repeat engagement

It creates an understanding of where to invest in solutions and skills development

Aligns Microsoft and Partner thought


Industry Marketing

Marketing To The Enterprise Microsoft customer campaigns FY ’07

Perc

ep

tion

Cam

paig

ns

ITD

MB

DM

/ ITD

M

Cu

sto

mer

Cam

paig

ns

Busin

ess V

alu

e:

Gro

wth

-Driv

en

Optimize and Secure your Core Infrastructure

Optimize your Business Productivity Infrastructure

Optimize your Application Platform Infrastructure



Improve Compliance

Drive Business Performance

Drive Real World Business Processes

People_Ready Business Message

Executive Engagement

Busin

ess V

alu

e:

Cost-D

riven

InfrastructureOptimization

Find, Use, ShareInformation


Solutions Span Multiple Capabilities And IO Models

Application Platform

Infrastructure

Development

Visual Studio Expression BizTalk SQL

LCS Exchange SharePoint Office

SOA and Business Process

Data Management


Business ProductivityInfrastructur

e


Communications and Collaboration

Core Infrastructur

e

Security and Networking Windows

Server Windows

Client Windows

Device Security Management

Identity and Access Management

Desktop, Device and Server Mgmt

Data Protection and Recovery

People and Processes



Find, Use, Share

Information

Improve Compliance

Manage Business Performance

Drive Real World Business

Processes

Solution Win


Day 1:Business Productivity Infrastructure Optimization (BPIO) campaign

We will introduce partners to the concepts of BPIO. They will understand theCurrent market and the opportunities in the market.

Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion.

Time Module Description

8:00 a.m. – 9:00 a.m. Breakfast and networking

9:00 a.m. – 9:30 a.m. 1 - Introduction Overview of the workshop providing guidelines and agenda of the program

9:30 a.m. – 10:00 a.m. 2 - Market Overview & Partner Opportunity

Overview of the current market and partner opportunities within the market

10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign

11:00 a.m. – 12:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool

12:00 p.m. – 1:00 p.m. Lunch Break

1:00 p.m. – 2:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool

2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging with Microsoft

Overview of the CES methodology as well as resources for engaging with Microsoft

3:30 p.m. – 4:30 p.m. 6 - Microsoft Enterprise Search

Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign

Agenda: BPIO Partner Sales Readiness Workshop

Business Productivity Infrastructure Optimization Campaign 29Business Productivity Infrastructure Optimization Campaign

People_Ready BusinessVideo


BPI AnalyzerFeedback from the Pilot Workshops

“This (BPI Analyzer) is better than what we use! When can I get it?”

– Microsoft, Madrid Pilot

“The tool is awesome!”

– Partner, Madrid Pilot

“The BPIO model is really good for App Plat partners looking to grow and unify their disparate offerings.”

– Partner, Redmond Pilot

“I love the BPI Analyzer and want to use it with our customers this Monday!”

– Partner, Singapore Pilot


BPI Analyzer Demo



Improve collaboration between regional offices: Help 9 local offices develop and share statistical information in a standardized way

Build secure Information portal for Presidents office: Extranet access to search, retrieve, analyze information

Develop an integrated security plan to protect information and avoid confidential information leaks

Consolidate databases in one central data warehouse

CIO Top IT And Business PrioritiesThe 3-year plan for technology innovation


Unified Communication and Collaboration



Improve Collaboration Between Regional OfficesSecure Information Portal for Presidents Office

Workspaces and PortalsMessagingPresenceWeb Conferencing

Doc and Records MgmtWeb Content MgmtForms MgmtSearch

Reporting and AnalysisPerformance MgmtData Warehousing

Core Infrastructure


Revenue planning solely driven by fiscal year

priorities

Before BPIO After BPIO

Product/solution-centric planning, with tactical customer engagement

Focused on selling to traditional IT concerns

Partner and services attach is an afterthought

Revenue planning driven by growth potential, addressable share of pie

Customer-centric planning, around vision for technology purchase and

adoption

Augments traditional IT sell with business value infrastructure

Better vision and strategy for partner and services attach

Conclusion: BPIO Is ValuableFosters discovery of short-term revenue while helping develop mid-long term account strategy


Summary


Empower employees and organization with a secure and well-managed infrastructure

Introduction to Infrastructure Optimization – 4 stage model; Value of Infrastructure Optimization; Choosing where to start; What products fulfill Business Productivity Infrastructure Optimization?



Group Discussion

Discuss BPIO maturity model and the BPI AnalyzerHow could this Campaign and methodology help with TDMs?

What are some of the values that these new campaigns bring to the table?

Have the groups discuss the Maturity Model for their specific category

If time allows, have the groups discuss how their subcategory fits into the BPIO campaign as a whole


Call To Action

Identify where your customers are in the Business Productivity Infrastructure Optimization Model

Identify highest impact options and prioritize projectsQuantify individual Best PracticesBuild a business plan that maps to the customer’s priorities

Engage with Microsoft to drive joint pipeline managementExecute Partner Solutions Plan with your Partner Account Manager

Enablement

Leverage the July 2006 Infrastructure Optimization Partner Kit http://www.microsoftio.com

Attend Infrastructure Optimization Training Sessions being held at the regional and local levels

Talk to your Partner Account Manager about the availability of Business Productivity Infrastructure Optimization Sales University


Resources

Unified Communication and Collaboration Resourceshttp://www.microsoft.com/office/preview/collaboration.mspx ECM Product Information and Resourceshttps://partner.microsoft.com/US/40029077?PS=95000124 Business Intelligence Information and Resourceshttp://www.microsoft.com/bi Windows SharePoint Services Resourceshttp://www.microsoft.com/office/preview/technologies/sharepointtechnology/highlights.mspx Office Partner Resourceshttps://partner.microsoft.com/US/40025002?PS=3 Microsoft Office System Beta 2 Partner Guide https://partner.microsoft.com/US/40006556?PS=3 Microsoft Partners Program Websitehttps://partner.microsoft.com/

BPIO Module 04 BPIO Campaign and Maturity Model Tool

Documents

Transcript of BPIO Module 04 BPIO Campaign and Maturity Model Tool