BPIO Module 04 BPIO Campaign and Maturity Model Tool
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Transcript of 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
Business Productivity Infrastructure Optimization Campaign 3
Module 4 – Learning Objectives
Infrastructure Optimization Customer Campaigns
Business Productivity Infrastructure Optimization campaign
Business Productivity Infrastructure Analyzer
Microsoft Information Worker Competencies Aligned
Business Productivity Infrastructure Optimization Campaign 4
Infrastructure Optimization Customer
Campaigns
Business Productivity Infrastructure Optimization Campaign
Business Productivity Infrastructure Optimization Campaign 5
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
Business Productivity Infrastructure Optimization Campaign 6
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
Business Productivity Infrastructure Optimization Campaign 7
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
Business Productivity Infrastructure Optimization Campaign 8
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
Business Productivity Infrastructure Optimization Campaign 9
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 10
Business Productivity Infrastructure Optimization
Campaign
Business Productivity Infrastructure Optimization Campaign
Business Productivity Infrastructure Optimization Campaign 11
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 Infrastructure Optimization Campaign 12
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 Infrastructure Optimization Campaign 13
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
Business Productivity Infrastructure Optimization Campaign 14
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
Business Productivity Infrastructure Optimization Campaign 15
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 Productivity Infrastructure Optimization Campaign 16
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
Business Productivity Infrastructure Optimization Campaign 17
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
Business Productivity Infrastructure Optimization Campaign 18
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
Business Productivity Infrastructure Optimization Campaign 19
Balance IT Costs And Business Value
Time
$
IT Costs (conceptual)Business Value Returned (conceptual)
Business Productivity Infrastructure Optimization Campaign 20
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
Business Productivity Infrastructure Optimization Campaign 21
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
Business Intelligence
Document and Records ManagementWeb Content Management
Forms ManagementSearch
Identify where
you are
Business Productivity Infrastructure Optimization Campaign 22
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
Business Productivity Infrastructure Optimization Campaign 23
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
Business Productivity Infrastructure Optimization Campaign 24
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
Business Productivity Infrastructure Optimization Campaign 25
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 Intelligence
Business ProductivityInfrastructur
e
Enterprise Content Management
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
Build Customer Connections
Enable Your Mobile Workforce
Find, Use, Share
Information
Improve Compliance
Manage Business Performance
Drive Real World Business
Processes
Solution Win
Business Productivity Infrastructure Optimization Campaign 28
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
Business Productivity Infrastructure Optimization Campaign 30
Business Productivity Infrastructure Analyzer
Business Productivity Infrastructure Optimization Campaign
Business Productivity Infrastructure Optimization Campaign 31
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
Business Productivity Infrastructure Optimization Campaign 32
BPI Analyzer Demo
Business Productivity Infrastructure Optimization Campaign
Business Productivity Infrastructure Optimization Campaign 33
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
Business Productivity Infrastructure Optimization Campaign 34
Unified Communication and Collaboration
Enterprise Content Management
Business Intelligence
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
Business Productivity Infrastructure Optimization Campaign 35
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
Business Productivity Infrastructure Optimization Campaign 36
Summary
Business Productivity Infrastructure Optimization Campaign
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?
Business Productivity Infrastructure Analyzer
Business Productivity Infrastructure Optimization Campaign 37
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
Business Productivity Infrastructure Optimization Campaign 38
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
Business Productivity Infrastructure Optimization Campaign 39
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/
Business Productivity Infrastructure Optimization Campaign 40
Business Productivity Infrastructure Optimization Campaign 41