FY07 Winning with IO FY07 Winning with IO DayDay

Achieve your goals with IOAchieve your goals with IOModule 1: Welcome & Introduction

1.2

Welcome & Introduction

The Big PictureThe Big Picture

Audience: Partner Account ManagersMicrosoft Partners

Overall Objective: Provide a framework for using the Infrastructure Optimization Maturity Model to accelerate the sales cycle

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Welcome & Introduction

Wissam Yafi (v-Wissam Yafi (v-wyafiwyafi@microsoft.com)@microsoft.com)Dueño de un Microsoft Certified Partner en la

región Andina

Microsoft Executive Trainer especializado con experiencia en entrenamiento en WW, EMEA, y LATAM en

GTM

CSI

Solution Selling

Experiencia profunda en sector bancario, gubernamental, y O&G

Fondo:18 años de experiencia en IT

Fundador de TidWiT (www.tidwit.com y www.tidwit.net)

MBA de GMU, y MPA de Harvard

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Welcome & Introduction

Learning OutcomesLearning OutcomesBy the end of the workshop, delegates will be able to :

1. Understand & articulate the IO vision and messaging

2. Know how to profile their accounts against IO Models (Core IO, BPIO, APIO)

3. Identify Infrastructure Optimization opportunities and start building a preliminary IO Account Plan (aligned with customer’s priorities, IT projects & business initiatives)

4. Link IO to customer’s challenges & needs and deliver an Infrastructure Optimization Briefing for customers

5. Execute the IO selling process, apply the IO strategy & engagement plan with Microsoft

By focusing on IO sales execution & developing growth plans focused on optimizing infrastructure, they will drive customers to

reach a tipping point where the value of the Enterprise CAL becomes the obvious choice.

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Welcome & Introduction

Outcomes from the interactive Outcomes from the interactive sessionssessions

Account Profile

Preliminary IO Account Plan

Customer Briefing Plan/Template

Practice with Customer Briefing

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Welcome & Introduction

Out of scope items for this Out of scope items for this workshopworkshop

In-depth Account Profiling

In-depth Training on IO Models

In-depth Training in Customer Engagement Solutions

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Welcome & Introduction

Workshop’s agendaWorkshop’s agenda9:00 to 9:15

Raising expectations1. Welcome & Introduction

(15 minutes)

9:15 to 10:30Understanding IO

Messaging & Value

2. Getting strategic with IO

(30 minutes)

3. Optimizing your customer infrastructure

(30 minutes)

4. IO Execution Process Overview

(15 minutes)

Break(15’)

10:30 to 15:00IO Execution Process

5. Profiling & Discovery(30 minutes)

6. Analyzing results & identifying potential

opportunities(60 minutes)

7. Preparing a preliminary IO Account

Plan (30 minutes)

Lunch(45’)

8. Preparing an IO customer briefing (30

minutes)

Break(15’)

9. Delivering an IO customer briefing – Role

Play (45 minutes)

15:00 to 16:00Understanding the next

steps (Opportunity Management) & the

local strategy

10. Next steps: Managing IO opportunities (30 minutes)

11. Local Call to Action: how to engage with

Microsoft? (15 minutes)

12. Objection Handling (15 minutes)

16:00 to 16:15Providing comments &

feedback

13. Wrap up & conclusions

(15 minutes)

Interactive session

Lecturing session

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Welcome & Introduction

House KeepingHouse Keeping

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Welcome & Introduction

Please provide us with you Please provide us with you main expectations for todaymain expectations for today

Engagement Plan with Microsoft

IO alignment with sales process

Tools & resources to deploy IO in your

accounts

IO selling messages