Successful selling in the Cloud Part II Brian Holder Corporate
Online Services
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Consumer Cloud Services TV/HOME PC MOBILE
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Why Cloud? Why Now?
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ON PREMISEHOSTED PUBLIC SaaS PaaS IaaS
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Commercial Cloud Services
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Enterprise class communication and collaboration software
delivered via subscription services hosted by Microsoft and sold
with partners
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Australian Customer Wins
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Value Proposition Faster deployment Better productivity through
anywhere access Simplified management Always upgraded an on the
latest versions Providers users with latest productivity tools
Enables IT staff to focus on adding business value Helps meet the
challenges of workforce reduction Helps IT adapt to mergers and
acquisitions quickly Business class availability backed by
Financially backed SLAs Highly secure operations geo redundant
datacentres Assurance of world class operational standards 99.9%
uptime Makes your costs even and predictable Reduces both capex and
opex Priced simply: includes both software and hardware +
management Finance Process Technology People
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Near Term Opportunity Has workforce with no dedicated PC Need
to communicate to all employees 10 Task-workers Needs to lower
costs fast Needs more efficient IT (centralize or consolidate
platform) Cost Wants strategy or evaluating cloud Outsourced or
evaluating outsourcers Is unhappy with current outsourcer
Cloud/Out- sourced Has Google created initial interest Last Novell
strongholds Notes customer (http: //notescompete) Google, Groupwise
or Notes
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Near Term Opportunity Is not deployed on current technology (on
Ex 2000, Ex 2003) Wants dynamic infrastructure. Greater
standardization 11 Challenges Staying Current Has security/
reliability concerns Has challenges with up-time Up-time Challenges
Needs standardized infrastructure, fast addition of new users Is
expanding Needs collaboration strategy to drive revenues Mergers
& Acquisitions New CIO, CEO, CTO, TDM Change Agent
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Essential to Qualify 12 BPOS is Highly Configurable, not
Customizable Indemnification - your own data, VL Data Privacy /
Data Location Right to Audit - reports only Limitation of
Liability: 6-month fees Evergreen always current/patched
Comfortable with our Roadmap Key alignment items to be discussed
and signed off on early in sales cycle
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Establish up front What is your preferred purchasing model?
Enterprise Agreement
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Art of Selling Online Services Proactively tell the cloud story
14 Not just selling software, you are selling trust Know where
Google is playing: Apps detector Engaged and strong executive
sponsor
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Art of Selling Online Services Focused opportunity management
15 Need a strong compelling event with the customer Be confident
and take a leadership position! Is the cloud right for your
customer?
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The Tougher Items Selling more than software 16 BPOS parity and
integration with on-premises Security and compliance discussions
Strong aggressive competitor with a lower price
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What Google is telling YOUR Customers Youre WASTING
$150/desktop per year. We deliver and DEPLOY FAMILIAR technology
that people actually USE and COLLABORATE with. Spend 1/3 OF THE
MONEY with us. You didnt DEPLOY. 17
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How We Will Beat Google Define the battleground: get there
first with our vision Describe entire cloud platform: Azure,
online, CRM, Live, Bing, etc. We are about productivity, they are
about advertising 18 Lead with the Cloud Cite true collaboration
costs with Google. Emphasize Google's unrealized business cases
GAPE is a consumer offer with an enterprise name: they arent ready
Emphasize new flexibility from Microsoft (DW to eCAL). Google's
Real Costs Highlight PC, phone, and browser symmetry. Show us off
demo online Highlight scenarios vs. features (Google will struggle
in a real- world environment). What is an hour worth? End-User
Experience
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What is in it for me POR Fees Migration & Integration
Business Consulting & CustomizationBusiness Customization
Managed Services Partner Revenue Opportunity
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Situation Move to new print technology to drive dramatic
increase revenue But restricted available money for OpEx deals
Multiple email systems Not all staff had email Poor communications
to customers Recent email security issue Approach taken Proven
relationship with key stakeholders Trust based on prior successes
Software+Services pitch RoI analysis Lessons learned Focus on the
compelling events Licence renewal New line of business being
introduced Where did we / will we make our money? Also won $50K of
other licencing Upsell to full suite (mostly for Live meeting) IP
Tel expansion Expand our support business with the customer
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Situation Point Solution 100 Seats On-Premise Vs Online Safety
Audit Lessons learned Set Expectations Ease of Use Perception
Productivity out of the box Business Case? Or not. Change
Management Technical Limitations Approach taken Business Outcomes
Conversation Revenue Immediate Configuration Future Ongoing
business advisor Annuity streams Cloud computing experts.
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Start preparing now talk to Kathryn or Bill Coming soon