Saving your customers money and boosting your profit
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Transcript of Saving your customers money and boosting your profit
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Saving your customers money and boosting your profit
Kylie Summerhayes and Wendy Smith
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WIN - An HTC SNAP
First to answer a correct question at the end of session
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Why we are here today...
SMBInsights
ComsTechniques
TipsTools
Resources
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Why do we care about SMB Customers?
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2 million
SMBs
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800,000
SMBs 1-200employees
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99%
What percent of Australian Businesses are SMBs?
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5,760 businesseswith more than 200 employees
Leaving only.....
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SMB Customer
Business Ownerdecides
No IT orIT Generalist
IndustryNot Size
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What do SMBs Care About?
Saving Money
Cash Flow
ManagingCustomers
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How Technology can Help
Save time and get organized
Find and retain customers
Improve
business insight
Reduce IT costs
and risks
Customer Priorities
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99%
Is IT a Priority?How critical is IT to operating the business
9%
24%
35%
32%
Not critical
Inconvenient w/o IT
Very difficult w/o IT
Could not op-erate w/o IT
One significant technology investment that would help SMBs compete in the next six months
Simplify infrastructure to save time on network administration
Simplify infrastructure to reduce energy costs
Improve data man-agement
Enable greater mobility among workers
Make employees more productive
Better use Web for cus-tomer acquisition/management
Deploy software to increase sales
Deploy software to in-crease customer satis-faction
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
**SMB Insights Report, October 2008 **Microsoft 11-country survey of SMBs. September 2008
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PC Market down FY10SMB PC YoY Growth %
SMB Segment FY09 FY10 FY11 FY12
SMB (25-249 PCs) -7.7% -11.3% -1.7% -3.8%SMB (5-24 PCs) -3.2% -10.1% 2.4% 1.5%SMB (1-4 PCs) -3.3% -10.4% -0.4% 3.2%TOTAL SMB -4.4% -10.5% 0.5% 0.7%
SOURCE: IDC (Aus PCMIT Q4-09)
FY09 FY10 FY11 FY12
-12%-10%
-8%-6%-4%-2%0%2%
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99%
Server Market down FY10
SMB Segment FY09 FY10 FY111 to 24 PCs -13.72% -0.29% 15.07%
25 to 449 PCs -2.91% -3.25% 9.20%
TOTAL -4.92% -2.75% 10.21%
SMB Server YoY Growth %
Source: IDC's forecast for the x86 & EPIC market as of March 2009.
FY09 FY10 FY11
-6%-4%-2%0%2%4%6%8%
10%12%
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99%
Software Market growing
Database Syste
ms and BI
Operating Syste
m and Storage So
ftware
Authoring and Publish
ing
Secu
rity
ERP
Application Deve
lopment and Deploym
ent
Collaborative
Apps
System In
frastr
ucture and Netw
ork Mgmt
CRM
Operations and M
anufacturin
g$ m
$50 m
$100 m
$150 m
$200 m
$250 m
SMB Software Market Forecast FY10 – FY12
FY10 FY11 FY12
3.1% 3.6% 8.2% 2.7% 3.6% 4.4% 3.9% 2% 2%3.3%
NOTE: SMB defined as 5-250 PCs. Data is based on FY09 MPF Market Forecast date
CAGR FY09-12
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99%
SMB Market Opportunity
Authoring and Publishing
Operating System and Storage Software
ERP
Database Systems and BI
Collaborative Apps
System Infrastructure and Network Mgmt
Application Development and Deployment
CRM
Security
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
SMB Total and Addressable Software Market (FY09)
MS Sales Addressable Market Unadressable
NOTE: SMB defined as 5-250 PCs. Data is based on FY09 MPF Market Forecast date
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Talk about Capabilities
99%
Capabilities
Save Time & Get Organized
Help your Customers Save Money & Be More Competitive
Improve Business Insight
Reduce IT Costs & Risks
Find & Retain Customers
• Financial reporting• Data analysis• Business dashboard
• E-mail & IM• PC Performance• File & print sharing• Mobile e-mail & RAS• Collaboration intranets• Video conferencing
• Website & ecommerce• Contact management• Sales & Marketing collateral• Sales forecasting
• AV & firewall• Back-up & recovery• Secure documents• Central storage•IT Management• Online software• Consolidation
ProductPlatform
Client + Back Office + Biz Apps
How to Buy1-4 lic:
FPP / COEM>5 lic:
Volume Licensewith PC/ Server:
(C)OEM / ROKOnline:
Hosted / BPOS
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99%
Microsoft Customer Campaigns
Partner, Distribution
Customer Leading with Customer Stories
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Partner Marketing Integration
SMB Newsletter Pinpoint
Online Ad
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SMB ‘Mini Campaigns’
SMB Offers Mini Campaign menu
Business-Ready Security(SCE / Forefront)
Custom Application(Visual Studio)
Communications &Collaboration*
(Exchange / BPOS / SharePoint)Upgrade the Desktop*
(Win 7/Off 07)
Virtualization & Management*
(Windows Server / SCE/VMM)
Office No Better Time(Office 07)
Value of VL(VL / SA)
Business Servers*(WSF / SBS / EBS / WS)
* Highly Recommended
Business Insight*(SQL with partner apps)
Web Platform(WS/SQL thru web)
Description• Small targeted ‘mini’ campaign• Designed to drive the product offer and
generate revenue• Mainly through-partner execution• Enable the IT Generalists & ITDMs with
BDM proof
Resources• Campaign overview (Targeting)• Messaging & copy blocks• To Partner deck• Sales card & Partner Tele Guidance• Web Elements-in-a-Box: copy, banners
product info articles• To Customer Banner• Product sales offer
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Wendy SmithPartner Marketing Centre (PMC)
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Partner Marketing Centre: Helping you generate demand • Messaging and
Value Props
• Customer Emails and Images
• Banner Ads , HTML, Flyers
• Sales Cards & Telesales Scripts
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Why use it?• On message• Saves you time and $$• Use, customise, re-purpose• It works
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Why use it?
The PMC is critical for us. It takes all the leg work out of developing relevant content for particular segments and
makes creating supporting sales materials very easy.Kim Heras
Commercial Manager, Ensyst
The PMC cut my campaign prep time by about two weeksKim Peacocke, Marketing Manager Thomas Duryea Consulting
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Partner Marketing Centre
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* Highly Recommended
Upgrade the Desktop
(Win 7/Office 07)
Business Servers
(WSF/SBS/EBS/WS)
Virtualisation & Management(WS/SCE/VMM)
Comms & Collaboration(Exchange/BPOS/
Sharepoint)
Business Insight
(SQL with partner apps)
Office No Better Time
(Office 07)
Business Ready Security
(SCE/Forefront)
Value of VL(VS/SA)
Custom Application (Visual Studio)
Web Platform(WS/SQL/thru web)
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NEXT STEPS
• Leverage the marketing materials on the Partner Marketing Centre Here
• Come to the Marketing Workshop Thursday 4pm to deep dive into building marketing plans, PMC and CIT
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Up-selling and Cross-selling to Small and Mid-size customers Workshop Thursday at 4:00pm-5:40pm
in marketing funds for your business
$5000
Attend the Marketing Workshop and you could win...
... or a new Lenovo S10e
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Which Mini Campaign would be most suitable if you wanted to sell...
HTC SNAP Question…
Microsoft Exchange
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Answer
SMB Offers Mini Campaign menu
Business-Ready Security(SCE / Forefront)
Custom Application(Visual Studio)
Communications &Collaboration*
(Exchange / BPOS / SharePoint)Upgrade the Desktop*
(Win 7/Off 07)
Virtualization & Management*
(Windows Server / SCE/VMM)
Office No Better Time(Office 07)
Value of VL(VL / SA)
Business Servers*(WSF / SBS / EBS / WS)
* Highly Recommended
Business Insight*(SQL with partner apps)
Web Platform(WS/SQL thru web)
Communications & Collaboration
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Microsoft Mobile e-mail Plan from Telstra is now available! Cost effective: Single monthly fixed fee for business e-mail plus 100MB data; Supported by Telstra: Single point of contact for help desk support (backed by MS Premier Support) Leverage investments in MS: Hosted or on-premise Exchange Device choice: Plan is available on a range of Windows Mobile devices
Find out more - go to the Telstra or ICT booth; Let your customers know! (Drive incremental Exchange activations, deployments); Sign-up for the Microsoft Mobile e-mail plan;
WIN - An HTC SNAP at this session!1. Be the first one to answer the question (from your presenter)!2. Winner will be given a “certified” Mobile e-mail flyer3. Winner to redeem their HTC Snap prize at the ICT booth.
HTC Snap – fast facts Ready for Microsoft Mobile e-mail Plan activation; “Inner Circle” – one touch button to get to your most important e-mails “Windows Live” – messenger button to chat/IM with your family and friends; Telstra “Blue tick” approved – recommended for country usage. HTC SNAP is updateable to Windows Mobile 6.5!
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What’s next
Customer selection
Talk capabilities
Provide proof
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What’s next
• Visit your existing customers
• Utilize the Microsoft resources available
Go Do...
• Stop listening about the recession, start making your own bright future
• Don’t stop working with markets in decline
Stop Do...
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SMB Specific Sessions
Session Title Time Room
Opportunities in the current economic SMB environment 11:00am-11:45am
Room 8
Strategies to help your customers save money in a changing economy
12:00pm – 12:45pm
Room 8
Strategies & Tools to Help You Cross Sell & Up-sell 1:45pm – 2:30pm
Room 8
Gartner SMB Roundtable 4:00pm – 4:45pm
Meeting Room 4
Wednesday 2nd September
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SMB Specific SessionsSession Title Time Room
Compete strategies for defeating emerging competition in the small and mid-size business space
11:00am-11:45am
Room 8
Software + Services Business Models in the Real World (panel discussion)
12:00pm – 12:45pm
Room 8
How to help small and mid-size customers streamline and secure their businesses.
1:45pm – 2:30pm
Room 8
Soft Skills: How to develop successful marketing strategies for the small to mid-size business space
2:45pm – 3:30pm
Room 8
How to drive smart business decisions using Business Intelligence
4:00pm – 4:45pm
Room 8
Soft Skills: How to sell to small to mid-size businesses in tough economic times
4:55pm – 5:40pm
Room 8
Workshop: Up-selling and cross-selling to your small and mid-size customer
4:00pm – 5:40pm
Arena 1A
Thursday 3rd September
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SMB Specific SessionsSession Title Time Room
Windows 7: The Sales Opportunity in SMB 11:00am-11:45am
Room 8
Workshop: Securing new small or mid-size business customers via enhanced sales skills and better pipeline management
11:00am – 12:45pm
Arena 1A
IW & UC. Prepare for tomorrow while driving success in your business today
12:00pm – 12:45pm
Room 8
Soft Skills (repeat): How to sell to small to mid-size businesses in tough economic times
12:55pm-1:40pm
Meeting Room 4
Friday 4th September
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Q&A