FY07 Winning with IO FY07 Winning with IO DayDay

Achieve your goals with IOAchieve your goals with IO

V4.3 – Malik Meftahi - e-bda

Module 4: The IO Execution Process

4.2

Executing IO in the field

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

Raising expectations

1. 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

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

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

4.3

Executing IO in the field

IO Integrates the Sales ProcessesIO Integrates the Sales ProcessesRelationship Management/Opportunity Management Feedback Relationship Management/Opportunity Management Feedback LoopLoop

4.4

Executing IO in the field

Partners’ specialists

SSP/TSP

STEP 4: Account plan agreed to with

Customer

MS MS OpportunitiOpportuniti

eses

STEP 2: Analyze discovery results and

identifies potential opportunities

STEP 1: Conduct discovery,

leveraging all MS resources

Relationship Management/Account Planning

Customer Discussion/View

STEP 5: Opportunities are coded according to the

three IO models

Opportunity Management/MSSP

Leverage EPG Ecosystem

Partner Opportunit

y

STEP 3: Review list of

opportunities with Customer

Infrastructure Optimization Models

IO Execution in the fieldIO Execution in the field

4.5

Executing IO in the field

IO Strategy step by step IO Strategy step by step (customer view)(customer view)

Developing a customer IO strategy starts from the point of trying to determine customer pains

The end goal of IO is the customer reaches a tipping point where Enterprise CAL becomes the

obvious choice.

4.6

Executing IO in the field

IO Strategy step by step IO Strategy step by step (Partner view)(Partner view)

Optimizing customer’s infrastructure from basic through to dynamic

Op

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Core

th

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Bu

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Pro

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Pla

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In

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STANDARDIZED RATIONALIZED DYNAMICBASIC

STANDARDIZED RATIONALIZED DYNAMICBASIC

Security & NetworkingIdentity & Access MgmtDesktop, Device & Server MgmtData Protection & Recovery

ECM

Comm. & Collab.BI

STANDARDIZED Advanced DYNAMICBASIC

Data Management

BI

User Experience

SOA & Business Process

User Experience

IO provides Partners with a framework for growth

Partners develop offerings according to their areas of core competency across the IO models

Partners choose to stay focused within a particular IO or may develop offerings that span more than one IO

The goal as part of PBP is to determine the right IO partner strategy

Core IO

BPIO

APIO

4.7

Executing IO in the field

The Infrastructure Optimization The Infrastructure Optimization JourneyJourney

Identify where your customer is in the Infrastructure Optimization Models (Core IO, BPIO, APIO)

Identify highest impact options

Identify biggest challenges

Build a plan that maps to your customer business and IT priorities

Work with your Microsoft Specialist and /or Partner to help you

Re-evaluate the plan with the customer during the IO Briefing

Implement an evaluation plan“Microsoft can help plan, build and

execute the journey to Infrastructure Optimization”

4.8

Executing IO in the field