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Sales Effectiveness

Sales Effectiveness. Capability Discussion Presentation. Engagement Approach. Solution areas. Business strategy. Horizontal. Industry. Audience. Understand business needs and priorities Discuss range of potential solution capabilities. Business executives.

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Sales Effectiveness

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  1. Sales Effectiveness Capability Discussion Presentation

  2. Engagement Approach Solution areas Business strategy Horizontal Industry Audience Understand business needs and priorities Discuss range of potential solution capabilities Business executives Present relevant integrated capabilities Position the Integrated Capability approach IT executives Integrated Capability Analysis > Projects, architecture, products Architects IT pro/dev executives Solution road map

  3. Agenda Agenda Recap Business Discussions Integrated Capability Approach Needed Integrated Capabilities Summary and Next Steps

  4. Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the “Business Discussion Guide” and the “Capability Discussion Guide”. Integrated Capability Support for Priority Business Capabilities

  5. Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the “Business Discussion Guide” and the “Capability Discussion Guide”. Integrated Capability Support for Priority Business Capabilities

  6. Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the “Business Discussion Guide” and the “Capability Discussion Guide”. Integrated Capability Support for Priority Business Capabilities

  7. Agenda Agenda Recap Business Discussions Integrated Capability Approach Needed Integrated Capabilities Summary and Next Steps

  8. Why the Integrated Enterprise Platform Approach? Today Future Integrated capabilities Point solutions Optimizing Finance Operations Sales Effectiveness Siloed, disconnected technology investments Improving Customer Service Multiple Enterprise Solutions Business IT Dynamic business agilityand low TCO High TCO | Low agility

  9. Business Solutions Supporting Microsoft Technologies Solution Areas Infrastructure Capability Integration Infrastructure Optimization Models Application Platform Optimization Model BASIC STANDARDIZED RATIONALIZED DYNAMIC BI and Analytics Platform Database and LOB Platform Client Capabilities Infrastructure Optimization Custom Development Business Productivity Infrastructure Optimization Model STANDARDIZED RATIONALIZED DYNAMIC BASIC Collaboration Infrastructure Optimization Models Messaging Unified Communications Content Creation and Management Core Infrastructure Optimization Model BASIC STANDARDIZED RATIONALIZED DYNAMIC Datacenter Management and Virtualization Device Deployment and Management Identity and Security Services IT Process and Compliance

  10. Business Solutions Relationships Between Integrated Capabilities Solution Areas Infrastructure Capability Integration Infrastructure Optimization Models Application Platform Optimization Model BASIC STANDARDIZED RATIONALIZED DYNAMIC BI and Analytics Platform Database and LOB Platform Client Capabilities Infrastructure Optimization Custom Development Business Productivity Infrastructure Optimization Model STANDARDIZED RATIONALIZED DYNAMIC BASIC Collaboration Infrastructure Optimization Models Messaging Unified Communications Content Creation and Management Core Infrastructure Optimization Model BASIC STANDARDIZED RATIONALIZED DYNAMIC Datacenter Management and Virtualization Device Deployment and Management Identity and Security Services IT Process and Compliance

  11. Business Solutions Integrated Enterprise Platform Solution Areas Infrastructure Capability Integration Infrastructure Optimization Models Application Platform Optimization Model Application Platform Optimization BASIC STANDARDIZED RATIONALIZED DYNAMIC BI and Analytics Platform Database and LOB Platform Client Capabilities Infrastructure Optimization Custom Development Business Productivity Infrastructure Optimization Model Business Productivity Infrastructure Optimization STANDARDIZED RATIONALIZED DYNAMIC BASIC Collaboration Infrastructure Optimization Models Messaging Unified Communications Content Creation and Management Core Infrastructure Optimization Model BASIC STANDARDIZED RATIONALIZED DYNAMIC Datacenter Management and Virtualization Core Infrastructure Optimization Device Deployment and Management Identity and Security Services IT Process and Compliance

  12. Optimization Model Capability Maturity Levels • Each capability has four levels of maturity: • Basic • Standardized • Rationalized • Dynamic • What are these used for? • Profiling integrated capabilities, leading to model common capabilities • Understanding dependencies • Planning advancement in services provided to lead to enterprise-class capabilities Infrastructure Optimization Models Application Platform Optimization Model BASIC STANDARDIZED RATIONALIZED DYNAMIC BI and Analytics Platform Database and LOB Platform Custom Development Infrastructure Optimization Models Business Productivity Infrastructure Optimization Model Infrastructure Optimization STANDARDIZED RATIONALIZED DYNAMIC BASIC Collaboration Messaging Unified Communications Content Creation and Management Core Infrastructure Optimization Model BASIC STANDARDIZED RATIONALIZED DYNAMIC Datacenter Management and Virtualization Device Deployment and Management Identity and Security Services IT Process and Compliance

  13. Multiple Solutions, One PlatformUse integrated capabilities for all of your business needs Optimize sales cycle Know your customer (360-degree view of customer data) Sell better together (break down information silos with anytime/ anywhere access) Application Platform Optimization Application Platform Optimization Business Productivity Infrastructure Optimization Business Productivity Infrastructure Optimization Better decision making (improve decision making through sales insight) Core Infrastructure Optimization Core Infrastructure Optimization

  14. Multiple Solutions, One PlatformUse integrated capabilities for all of your business needs Human Resources Finance Operations Sales Application Platform Optimization Business Productivity Infrastructure Optimization Core Infrastructure Optimization

  15. Value of Integrated Capabilities from Microsoft BusinessBenefits ITBenefits Scalable Performance and reliability Security Support skills and processes Lower TCO Common support skills and processes Lower integration costs Low cost software Sustainable Continuity and long-term viability Familiarity High user familiarity Faster adoption rate Lower time to value Agility Fast, efficient deployment Greater integration Robustness Consistent features Data integration Process integration Application Platform Optimization Business Productivity Infrastructure Optimization Core Infrastructure Optimization

  16. Agenda Agenda Recap Business Discussions Integrated Capability Approach Needed Integrated Capabilities Summary and Next Steps

  17. IT Challenge: Align with Business Goals IT Strategy and Business Alignment Business Strategy and Goals Current Performance Performance Improvement Identifying Initiative Planning the Impact Operations Management Innovation Enablement

  18. Optimizing the Integrated Capability Approach Value More efficient cost center Business enabler Strategic asset Cost center Time

  19. Sophistication of the Solution Phase 1 Provides basic support for the most critical elements of the business driver KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Phase 2 Provides adequate, typical support for critical and priority elements of the business driver SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) OPTIMIZE SALES CYCLE Phase 3 Provides thorough, streamlined support for the business driver that enables differentiated levels of performance

  20. Phase 1: Core IO

  21. Phase 1: BPIO

  22. Phase 1: APO

  23. Phase 2: Core IO

  24. Phase 2: BPIO

  25. Phase 2: APO

  26. Phase 3: Core IO

  27. Phase 3: BPIO

  28. Phase 3: APO

  29. Agenda Agenda Recap Business Discussions Integrated Capability Approach Needed Integrated Capabilities Summary and Next Steps

  30. Provide an infrastructure that supports a mobile sales force Provide a consistent, secure portal environment for distributed internal/external sales teams Use collaboration and work management tools to support cross-functional teams Use effective workflows and dynamic reporting tools Depend on useful business intelligence to minimize decision-making and focus on performance Provide change requests for CRM functionality and user interface (UI) IT Benefits of the Integrated Capability Approach

  31. Grow revenue 6.8% fasterper year than their peers in the bottom 25% of IT capability. Benefits of Optimizing IT Capabilities Companies in the top 25% of IT capability… Optimized IT… Fuels profitable revenue growth Encourages employee productivity Enjoy 23% higher revenue per employeethan their peers in the bottom 25% of IT capability. Is a key driver of business productivity and growth Achievesuperior productivity (a company’s IT infrastructure is a key determinant). Have significantly better insight into, and control over, key dimensionsof their business.  Gives managers more insight and control Source: Enterprise IT Capabilities and Business Performance, Marco Iansiti, David Sarnoff Professor of Business Administration, Harvard Business School George Favaloro, Principal, Keystone Strategy, Inc-March 2006, http://www.microsoft.com/business/enterprise/itdrivesgrowth.mspx

  32. Engagement Approach Solution areas Business strategy Horizontal Industry Audience Understand business needs and priorities Discuss range of potential solution capabilities Business executives Present relevant integrated capabilities Position the Integrated Capability approach IT executives Integrated Capability Analysis > Projects, architecture, products Architects IT pro/dev executives Solution road map

  33. Ensure target business capabilities cover process improvement priorities Translate business capabilities into required platform infrastructure capabilities Assess current platform infrastructure maturity Determine gaps to target platform infrastructure Build a road map for platform and solution implementation Specify required platform architecture, technologies, and services Baseline platform road map Integrated Capability Analysis

  34. Integrated capability analysis Explore integrated capabilities Create a high-level implementation road map Identify resources in your organization Business analysts Solution architects Platform architects Infrastructure architects IT infrastructure managers IT operations managers Review the technology road map Translate into a solution capability road map to review with the business Next Steps

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