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Understanding the Real Costs of GroupWise to Exchange Migration

Learn about the fully-burdened costs of migrating from GroupWise to Exchange with tools like sales conversation guides, migration costs spreadsheet, and more to help sales combat migration discussions. Discover how to position yourself as a central part of the conversation and assist customers in wisely spending their IT budget.

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Understanding the Real Costs of GroupWise to Exchange Migration

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  1. The Real, Fully-Burdened Cost of Migrating from GroupWise to Exchange • Kari Woolf • Dean Lythgoe

  2. GroupWise Migration Costs Project CORE Deliverables: 1) Sales Conversation Guide Audience: Sales and Partners 2) Migration Costs Spreadsheet Audience: Sales and Partners 3) “Top 10 Features Users Lose” Flyer Audience: Customers 4) Migration Costs White Paper (coming late May) Audience: Customers • Materials to help Sales combat migration discussions and plans among the GroupWise base Need: GroupWise to Exchange (on-prem) Scope:

  3. How It Was Done • Collaboration among Marketing, Product Management and Sales • Leveraged Novell expertise and research rather than hiring a third party • Vetted by external contacts with actual migration experience • Took a conservative approach to increase credibility

  4. Hit the Mark! • How to create migration “sticker shock” • How to position yourself as a central part of the migration conversation (vs. an outsider) • How to naturally transition the conversation into what they can gain (with only a fraction of a migration budget) by staying with Novell • Help your customer more wisely spend their IT budget • Help your customer meet other IT objectives Here is what you will learn:

  5. Sales Conversation Guide Purpose: First line of defense if you have a customer thinking about (or being pitched) migration • Internal resource to prepare you to be a credible advisor in migration discussions • “Summary” and “Key Questions” sections for each cost category • Includes both hard and soft costs so you can introduce a full analysis • Well worth the time to read in detail! Available here in Enablement Central for Employees.

  6. Migration Costs Spreadsheet Purpose: Simple way to calculate migration costs for organizations of various sizes • Best used in one-on-one conversations with individual customers (not handed over directly) • Takes a conservative approach to enhance credibility • Includes baseline costs, assumptions and sources—but fully customizable so you can tailor a cost analysis for each customer Available here in Enablement Central for Employees.

  7. Calls To Action • Use these tools • All available on ECE • Email communication with links • Tell us how they work • Ask questions or provide feedback at our project Vibe site. • Watch for customer-facing white paper • Help us prioritize other migration material needs • Iterative process, updates, feedback • Did we ‘Hit the Mark’?

  8. Question & Answer

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