Business Value Launch 2006

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(No Transcript)
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Small Business Breakout Session

• Mary Ashe-Winton
• Small Business Customer Partner Lead
• Microsoft Ireland

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Agenda

• 1.30-1.50pm Introductions Priorities for FY07
  
  
• 1.50-2.30pm Overview of Windows Vista
• 2.30-3.00pm Overview of 2007 Office System
• 3.00-3.15pm Break
• 3.15-3.45pm How to sell Volume Licensing
• 3.45-4.00pm Overview of Exchange 2007 Summary
• 4.00-4.20pm SBS Release 2
• 4.20-4.30pm Wrap-up

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Introduction Priorities for FY07

• Team
• Small Business Priorities
• Partner Development Program Readiness
• Vista Wave
• SBS update
• Volume Licensing (covered in later session)
• Incentives Promotions

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Small Business Team at MS

• Loraine Caulfield Inside Partner Account
  Manager
  
• First point of contact for issues
• Pipeline, business plans actions, certifications
• Adrienne Rutherford Field Partner Account
  Manager
  
• Business plans, sales marketing enablement,
  licensing support, target setting, quarterly
  reviews
  
• Mark Mulvany Partner Technical Specialist
• Technical readiness plans, technical training,
  Vista/Office readiness
  
• Sinead OGrada Partner Communications
• Partner events, training schedule, all partner
  communications re offers/incentives
  
• Colin Cassidy Partner Development Manager
• Sales readiness, partner capability
• Mary Ashe-Winton Small Business Partner Lead

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Priority 1. Partner Development Program

• In-depth engagement
• Business Planning
• Pipeline sharing
• Partner Readiness Training
• 11 Sales Licensing training
• 111 Deep technical training
• Hands on Labs
• Marketing enablement support
• Certification support
• Certified/Gold Certified
• Small business specialist

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The importance of Pipelines

• Sales forecast is the pulse of your business
• Allows you to forecast control your business
• Allows you to schedule resources
• What were asking from you
• Visibility to your upcoming opportunities
• Appoint 1 person in your org to own the MS
  pipeline
  
• Completion of pipeline template for software
  opportunities over 1k
  
• Regular calls with Loraine
• What you get in return
• Deal support, Joint field visits where necessary,
  access to MS specialists
  
• Licensing expertise
• Special deals/discounts
• Incentive 500 Bonus Bonds for 1 partner
• Attend 100 of pipeline calls with Loraine
• Highest Pipeline accuracy
• Timeline now-end December

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Priority 2. Vista Wave

• Deploy
• Adopt
• Get Ready
• Broad Sales Training Sessions
• 11 sales training sessions
• Technical Hands-on-Labs

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Priority 3. SBS

• Unit growth over last 12 months of 35
• Opportunity to increase Premium Mix
• SBS R2
• SBS User Group
• Technology Assessment Toolkit
• SBS Partner of the year award winners

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The Windows Mobile Opportunity

• Local research shows email on the move is a Top 3
  issue for IT Managers
  
• WM5 is a great hook to gain new SBS customers
• An opportunity to revisit your installed base
  improve loyalty satisfaction
  
• Drive Services Revenue
• Upgrades to SBS 2003 / Exchange 2003
• Configuring WM handsets server
• Support Contract

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Windows Mobile 5
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4. Incentives Promos

• Open Value Subscription Deal incentive
• 100 for OVS deal No.1
• 150 for OVS deal No.2
• 300 for OVS deal No.3
• Office Pro/SBE Incentive 25 Bonus bonds for
  resellers who sell five copies of Office
  Pro/SBE during the month of September
  
• 500 bonus bond Pipeline incentive
• Contact your Distributor for more details

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Overview of Vista
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Volume Licensing Annuity

• Build a recurring revenue stream
• Research proves that customers buying VL SA
  spend more on software services
  
• Theres never been a better time to buy SA
• Big Push is Open Value Subscription

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• Name Nigel Mulholland
• MD, Nitec

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Wrap-Up Call to Action

• Mary Ashe-Winton

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Call to Action

• Get Ready for the Vista Wave
• Check out the Partner Training schedule
• http//www.microsoft.com/ireland/partner/eventlist
  .aspx
  
• Share your pipeline leverage our support to
  drive your sales
  
• Leverage SBS R2 Mobility to increase SBS sales
• Leverage our promotions incentives
• Build your annuity revenue stream
• Work with Loraine on competencies Small Biz
  Specialist Program
  

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2006 Microsoft Corporation. All rights
reserved. Microsoft, Windows, Windows Vista and
other product names are or may be registered
trademarks and/or trademarks in the U.S. and/or
other countries. The information herein is for in
formational purposes only and represents the
current view of Microsoft Corporation as of the
date of this presentation. Because Microsoft
must respond to changing market conditions, it
should not be interpreted to be a commitment on
the part of Microsoft, and Microsoft cannot
guarantee the accuracy of any information
provided after the date of this presentation.
MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED
OR STATUTORY, AS TO THE INFORMATION IN THIS
PRESENTATION.