Partner PreSales Summit

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Partner Pre-Sales Summit
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Partner Pre-Sales Summit
Luc Van de Velde Partner Technology Solutions
Group Manager Microsoft Belgium
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Agenda

• Intro
• Whos here?
• Why are we organizing this event?
• The role of pre-sales in the sales cycle
• Info on resources readiness
• QA

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Whos in the room?

• Years of experience?
• Less Than 5
• Between 5 10
• More than 10
• Type of partner?
• Platform Security/Management Partner
• Productivity Partner
• Development Partner
• Application Partner
• What type of customers are you after?

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Lets SELL!!!
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Why this Pre Sales attention?

• Engage with more impact
• At lower cost
• Shorten the sales cycle
• Extended opportunity
• Use Microsoft resources to enhance solution
  selling approach

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Some Info about YOU!

• Dedicated Pre Sales?

• Do you know MS Phone Pre-sales Support?

Pre Sales attendees survey
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Sales Cycle

• Microsoft Sales cycle as an Example
• Pre sale plays a crucial role in the process
• The role is NOT Demo MonkeyYou dont win with
  the demo, BUTyou can loose the deal with a
  demo
• Role of pre sales in the sales cycle

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Where it all starts!!!

• Prospect phase
• LISTEN LISTEN LISTEN
• Qualify phase
• What is the big picture, not the desired features
• Every prospect is unique
• Classic mistake Assuming Everyone is the same,
  youve seen it everyday, and this works for
  anyone else

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Qualify

• This is where Pre Sales starts to play the
  important role and should be in the lead
• Own vs. Lead in the sales cycle

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Own vs. Lead in Sales Cycle
Services
Pre Sales
Sales
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Control the cycle

• Several options available for prospects
• More difficult to differentiate
• Choices made on business personal benefits
• Dont propose what you want to sellbut sell what
  the customer wants to buy

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Optimize your approach

• Tailoring Solution message to the need of the
  prospect and the key players ?
• Be more creative
• Be more competitive
• Be more compelling
• Become trusted advisor

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Competition

• Who are you up against in the market?

Pre Sales attendees survey
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Launching CompHot for Partners

• Competitive Hotline provides partners the ability
  to
• Get answers to competitive sales questions
• Better position Microsoft solutions in
  competitive situations
• Handling objections that keep you from quickly
  closing deals
• Real-time competitive strategy assistance
• Partner-ready content
• Escalations as appropriate for deeper engagement
  of Microsoft resources

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THE Demo Solution
Tony Knors Erik De Bondt
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Technical Demonstration Toolkit
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What is TDT ?

• For Certified Gold Certified Partners
• Complete set of customer ready demos
• Based on Microsoft Virtual Pc Images
• Demos are script based
• Customizable by partner
• Covers all solution domains

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Content Overview

• Communication Collaboration
• Development
• Management
• Office
• SBS and CRM
• Security
• SQL and BI
• Windows

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How to obtain ?

• All Certified Gold Partners received a copy in
  December
• Additional copies can be ordered through the
  Partner website (http//www.microsoft.com/partners
  )
• 10 Giveaway TDTs at the end of this session

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Example Infrastructure
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HOL Training Schedule

• 21 February 900 1200 Pre-sales workshop
  Communication Collaboration 1330 1630
  Pre-sales workshop Office System
• 22 February 900 1200 Pre-sales workshop
  Windows SBS 1330 1630 Pre-sales workshop
  Management
• 24 February900 1200 Pre-sales workshop
  Development Integration BizTalk 1330 1630
  Pre-sales workshop Business Intelligence
• 25 February 900 1200 Pre-sales workshop
  Security Identity management 1330 1630
  Pre-sales workshop Navision 4.0

More Info Registration http//www.microsoft.com
/belux/partner/training/
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Demo is most critical part of solution selling
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Demo is most critical part of solution selling
You dont win with the demo, BUT you can loose
the deal with a demo
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Demo is most critical part of solution selling

• Classical errornot adopted to desired solution
• Relying too much on WOW factor
• More is better
• Failing to link features to benefits
• Thinking youve heard it all before
• Not tailored to customers

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Engaging with Impact, the Tools
Marketing Demand Generation
Customer Partner Satisfaction
Tools Resources toAdvance Opportunities
Presales Technical Support PTS, tele-PTS,
COMPHOT
Microsoft Services Partner Advantage (Premier
Support)
Business Critical Phone Support
MS Partner Portal online Sales Marketing Tools
Through Partner Marketing
Quickstart/Quickplans
Managed Newsgroups
TDT
Solution Specialist (SSP)
TechNet/MSDN
Business Productivity Advisor (BPA)
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Pre Sales resources

• Are you using the available resources?

Pre Sales attendees survey
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Resources Readiness
Erik De Bondt Geert Camelbeke
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Partner resources

• Pre-Sales support
• Partner Box
• Portals

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Phone Based Pre-Sales Support

• a.k.a. Tele-PTS
• All pre-sales questions
• Competitive, Configuration options,
  Compatibility, Lite license questions
• Phone based
• B 02 704 36 23 LU 8002 47 57
• English French
• Office hours

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Partner Box

• Monthly shipment
• Incremental
• To key/Primary contact
• CD/DVD resources
• TechNet Standard Subscription
• Microsoft Developer Network (MSDN)
• Universal Subscription
• Technical Demonstration Toolkit (TDT)
• Dec. 2004 shipment
• Sales Marketing
• Whitepapers, Presentations,

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Partner Portals

• Belgium Luxembourg
• http//www.microsoft.com/belux/fr/partner/
• http//www.microsoft.com/belux/nl/partner/
• Microsoft Corp. - Worldwide
• http//www.microsoft.com/partner

Registered Member
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Microsoft Business Solutions

• Resources Readiness

Geert Camelbeke
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http//www.partnerguide.com for Navision and
Axapta LOCAL information like Competitive,
Pricing and Promo Announcements Info on Total
Solution Financing
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Visit http//www.partnerguide.com and go to
Partnersource All MBS solutions Navision,
Axapta, CRM, GLOBAL information like Industry
Sales and Marketing Tools, Demoscripts,
Newsletters ..
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In the near Future

• Partnerguide merges with partnersource (by summer
  2005)
• New Partnersource becomes part of partnerportal
  (2006)

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http//www.microsoft.com/ businessolutions/communt
ies All MBS solutions Be part of your
community !
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Readiness Tools

• New initiatives are under development
• Programs for target audiences
• Navision Low End
• Axapta Integration
• Summerschools
• Jump Starts
• Solution Sales
• Webcasts
• CPLS Module/Granule based training

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Platform Servers

• Resources Readiness

Erik De Bondt
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Partner Portals

• Microsoft Corp. - Worldwide
• http//www.microsoft.com/partner

Registered Member
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Use the available resources !!!

• Microsoft offers a lot of helping hands
• Based upon the partnership level
• Co-selling basedon customer segmentation

Co-selling
Managed
Web Content tele-pre sales
Unprotected web content
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Call to Action
Luc Van de Velde
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Call to action

• Are you using the products you sell?

Pre Sales attendees survey
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Call to action

• Use Microsoft to do more business
• Know who your Microsoft alliance person is
• Get Microsoft backup for HIPs
• Get certified and get access to the goooood stuff
• USE Resources like TDT, Tele-PTS, CompHot
• Go after the competition

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TDT winners are

• Marc CobbautMSP
• Frederic PietersDolmen
• Steven GoemanAxi
• Stefan DedrieYoung Partners
• Mario De KeerSkillteam

• Danny BuysseCapgemini
• Yann EspanetTelindus
• Hans De QuickAxias nv
• Vanwesemael LucGetronics
• Jan VerwaestDelaware Consulting

Picked with innocent hand from Pre Sales
attendees survey
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Open Questions

• Team present after the session
• Tom Braekeleers (Special guest ?)
• Erik De Bondt
• Geert Camelbeke
• Luc Van de Velde
• Siska Bossuyt
• Tony Knors
• Yves Kerwyn

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Thank You !!!
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Invitation to drink