Course Description
Business Productivity Infrastructure Optimisation (IO) University
Participants: sales, presales, marketing and general management
Duration: 2 days
Subject Overview
Microsoft is launching a new series of Customer Campaigns that target both business and technical decision makers within the customer base. The Business Productivity Infrastructure Optimisation (BPIO) Customer Campaign targets technical and business decision makers and is designed to assist these individuals to realise their investments in IT by optimising their IT infrastructure and aligning to recognised best practice models.
Specifically, the global campaign is designed to:
- enhance customer acquisition,
- increase the depth of your relationship with customers so that you become a “trusted advisor”,
- develop new sales methodologies, and
- extend your relationship with customers
By using tools made available by Microsoft to work with customers to understand their current level of optimization maturity, Partners can work with their customers to plan a path to achieve the highest level of business productivity infrastructure optimisation. This will benefit the customers by ensuring their IT infrastructure is dynamic, enabling IT to add strategic value to the business. For the Partner, this planning process will identify a range of sales opportunities that – by definition – will clearly demonstrate business value to customers.
The BPIO University targets a number of solution areas including:
- unified communications
- collaboration
- enterprise content management
- enterprise search
- business intelligence
This course will also supply you with all of the materials and tools you need to expedite the sales process and close deals faster.
Objectives
This 2 day interactive workshop – targeted at Partners participating in the BPIO Campaigns – has as its outcomes:
- to provide an overview understanding of the BPIO Campaign
- to provide some relevant sales and marketing knowledge/skills/processes to assist Partners
generate and convert leads relevant to the BPIO Campaign - point Partners towards a range of resources to assist them to capitalise on the opportunity
provided by the BPIO Campaign.
Target Audience
The session is designed for personnel within the Partner, responsible for business development. Pre-sales, solution architects/consultants and management personnel will also benefit greatly from attending.
Prerequisites
This is not a technical workshop. There are thus no technical prerequisites for attending this course.
Content Overview
Topics include:
- Infrastructure Optimisation - Overview
- Market Opportunity - What is changing? Maximising Platform Relevance
- BPIO in context of Infrastructure Optimisation
- BPIO Summary - Collaboration / ECM / Search / BI / UC
- Model Overview
- Opportunity Identification
- Using the Business productivity optimization assessment tool
- Role Play using the BPI Analyser
- Introducing the Capabilities for Collaboration / ECM / Search / BI / UC
- Points of Pain
- Functional Overview
- Scenario's and demos
- Workshop - Opportunity Identification, Overcoming Objections
- Competitive Offering
- Value Proposition - the partner and the solution - why me?
- Go-to-market - Customer Campaign Resources
- Maximising Platform Value & Close
