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Winning With Io Partner   Module 4   Io Execution Process
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Winning With Io Partner Module 4 Io Execution Process



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  • 1. FY07 Winning with IO Day Achieve your goals with IO V4.3 – Malik Meftahi - e-bda Module 4: The IO Execution Process
  • 2. Workshop’s agenda 9:00 to 9:15 Raising expectations 1. Welcome & Introduction (15 minutes) 9:15 to 10:30 Understanding IO Messaging & Value 2. Getting strategic with IO (30 minutes) 3. Optimizing your customer infrastructure (30 minutes) 4 . IO Execution Process Overview (15 minutes) Break (15’) 10:30 to 15:00 IO Execution Process 5 . Profiling & Discovery (30 minutes) 6 . Analyzing results & identifying potential opportunities (60 minutes) 7 . Preparing a preliminary IO Account Plan (30 minutes) Lunch (45’) 8 . Preparing an IO customer briefing (30 minutes) Break (15’) 9 . Delivering an IO customer briefing – Role Play (45 minutes) 15:00 to 16:00 Understanding the next steps (Opportunity Management) & the local strategy 1 1 . Local Call to Action: how to engage with Microsoft? (15 minutes) 1 2 . Objection Handling (15 minutes) 16:00 to 16:15 Providing comments & feedback 1 3 . Wrap up & conclusions (15 minutes) Interactive session Lecturing session 10 . Next steps: Managing IO opportunities (30 minutes)
  • 3. IO Integrates the Sales Processes Relationship Management/Opportunity Management Feedback Loop
  • 4. STEP 4: Account plan agreed to with Customer MS Opportunities STEP 2: Analyze discovery results and identifies potential opportunities STEP 1: Conduct discovery, leveraging all MS resources Relationship Management/Account Planning Customer Discussion/View STEP 5: Opportunities are coded according to the three IO models Opportunity Management/MSSP Leverage EPG Ecosystem Infrastructure Optimization Models IO Execution in the field Partners’ specialists SSP/TSP Partner Opportunity STEP 3: Review list of opportunities with Customer
  • 5. IO Strategy step by step (customer view)
      • Developing a customer IO strategy starts from the point of trying to determine customer pains
      • The end goal of IO is the customer reaches a tipping point where Enterprise CAL becomes the obvious choice.
  • 6. IO Strategy step by step (Partner view)
    • IO provides Partners with a framework for growth
    • Partners develop offerings according to their areas of core competency across the IO models
    • Partners choose to stay focused within a particular IO or may develop offerings that span more than one IO
    • The goal as part of PBP is to determine the right IO partner strategy
    Optimizing customer’s infrastructure from basic through to dynamic Optimizing customer’s platform from Core through Business Productivity & Application Platform Infrastructures STANDARDIZED RATIONALIZED DYNAMIC BASIC STANDARDIZED RATIONALIZED DYNAMIC BASIC Security & Networking Identity & Access Mgmt Desktop, Device & Server Mgmt Data Protection & Recovery ECM Comm. & Collab. BI STANDARDIZED Advanced DYNAMIC BASIC Data Management BI User Experience SOA & Business Process User Experience Core IO BPIO APIO
  • 7. The Infrastructure Optimization Journey
    • Identify where your customer is in the Infrastructure Optimization Models (Core IO, BPIO, APIO)
    • Identify highest impact options
    • Identify biggest challenges
    • Build a plan that maps to your customer business and IT priorities
    • Work with your Microsoft Specialist and /or Partner to help you
    • Re-evaluate the plan with the customer during the IO Briefing
    • Implement an evaluation plan
    “ Microsoft can help plan, build and execute the journey to Infrastructure Optimization”
  • 8.