Your SlideShare is downloading. ×
Winning With Io Partner   Module 4   Io Execution Process
Winning With Io Partner   Module 4   Io Execution Process
Winning With Io Partner   Module 4   Io Execution Process
Winning With Io Partner   Module 4   Io Execution Process
Winning With Io Partner   Module 4   Io Execution Process
Winning With Io Partner   Module 4   Io Execution Process
Winning With Io Partner   Module 4   Io Execution Process
Winning With Io Partner   Module 4   Io Execution Process
Upcoming SlideShare
Loading in...5

Thanks for flagging this SlideShare!

Oops! An error has occurred.

Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Winning With Io Partner Module 4 Io Execution Process


Published on

Published in: Economy & Finance, Business
  • Be the first to comment

  • Be the first to like this

No Downloads
Total Views
On Slideshare
From Embeds
Number of Embeds
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

No notes for slide
  • Transcript

    • 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) <ul><ul><li>Developing a customer IO strategy starts from the point of trying to determine customer pains </li></ul></ul><ul><ul><li>The end goal of IO is the customer reaches a tipping point where Enterprise CAL becomes the obvious choice. </li></ul></ul>
    • 6. IO Strategy step by step (Partner view) <ul><li>IO provides Partners with a framework for growth </li></ul><ul><li>Partners develop offerings according to their areas of core competency across the IO models </li></ul><ul><li>Partners choose to stay focused within a particular IO or may develop offerings that span more than one IO </li></ul><ul><li>The goal as part of PBP is to determine the right IO partner strategy </li></ul>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 <ul><li>Identify where your customer is in the Infrastructure Optimization Models (Core IO, BPIO, APIO) </li></ul><ul><li>Identify highest impact options </li></ul><ul><li>Identify biggest challenges </li></ul><ul><li>Build a plan that maps to your customer business and IT priorities </li></ul><ul><li>Work with your Microsoft Specialist and /or Partner to help you </li></ul><ul><li>Re-evaluate the plan with the customer during the IO Briefing </li></ul><ul><li>Implement an evaluation plan </li></ul>“ Microsoft can help plan, build and execute the journey to Infrastructure Optimization”
    • 8.