FY07 Winning with IO Day   Achieve your goals with IO Module 1: Welcome & Introduction
The Big Picture <ul><li>Audience:  </li></ul><ul><li>Partner Account Managers </li></ul><ul><li>Microsoft Partners </li></...
Wissam Yafi (v-wyafi @microsoft.com) <ul><li>Dueño de un Microsoft Certified Partner en la región Andina </li></ul><ul><li...
Learning Outcomes <ul><li>By the end of the workshop, delegates will be able to : </li></ul><ul><ul><ul><li>Understand & a...
Outcomes from the interactive sessions <ul><li>Account Profile </li></ul><ul><li>Preliminary IO Account Plan </li></ul><ul...
Out of scope items for this workshop <ul><li>In-depth Account Profiling </li></ul><ul><li>In-depth Training on IO Models <...
Workshop’s agenda 9:00 to 9:15 Raising expectations 1. Welcome & Introduction (15 minutes) 9:15 to 10:30 Understanding IO ...
House Keeping
Please provide us with you main expectations for today Engagement Plan with Microsoft IO alignment with sales process Tool...
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Winning With Io Partner Module 1 Welcome & Introduction

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  • Winning With Io Partner Module 1 Welcome & Introduction

    1. 1. FY07 Winning with IO Day Achieve your goals with IO Module 1: Welcome & Introduction
    2. 2. The Big Picture <ul><li>Audience: </li></ul><ul><li>Partner Account Managers </li></ul><ul><li>Microsoft Partners </li></ul><ul><li>Overall Objective : </li></ul><ul><li>Provide a framework for using the Infrastructure Optimization Maturity Model to accelerate the sales cycle </li></ul>
    3. 3. Wissam Yafi (v-wyafi @microsoft.com) <ul><li>Dueño de un Microsoft Certified Partner en la región Andina </li></ul><ul><li>Microsoft Executive Trainer especializado con experiencia en entrenamiento en WW, EMEA, y LATAM en </li></ul><ul><ul><li>GTM </li></ul></ul><ul><ul><li>CSI </li></ul></ul><ul><ul><li>Solution Selling </li></ul></ul><ul><li>Experiencia profunda en sector bancario, gubernamental, y O&G </li></ul><ul><li>Fondo: </li></ul><ul><ul><li>18 años de experiencia en IT </li></ul></ul><ul><ul><li>Fundador de TidWiT ( www.tidwit.com y www.tidwit.net ) </li></ul></ul><ul><ul><li>MBA de GMU, y MPA de Harvard </li></ul></ul>
    4. 4. Learning Outcomes <ul><li>By the end of the workshop, delegates will be able to : </li></ul><ul><ul><ul><li>Understand & articulate the IO vision and messaging </li></ul></ul></ul><ul><ul><ul><li>Know how to profile their accounts against IO Models (Core IO, BPIO, APIO) </li></ul></ul></ul><ul><ul><ul><li>Identify Infrastructure Optimization opportunities and start building a preliminary IO Account Plan (aligned with customer’s priorities, IT projects & business initiatives) </li></ul></ul></ul><ul><ul><ul><li>Link IO to customer’s challenges & needs and deliver an Infrastructure Optimization Briefing for customers </li></ul></ul></ul><ul><ul><ul><li>Execute the IO selling process , apply the IO strategy & engagement plan with Microsoft </li></ul></ul></ul>By focusing on IO sales execution & developing growth plans focused on optimizing infrastructure, they will drive customers to reach a tipping point where the value of the Enterprise CAL becomes the obvious choice .
    5. 5. Outcomes from the interactive sessions <ul><li>Account Profile </li></ul><ul><li>Preliminary IO Account Plan </li></ul><ul><li>Customer Briefing Plan/Template </li></ul><ul><li>Practice with Customer Briefing </li></ul>
    6. 6. Out of scope items for this workshop <ul><li>In-depth Account Profiling </li></ul><ul><li>In-depth Training on IO Models </li></ul><ul><li>In-depth Training in Customer Engagement Solutions </li></ul>
    7. 7. 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 10 . Next steps: Managing IO opportunities (30 minutes) 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
    8. 8. House Keeping
    9. 9. Please provide us with you main expectations for today Engagement Plan with Microsoft IO alignment with sales process Tools & resources to deploy IO in your accounts IO selling messages

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