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Detailed Overview
This session will help sales people when talking to customers about extending the value of Microsoft Office within their organisations to incorporate business processes and increase productivity. It is aimed specifically at partners who sell to customers in medium sized enterprises. For partners working towards a competency in the Microsoft Partner Programme, this content is relevant to the Information Worker Solutions competency.
Recommended Audience
The Sales Academy is aimed at sales people within a partner organisation who present technology solutions to customers from a non-technical or business point of view. Attendees are likely to be sales professionals, Account Managers, Business Managers and Pre-sales Consultants.
Duration
1 Day
Pre-requisites
Attendees should have existing software selling and/or solution selling skills.
Detailed Agenda
Session 1: The Background
- Understand the Brand
- Introducing the Microsoft Office System
- Who is the Information Worker?
- With complements to the Windows Server System...
- Programs, Servers and Services equal Solutions
- The market and the opportunity
- The market opportunity for IW solutions
- The partner economics in driving IW solutions
- Economics of a deal
- Investment required
- Time to break-even
- Selling the Microsoft Office System
- At "no additional cost"
- Identifying common customer pain and spotting a sales opportunity
- Microsoft Finance
- An overview of the program
- Closing deals with Microsoft Finance
- Resources available:
- Office Marketplace
- Office website
- Presentations used in this session
Session 2: Understanding the Solution
- Tools/Terms of the Trade
- eXtensible Markup Language (XML)
- Visual Studio Tools for Office (VSTO)
- The Information Bridge Framework (IBF)
- Key selling points of The Microsoft Office System
- So, is this data or information?
- Information re-use, not re-entry
- The need for information in a style that suits me
- Timely line of business information in context
- Demonstrating The Microsoft Office System to your customers
- How The Microsoft Office System can solve common customer pain
- Resources available
- Technical Demonstration Toolkit
- Demonstration simulations
- Presentations used in this session
Session 3: Building on the Solution
- Love the Longevity
- Selling additional services
- Introducing "The New World of Work"
- A new generation of productivity software
- Microsoft Office System futures
- An overview of Microsoft plans and marketing activities
- Update from the Microsoft UK Office Audience Marketing Manager
- The Microsoft Office Solution Catalogue
- An overview of the solution licensing
- An overview of Microsoft licensing
- Microsoft Office 2003 editions
- Solution product licensing
- Software Assurance Benefits
- Resources available
- Relevant web sites
- Presentations used in this session
Session 4: Winning Deals
- Selling yourself with the Microsoft Partner Programme
- The competitive landscape
- Star/Open Office
- Agility Office
- Older versions of Office
- Case studies of existing solutions
- Solution selling workshop
- Objection handling and frequently asked customer questions
- Resources available
- Partner website
- Competency resources
- Comphot
- Battlecards
- TCO tool
- PTS support
- Presentations used in this session
This event is part of The Microsoft Sales Academy, which offers self-contained sales workshops for sales people within partner organisations. Please click on the Sales Academy logo above to see details of other training days that may be of interest.
Attendees should have existing software selling and/or solution selling skills. If you would like more information on the the Microsoft Solution Selling class, please click the Solution Selling logo above.
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