Agenda: BPIO Partner Sales Readiness

Day Workshop
1:
Business Productivity Infrastructure Optimization (BPIO) campaign
We will introduce partners to the concepts of BPIO. They will understand the
Current market and the opportunities in the market.
Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic).
Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture
Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured
fashion.
Time Module Description
8:00 a.m. – 9:00 a.m. Breakfast and networking
9:00 a.m. – 9:30 a.m. 1 - Introduction Overview of the workshop providing guidelines and
agenda of the program
9:30 a.m. – 10:00 a.m. 2 - Market Overview & Partner Overview of the current market and partner
Opportunity opportunities within the market
10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) Overview to the BDM campaign
campaign
11:00 a.m. – 12:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business
Productivity Infrastructure Analyzer tool
12:00 p.m. – 1:00 p.m. Lunch Break
1:00 p.m. – 2:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business
Productivity Infrastructure Analyzer tool
2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging Overview of the CES methodology as well as resources
with Microsoft for engaging with Microsoft
3:30 p.m. – 4:30 p.m. 6 - Microsoft Enterprise Search Overview of the new capabilities of Microsoft Enterprise
Search; partners will understand the Microsoft Search
technology components and how to leverage and
integrate with the Microsoft Find, Use, Share Customer
Campaign

Business Productivity Infrastructure Optimization Campaign 1

 Module 4 – BPIO Campaign And Maturity Model

Business Productivity Infrastructure

Optimization
The BPIO Campaign for Microsoft Office 2007
 Module 4 – Learning Objectives

Infrastructure Optimization
Customer Campaigns
Business Productivity Infrastructure
Optimization campaign
Business Productivity
Infrastructure Analyzer
Microsoft Information Worker
Competencies Aligned

Business Productivity Infrastructure Optimization Campaign 3

 Infrastructure
Optimization Customer
Campaigns

Business Productivity Infrastructure Optimization Campaign 4

 Microsoft’s Support For
Customer-Centric Solution Selling

ge xt
Customer

led nte

Me lign
BDM Customer

A
th me
ow Co
Engagement

od n
Campaigns

Kn ess
Solutions (CES)

olo t
sin
Solution

gy
Bu
Selling and
Delivery

Technology Depth
and Integration

TDM IO
Campaigns:
BPIO
Business Productivity Infrastructure Optimization Campaign 5
 Marketing To The Enterprise
Microsoft customer campaigns FY ’07

Perception
Campaigns
People_Ready Business Message

Executive Engagement

Business Value:
Growth-Driven

BDM / ITDM
Industry Marketing

Find, Use, Share Enable

Build Customer
Information Your Mobile
Connections
Workforce

Campaigns
Customer
Drive Real World
Improve Drive Business
Business
Compliance Performance
Processes
Business Value:

Optimize your Application Platform

Cost-Driven

Infrastructure

Infrastructure
ITDM

Optimize your Business Productivity

Optimization Infrastructure

Optimize and Secure your Core Infrastructure

Business Productivity Infrastructure Optimization Campaign 6

 Infrastructure Optimization
Capability sequencing
framework to help
customer build
optimized infrastructure

(not Microsoft-specific)
Drives cost reduction,
security and efficiency
gains as well as
enables agility
Grounded in industry
analyst and
academic work
Provides guidance and
best practices for
step-by-step
implementation
Business Productivity Infrastructure Optimization Campaign 7
 Infrastructure Optimization Customer
Value
Four stage maturity Uncoordinate
d, manual
Infrastructur
Managed
Information
Technology
Managed and
consolidated
Information
Fully
automated
management,

model describes levels of

e Infrastructure Technology dynamic
Knowledge with limited Infrastructure resource
not captured automation with extensive Usage ,
and Automation, business

infrastructure maturity
knowledge knowledge linked SLA’s.
capture captured and re- Knowledge
used capture
automated
and use
automated

Model consists of Dramatically Simplify and Automate

Deployment and Operations
capability descriptions
across the continuum
More Efficient
Cost Center Cost Center Business Enabler Strategic Asset

Helps solve the 70/30 problem

Drives lower Total Cost of
Ownership for Information
Technology Infrastructure
Maps the technology roadmap
to the customer’s needs
IT Budgets
Business Productivity Infrastructure Optimization Campaign 8
 Infrastructure Optimization Provides Unified
View
Common lens for customer, partner, and Microsoft teams

Provides ATU, STU, App Platform Provides

PTU and Services Customer a way
coordinated to bridge gap
execution based on between
One Plan Business and IT
Business Productivity

Core Infrastructure

Allows ATU have Enables Partner

the same ecosystem by
conversation with establishing IT as a
Business, IT strategic asset
and Purchasing
Business Productivity Infrastructure Optimization Campaign 9
 Business Productivity
Infrastructure
Optimization
Campaign

Business Productivity Infrastructure Optimization Campaign 10

 New World Of Work

Workplace Role of
Trends Software
One world Simplify
of business working together
Find info and
Always on, improve
always connected business insight
Transparent Secure and
organization manage content

Business Productivity Infrastructure Optimization Campaign 11

 Business Productivity
Infrastructure
Streamline the way people do business with the
2007 Microsoft Office system
Unified
Enterprise
Communication Business
Content
s and Intelligence
Management
Collaboration

Website
Business Open XML
Extensibl and
Workflow Search Data File
e UI Security
Catalog Formats
Framework

Secure, Well-Managed Infrastructure

Business Productivity Infrastructure Optimization Campaign 12

 Business Productivity
Infrastructure
Streamline the way people do business with the
2007 Microsoft Office system
Familiar user
Unites structured
interface to
and unstructured
interact
data and process
with information
Single Extensible
infrastructure platform
for BI, ECM, for business
UCC solutions

Business Productivity Infrastructure Optimization Campaign 13

 Unified Communications And Collaboration
(UCC)
Simplify working together

Unify business communications

Single inbox for all communication types
Voice access to e-mail and calendar
Any mode, from anywhere
Empower teams
Offline access to documents, e-mails, and workspaces
Wikis, blogs, and RSS
Project and issue tracking
Connect people, process and information
People search, personalized portals and “My Sites”
Out-of-the-box and extensible workflow
Enable work anywhere
Mobile Office applications, e-mail and IM
Thousands of mobile business applications
Business Productivity Infrastructure Optimization Campaign 14
 Enterprise Content Management
(ECM)
Secure and manage content
Manage diverse content
One topology for web, document and records management
Content types with metadata, policy and workflow
Search across multiple repositories and LOB systems
Satisfy compliance requirements
Document retention
Access and usage control
Legal discovery and hold
Efficiently manage multiple web sites
User authoring and publishing
Multi-lingual and mobile device support
Reduce paper and manual processes
Electronic forms for data accuracy and validation
One form for client, browser, mobile devices
Business Productivity Infrastructure Optimization Campaign 15
 Business Intelligence (BI)
Improve business insight

Integrate disparate business systems

High performance ETL, OLAP, data mining and reporting
LOB data and XML, web service, RSS sources
Enterprise grade and affordable
Easily analyze complex business information
Native Excel support for SQL Server Analysis Services
Rich visualization with Office applications
Ready access to LOB data with Business Data Catalog
Empower decisions at all levels
Comprehensive BI portal with integrated Search
Server-based Excel spreadsheets and calculations
Flexible KPI’s, reports and scorecards

Business Productivity Infrastructure Optimization Campaign 16

 Products Enabling Business
Productivity
Office system roadmap The real time
communication Available
server in 2007

The e-mail, calendar

and unified messaging Q4 2006
server

The collaboration
and Q4 2006
content server

The ultimate
collaboration Q4 2006
desktop

Business Productivity Infrastructure Optimization Campaign 17

 How Can We Help Customers Build A
Business Productivity Infrastructure?
Business Productivity Infrastructure Optimization Model (BPIO)

Identify
Identify where
where you want
you are to be

Content Standardized Fully managed People-ready

chaos, content and and infrastructure
manual communicatio provisioned , with
processes, n business predictable IT
uncoordinate infrastructure, infrastructure service levels
d with limited
Infrastructure mgmt and
provisioning
More Efficient Business Strategic
Cost Center
Cost Center Enabler Asset

Business Productivity Infrastructure Optimization Campaign 18

 Balance IT Costs And Business Value

IT Costs (conceptual) Time

Business Value Returned (conceptual)

Business Productivity Infrastructure Optimization Campaign 19

 Infrastructure Optimization Model
Value
Uncoordinated, Managed Managed and Fully automated
manual Information consolidated management,
infrastructure Technology Information dynamic resource
knowledge not infrastructure with Technology usage, business
captured limited infrastructure with linked SLA’s.
automation and extensive Knowledge
knowledge automation, capture
capture knowledge automated and
captured and re- use automated
used

Dramatically Simplify and

Automate Deployment and
Operations
More Efficient Business Strategic
Cost Center
Cost Center Enabler Asset

Business Productivity Infrastructure Optimization Campaign 20

 Choosing Where To Start
The right business productivity infrastructure for your
business

Identify
Identify where
where you want
you are to be

Unified Communication and Collaboration

Collaborative Workspaces and Portals
Messaging
Presence
Web Conferencing

Enterprise Content
Document and Records Management
WebManagement
Content Management
Forms Management
Search

Business Intelligence
Reporting and Analysis
Performance Management
Data Warehousing

Business Productivity Infrastructure Optimization Campaign 21

 Business Productivity
Infrastructure Optimization Model

Messaging
Communication
Collaboration

Collaborative Workspaces and Portals

Instant Messaging (IM)/Presence/Voice
Unified

Web Conferencing
and

Document and Records Management

Management
Enterprise

Web Content Management

Content

Forms Management
Search
Intelligence

Performance Management
Business

Reporting and Analysis

Data Warehousing

Business Productivity Infrastructure Optimization Campaign 22

 Customer-Centric Selling With
BPIO
Aligning technology capabilities to business
priorities
Aligns technology capabilities to validated
business priorities
Moves the conversation from point solutions to
platform based solution enablement
Drives the deployment conversation
Drives repeat engagement
It creates an understanding of where to invest
in solutions and skills development
Aligns Microsoft and Partner thought

Business Productivity Infrastructure Optimization Campaign 23

 Marketing To The Enterprise
Microsoft customer campaigns FY ’07

Perception
Campaigns
People_Ready Business Message

Executive Engagement

Business Value:
Growth-Driven

BDM / ITDM
Industry Marketing

Find, Use, Share Enable

Build Customer
Information Your Mobile
Connections
Workforce

Campaigns
Customer
Drive Real World
Improve Drive Business
Business
Compliance Performance
Processes
Business Value:

Optimize your Application Platform

Cost-Driven

Infrastructure

Infrastructure
ITDM

Optimize your Business Productivity

Optimization Infrastructure

Optimize and Secure your Core Infrastructure

Business Productivity Infrastructure Optimization Campaign 24

 Solutions Span Multiple
Capabilities And IO Models
Enable Find, Use,
Build Customer
Your Mobile Share
Connections
Workforce Information
Solution WinDrive Real
Improve Manage Business
World Business
Compliance Performance
Processes

Application Development  Visual Studio

Platform  Expression
Infrastructure SOA and Business Process
 BizTalk
Data Management  SQL
Business Intelligence
 LCS
 Exchange
 SharePoint
Business Enterprise Content  Office
Productivity Management
Infrastructure
Communications and
Collaboration

Business Productivity Infrastructure Optimization Campaign 25

Core Security and Networking  Windows Server
Infrastructure Identity and Access  Windows Client
Management  Windows
Device
Desktop, Device and Server 
 Microsoft’s Commitment To This
Effort
In-depth models including
capability descriptions
Deep product portfolio
Content oriented to model stages
End-to-end sales process and tools
This is how we sell infrastructure going forward
Marketing campaigns fully integrated
Engineering impact already evident

Business Productivity Infrastructure Optimization Campaign 26

 Infrastructure Optimization
Timeline
This year Next year
Bigger external push including
Full sales process benchmarking
adoption IT Pro as a change agent
TCO proof for core Partnering with Industry team
to create Industry models that
and UCC sit on top of IO models
Continue partner
integration
Services integration
Analyst validation of
new models
Begin external push

Business Productivity Infrastructure Optimization Campaign 27

 Agenda: BPIO Partner Sales Readiness
Day Workshop
1:
Business Productivity Infrastructure Optimization (BPIO) campaign
We will introduce partners to the concepts of BPIO. They will understand the
Current market and the opportunities in the market.
Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic).
Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture
Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured
fashion.
Time Module Description
8:00 a.m. – 9:00 a.m. Breakfast and networking
9:00 a.m. – 9:30 a.m. 1 - Introduction Overview of the workshop providing guidelines and
agenda of the program
9:30 a.m. – 10:00 a.m. 2 - Market Overview & Partner Overview of the current market and partner
Opportunity opportunities within the market
10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) Overview to the BDM campaign
campaign
11:00 a.m. – 12:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business
Productivity Infrastructure Analyzer tool
12:00 p.m. – 1:00 p.m. Lunch Break
1:00 p.m. – 2:00 p.m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business
Productivity Infrastructure Analyzer tool
2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging Overview of the CES methodology as well as resources
with Microsoft for engaging with Microsoft
3:30 p.m. – 4:30 p.m. 6 - Microsoft Enterprise Search Overview of the new capabilities of Microsoft Enterprise
Search; partners will understand the Microsoft Search
technology components and how to leverage and
integrate with the Microsoft Find, Use, Share Customer
Campaign

Business Productivity Infrastructure Optimization Campaign 28

 People_Ready Business
Video

Business Productivity Infrastructure Optimization Campaign 29

 Business Productivity
Infrastructure Analyzer

Business Productivity Infrastructure Optimization Campaign 30

 BPI Analyzer
Feedback from the Pilot Workshops

“I love the BPI Analyzer and want

to use it with our customers this
Monday!”
– Partner, Singapore Pilot

“The BPIO model is really good for App Plat

partners looking to grow and unify their
disparate offerings.”
– Partner, Redmond Pilot

“This (BPI Analyzer)

is better than what “The tool is
we use! When can I awesome!”
get it?” – Partner, Madrid Pilot
– Microsoft, Madrid Pilot
Business Productivity Infrastructure Optimization Campaign 31
 BPI Analyzer Demo

Business Productivity Infrastructure Optimization Campaign 32

 CIO Top IT And Business Priorities
The 3-year plan for technology innovation

Improve collaboration between regional

offices: Help 9 local offices develop and
share statistical information in a
standardized way

Build secure Information portal for

Presidents office: Extranet access to
search, retrieve, analyze information

Develop an integrated security plan to protect

information and avoid confidential information
leaks

Consolidate databases in one central data

warehouse

Business Productivity Infrastructure Optimization Campaign 33

 Improve Collaboration Between Regional
Offices
Secure Information Portal for Presidents
Office

Unified Communication and Collaboration

Workspaces and Portals
Messaging
Presence
Web Conferencing

Enterprise Content Management

Doc and Records Mgmt
Web Content Mgmt
Forms Mgmt
Search

Business Intelligence
Reporting and Analysis
Performance Mgmt
Data Warehousing

Core Infrastructure

Business Productivity Infrastructure Optimization Campaign 34

 Conclusion: BPIO Is Valuable
Fosters discovery of short-term revenue while
helping develop mid-long term account strategy

Before BPIO After BPIO

Revenue planning solely Revenue planning driven by growth
driven by fiscal year potential, addressable share of pie
priorities

Product/solution-centric planning, Customer-centric planning, around

with tactical customer engagement vision for technology purchase and
adoption

Focused on selling to Augments traditional IT sell with

traditional IT concerns business value infrastructure

Partner and services Better vision and strategy for

attach is an partner and services attach
afterthought
Business Productivity Infrastructure Optimization Campaign 35
 Summary
Business Productivity Infrastructure
Optimization Campaign
Empower employees and organization with
a secure and well-managed infrastructure
Introduction to Infrastructure Optimization –
4 stage model; Value of Infrastructure Optimization;
Choosing where to start; What products fulfill Business
Productivity Infrastructure Optimization?
Business Productivity Infrastructure Analyzer

Business Productivity Infrastructure Optimization Campaign 36

 Group Discussion
Discuss BPIO maturity model
and the BPI Analyzer
How could this Campaign and
methodology help with TDMs?
What are some of the values that these
new campaigns bring to the table?
Have the groups discuss the Maturity Model
for their specific category
If time allows, have the groups discuss how their
subcategory fits into the BPIO campaign as a whole

Business Productivity Infrastructure Optimization Campaign 37

 Call To Action
Identify where your customers are in the Business Productivity
Infrastructure Optimization Model
Identify highest impact options and prioritize projects
Quantify individual Best Practices
Build a business plan that maps to the customer’s priorities
Engage with Microsoft to drive joint pipeline management
Execute Partner Solutions Plan with your Partner Account Manager
Enablement
Leverage the July 2006 Infrastructure Optimization Partner Kit
http://www.microsoftio.com
Attend Infrastructure Optimization Training Sessions being held at
the regional and local levels
Talk to your Partner Account Manager about the availability of
Business Productivity Infrastructure Optimization Sales University

Business Productivity Infrastructure Optimization Campaign 38

 Resources
Unified Communication and Collaboration Resources
http://www.microsoft.com/office/preview/collaboration.mspx
ECM Product Information and Resources
https://partner.microsoft.com/US/40029077?PS=95000124
Business Intelligence Information and Resources
http://www.microsoft.com/bi
Windows SharePoint Services Resources
http://www.microsoft.com/office/preview/technologies/sharepointtec

Office Partner Resources

https://partner.microsoft.com/US/40025002?PS=3
Microsoft Office System Beta 2 Partner Guide
https://partner.microsoft.com/US/40006556?PS=3
Microsoft Partners Program Website
https://partner.microsoft.com/

Business Productivity Infrastructure Optimization Campaign 39

Business Productivity Infrastructure Optimization Campaign 40
Business Productivity Infrastructure Optimization Campaign 41