leverage the microsoft...
TRANSCRIPT
Leverage the Microsoft Platform
For Sales Success
Bruce Rasmussen
Carpe Diem Consulting
Which is better?
5 Minutes to Draw the Microsoft Platform
You have 5 minutes “in the elevator”…
What would you draw?
“I hear the words, but
I just don’t get it…
Can you draw me a picture? ”
Take Five…
Take Five Minutes to Draw the MS PlatformTake Five…
Comprehensive Security Product Portfolio
Dynamic
• Proactive
• OptimizingCosts and Quality
• Agile
• Self Assessingand ContinuousImprovement
• “Taking The Lead”
• Proactive
• Accountable
• Increased Monitoring
• Formal ChangeManagement
• SLA’s
• Improvement
• Predictability
• “Quality Driven”
Standardised
• Reactive
• Stable IT
• Request Driven
• Change Management and Planning
• “Keeping ItRunning”
Basic
• Reactive
• Ad hoc
• Problem-Driven
• “AvoidingDowntime”
Rationalised
Infrastructure Optimisation ModelStage Characteristics
Infrastructure OptimisationBuilding a People-Ready Business
3 levels of IO
Model-Based Approach
Business Intelligence
Enterprise Content Management
Collaboration
Unified Communications
Enterprise Search
Business Productivity Infrastructure Optimization Model
Development
SOA and Business Process
Business Intelligence
User Experience
Data Management
Data Protection and Recovery
Desktop, Device, and Server Mgmt
Identity and Access Management
Security and Networking
Core Infrastructure Optimization Model
IT a
nd S
ecurity
Pro
cess
BA
SIC
ST
AN
DA
RD
IZE
D
RA
TIO
NA
LIZ
ED
DY
NA
MIC
BA
SIC
ST
AN
DA
RD
IZE
D
RA
TIO
NA
LIZ
ED
DY
NA
MIC
BA
SIC
ST
AN
DA
RD
IZE
D
AD
VA
NC
ED
DY
NA
MIC
Application Platform Optimization Model
Amplify their effectiveness for greater success
People at all levels drive business success
• Beginning a journey from “point
solutions and products” to an
“integrated platform” approach
• Realising the value of the Microsoft
platform in achieving a
people-ready business
What Is RPV?
Realising People Value
• Taking a broad platform perspective
• Fitting within current Microsoft processes and initiatives
• Providing a bridge across key initiatives
• Supporting MS community
An approach to engage with customers
A focus on people and “People Value”
A Bridge between People, Platform, and Products
• For Microsoft Partners
• For Microsoft customers
Supported by Training
Why Is RPV Important?
Product
System
Data Collection
traditional approach
Analysis
Synthesis
• Fostering innovation
• Deepening customer relationships
• Driving operational excellence
• Building high-value partnerships
a consultative approach to
realisingvalue
RPV
Where Does RPV Fit?
PRB
RPV builds a bridge between:
• The vision
• The implementation
Why
What
RPV training was built on key concepts:
RPV
People-Ready Business
Infrastructure Optimisation
How
IO
The Elements of an IT Environment
Key
Challenges
(pains,
opportunities,
vision, goals)
Approach to
take full
advantage of
technology
People in Various Roles Working Together
CustomersPartners Roles within the organization
People’s Experience (Rich, Reach, or Both)
PC Tablet Web PDA Mobile Voice TV Paper
Technology Services
Management Services
ProcessServices
PeopleServices
Base Services
Framework – White Board Diagram
Premium Data Center Services
Technology Services
People’s Experience(PCs —>SmartPhones)
Management Services
ProcessServices
PeopleServices
Base Services
• Communication
• Collaboration
• Content Creation
• Personal Productivity
• Task Processing
• Workflow
• Reporting
• Measurement and Response
• Analysis and Adaptation
• Application Services
• Systems Mgt. Services
• Content Services
• Identity Services
• Storage
• Networking
• Security and Privacy
People
Cross-Solution Base Services
Cross-Solution Base Services
A Typical Points Solutions Framework
Point Solution
Services
Point Solution
Services
Point Solution
Services
Point Solution
Services
Base Services for Point Solution
Base Services for Point Solution
Base Services for Point Solution
Base Services for Point Solution
People’s Experience
People’s Experience
People
People People PeoplePeople Mgt Mgt MgtMgt Process Process ProcessProcess
App
Dev
Tools
Application D
ev T
ools
Application D
ev T
ools
Application D
ev T
ools
App
Dev
Tools
Application D
ev T
ools
App
Dev
Tools
App
Dev
Tools
integration
inte
gra
tion
integration
inte
gra
tion
inte
gra
tion
inte
gra
tion
Inte
ropera
bility
inte
gra
tion
inte
ropera
bility
integration
integration
inte
gra
tion
inte
gra
tion
interoperability
integration
Santos Point Solution Example
Intranet
Process
Mgt People
SunUNIX
(Shared Base Services)
Financials
Sun UNIX
MgtProcess
People
Oracle
App D
ev
App D
ev
Messaging & Collaboration
Windows
Lotus Notes
App D
ev
App D
ev
ProcessPeople
Geological
Windows
App D
ev
App D
ev
Process
MgtPeople
Intranet
Windows
App D
ev
App D
ev
Process
Mgt People
(12 intranets)
RPV for Initial Customer Discussions
Explore
Learn about the “As Is” IT environment
Clarify high-level pains and goals
Expand
Clarify, verify “As Is” IT environment
Develop implications of pains and goals
Set the stage for “Envision”
EnableEnvision
Develop a vision of the potential
Suggest Unrealized Potential in current capabilities
Microsoft Integrated Platform:A Foundation for Seamless Computing
Towards an Integrated Platform
Point Solutions
Partners Bring Added Value
Microsoft Platform
Integrated
Connected (Interoperable)
Flexible
Customisable
Simple
Superior User Affinity/Intimacy
IT Strategy
Business Architecture/Rules
Business Strategy
OS
Architecture (.Net)
Applications
Standards/Languages
Systems Design
Systems Integration/Management
Mic
roso
ftP
art
ner
Complete SolutionPartner Service Offering
Deep Customer Insight
CustomisedSolution
High-Performance Operations
Accelerated Value Delivery
Minimised Cost And Risk
Committed Results
Partner Integration Technology
Greater
Value
Lower
Cost
Customer
Benefits
Customer cost savings
Increased focus on strategy/process development and alignment
Ability to simplify and reduce cost of design, integration and management
Superior value in software at lower cost
Business/IT Strategy &
Process Consulting
Systems Design, Integration & Management
Platform
Business/IT Strategy &
Process Consulting
Systems Design,
Integration & Management
Microsoft Platform
Microsoft
Platform
Alternative
Offerings
Customer Value: Lower Cost, Greater Value
RPV training – consulting offer
• RPV courses
– Syd – Sep/Oct, Feb/Mar, May
– Mel – Nov, Mar
– Bri – Feb
– Per – Nov
– Ade – on request
• 40days of readiness training ($12k)
– Public schedule
– Customised readiness
– Competency certification
– Customer focused workshops
• 1 day sales/marketing/business value consulting
– Sign up during APC