winning with io partner module 1 welcome & introduction
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FY07 Winning with IO FY07 Winning with IO DayDay
Achieve your goals with IOAchieve your goals with IOModule 1: Welcome & Introduction
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Welcome & Introduction
The Big PictureThe Big Picture
Audience: Partner Account ManagersMicrosoft Partners
Overall Objective: Provide a framework for using the Infrastructure Optimization Maturity Model to accelerate the sales cycle
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Welcome & Introduction
Wissam Yafi (v-Wissam Yafi ([email protected])@microsoft.com)Dueño de un Microsoft Certified Partner en la
región Andina
Microsoft Executive Trainer especializado con experiencia en entrenamiento en WW, EMEA, y LATAM en
GTM
CSI
Solution Selling
Experiencia profunda en sector bancario, gubernamental, y O&G
Fondo:18 años de experiencia en IT
Fundador de TidWiT (www.tidwit.com y www.tidwit.net)
MBA de GMU, y MPA de Harvard
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Welcome & Introduction
Learning OutcomesLearning OutcomesBy the end of the workshop, delegates will be able to :
1. Understand & articulate the IO vision and messaging
2. Know how to profile their accounts against IO Models (Core IO, BPIO, APIO)
3. Identify Infrastructure Optimization opportunities and start building a preliminary IO Account Plan (aligned with customer’s priorities, IT projects & business initiatives)
4. Link IO to customer’s challenges & needs and deliver an Infrastructure Optimization Briefing for customers
5. Execute the IO selling process, apply the IO strategy & engagement plan with Microsoft
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.
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Welcome & Introduction
Outcomes from the interactive Outcomes from the interactive sessionssessions
Account Profile
Preliminary IO Account Plan
Customer Briefing Plan/Template
Practice with Customer Briefing
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Welcome & Introduction
Out of scope items for this Out of scope items for this workshopworkshop
In-depth Account Profiling
In-depth Training on IO Models
In-depth Training in Customer Engagement Solutions
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Welcome & Introduction
Workshop’s agendaWorkshop’s agenda9:00 to 9:15
Raising expectations1. Welcome & Introduction
(15 minutes)
9:15 to 10:30Understanding 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 15:00IO 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 16:00Understanding the next
steps (Opportunity Management) & the
local strategy
10. Next steps: Managing IO opportunities (30 minutes)
11. Local Call to Action: how to engage with
Microsoft? (15 minutes)
12. Objection Handling (15 minutes)
16:00 to 16:15Providing comments &
feedback
13. Wrap up & conclusions
(15 minutes)
Interactive session
Lecturing session
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Welcome & Introduction
House KeepingHouse Keeping
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Welcome & Introduction
Please provide us with you Please provide us with you main expectations for todaymain expectations for today
Engagement Plan with Microsoft
IO alignment with sales process
Tools & resources to deploy IO in your
accounts
IO selling messages