How to Sell

How to Buy

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Campaign objectives

• Primary objective– To train registered base to sell open agreements (targeting the ones that

only sold open once or never before)

• Secondary objective– To target our breadth customers with an open message (how to buy) –

peace of mind if you are on an open agreement

• R700k investment in creating opportunities for our partners.

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18 Training sessions targeting 900 registered partners

• 10 sessions in JHB – starting 21 Sep• 4 in Cape Town – starting 20 Sep• 4 in Durban – starting 22 Sep

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Agenda• Microsoft Solution Sales Program

– Intro to MSSP

– Do We know our customers?

– Are we selling, pushing or consulting?

• Office 2007 video• Open value selling annuity

– Open broken down

– When to sell what?

• CapEx vs OpEx

• OLP vs OV vs OVS

• Cost per desktop vs value per desktop– The cost of IT

– TCO

• SA benefits overview

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Microsoft Solution Sales Program: broad overview• Intro to MSSP – Sales Activity• Do we know your products?• Do we know your customers?• Are we selling, pushing or consulting?

• Other Resources• Order Processing• Office System Sales-Tool• Quick Reference Cards-OVS• Quick Reference Cards-SA• Open Fact-Sheet• GOLP• VL Comparison Chart

Resources

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Office 2007 & Mobility video

The next Silver-Bullet

The other Silver-Bullet

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Open value selling annuity• Open broken down

– FPP

– OEM/DSP

– Open

• OLP L

• OLP LSA

• OV

• OVS

– Select/EA

• When to sell what?– CapEx vs OpEx

• What is the difference?

– OLP vs OV vs DSP vs OVS

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  100% 37% 61% 71%

Program OLP-L OVS DSP DSP Installed

Office SB Ed 2003 Win32 English OLP NL 3,435.47 1,278.23 2,100.00 2,450.00

Office Pro 2003 Win32 English OLP NL 3,819.29 1,420.39 2,600.00 3,100.00

  100% 37% 68% 81%

Percentage Differences

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3 Year Replacement

Cycle OLP - L OVS OVS UTD DSP Installed

Beginning Y1 3,819.29 1,420.39 710.19 3,100.00

End Y1        

Beginning Y2   1,420.39 1,420.39  

End Y2        

Beginning Y3   1,420.39 1,420.39  

End Y3        

Beginning Y4 3,819.29 1,420.39 1,420.39 3,100.00

End Y4  

Totals 7,638.59

5,681.55

4,971.36

6,200.00

% Difference 200% 149% 130% 162%

Percentage Differences

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4 Year Replacement Cycle OLP - L OVS OVS UTD DSP Installed

Beginning Y1 3,819.29 1,420.39 710.19 3,100.00

End Y1        

Beginning Y2   1,420.39 1,420.39  

End Y2        

Beginning Y3   1,420.39 1,420.39  

End Y3        

Beginning Y4 1,420.39 1,420.39

End Y4        

Beginning Y5 3,819.29 1,420.39 1,420.39 3,100.00

End Y5  

Totals

7,638.59

7,101.94

6,391.75

6,200.00

% Difference 200% 186% 167% 162%

Percentage Differences

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Cost per desktop vs value per desktop• The cost of IT & TCO

  Low high

DT SW 110 110

DT HW 200 350

S SW 100 150

S HW 110 180

Network/Lan 80 120

Wan/Int 100 160

Internal IT 350 650

2nd Tier 60 100

3rd Tier 60 100

Projects 50 50

Printers 50 50

other 100 100

  1,370 2,120

ERP 800

CRM 300

3rd Party aps 300

  1400

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Software Assurance Benefits - Summary

SA slides

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Q&A

•Prizes & Evaluation Forms•Promotions

•Disti Contacts