small business partner sales & technical training mary ashe-winton small business manager...
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Small Business Partner
Sales & Technical Training
Mary Ashe-WintonSmall Business ManagerMicrosoft Ireland
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Morning Agenda
9:30 – 11:00 How to sell & position SBS 2003
How to position Windows Mobile
11:00 – 11:15 Break
11:15 –12:00 How to solution sell Office & Sharepoint
12:00 – 12:30 Preparing customers for the Future
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Afternoon Agenda
12:30 – 1:30 Lunch
1:30 – 2:30 Best Practices for SBS Implementation
Best Practices for Mobility Implementation
2:30 – 2:45 Break
2:45 – 3:45 Configuring Push Email on SBS 2003
Configuring Push Email on Windows 2003
Customising Sharepoint if time permits
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Introductions
Meet the Small Business Team
Introductions
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Today’s Objectives !
Understand the Irish Market Opportunity
To be able to select and use the right tools / solutions to engage a prospect
Demonstrate the solutions in a clear and engaging manner
Building customer loyalty through developing an annuity stream for your business
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What’s your Top 3 Objectives ?
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What’s our market ?
Source : Report of the Small Business Forum http://www.forfas.ie/sbf/index.html
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Business Pressures
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Small Company is Business driven
Rarely have a dedicated IT Manager
No formal IT strategies
Price sensitive / Cash is key
Understand the dependence on IT, but don’t enjoy it
A Solution is more important than a product
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Mobility : Tele-working
96% of regular home workers feel as efficient as their office colleagues
89% prefer their home physical surroundings to traditional workplaces
“People who live within the commuter belts around the greater Dublin region can spend up to 20 hours a week commuting
: Source WDC Press Release issued 29 November 2005
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Microsoft Solutions
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•Windows XP Pro•Office Small Business Edition•Biz Contact Manager
•Small Business Server•Windows XP Pro•Office SBE•Sharepoint•Windows Mobile Devices
•MBS Solutions (CRM)•Small Business Server•Sharepoint•Windows XP Pro•Office Professional•Windows Mobile Devices
Less than 4 PCs
Up to 25 PCs
Over 25 < 75 Devices
Microsoft Small business product stack
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Microsoft Solutions
1 Small Business Server 2003 Sp1 (R2 soon)
2 Windows Mobile 5 (Push Email)
3 Office 2003 do much more with Sharepoint
4 Future proofing with OVS
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Solution 1 Small Business Server 2003
Remote access a key feature of SBS Remote Web Workplace only in SBS
Standardize on Premium ISA 2004 and SQL 2000 & Frontpage
Exchange with Service Pack 2 Everything you need to implement push email with Windows Mobile & Info Store up to 75GB
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Best fit Customer Intro
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True or False ?
1. SBS can be the only server in an SBS Network
2. There can only be 1 Domain Controller
3. SBS can support multiple branch offices
4. SBS is not suitable for more than 30 users
5. SBS cannot be upgraded past 75 users / pc’s
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SBS 2003 Facts
Can have multiple Windows 2003 Servers
Multiple Domain Controllers is no problem
Can easily scale to 65 users as long as the SBS Server is properly specified and the correct number of servers included.
The Transition Pack removes 75 user limit
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SBS 2003 R2Licensing Extended
Windows Software Update ServicesInstalled automatically and tightly integrated
Ready for Push Email out of the boxExchange 2003 SP2 pre-installed
Latest service packs pre-deployed
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SBS 2003 R2 expanded CAL Rights
SBS 2003Additional servers can be added to the SBS 2003 network.The SBS 2003 CAL entitles users/devices to access data on additional Windows Servers in the SBS 2003 network.The SBS 2003 CAL does not entitle users/devices to access data on additional Exchange or SQL Servers in the SBS 2003 network.
SBS 2003 R2Customers gain expanded SBS 2003 CAL rights providing access to additional:
Exchange 2003 StandardSQL 2005 Workgroup
Customers will still need to purchase the server licenses for Ex 2003 and SQL 2005 Customers will not be required to purchase new SBS CALs.These expanded CAL rights apply only to Exchange 2003 and SQL 2005 Workgroup servers joined to the SBS 2003 R2 network.
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SBS 2003 R2 Availability
Release-to-Manufacturing: SBS 2003 R2 was RTM this month
General Availability: Mid to Late August
Pricing: Specific pricing has not been announced.
Check www.microsoft.com/sbs for updates.
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Obtaining SBS 2003 R2
*Timeframe will depend on the RTM of the localized version of SBS 2003 R2
Customer Type
Software Assurance?
Need to purchase new server license?
How to Obtain SBS 2003 R2
Existing SBS customer
Yes- SA contract must be current when SBS 2003 R2 RTMs
No Through normal channels for a nominal shipping and handling fee
Existing SBS customer
No Yes Version Upgrade SKU via retail to upgrade from previous version (4.0, 4.5, 2000, 2003) to SBS 2003 R2
New SBS 2003 customers (Technology Guarantee Program)
No No- Purchase between March 1, 2006 and 60 days after SBS 2003 R2 RTM*
- Must purchase through OEM or System Builder
Details to be confirmed
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Demonstrate to the Customer
Remote Web WorkplaceQuick access to Outlook Web Access
Quick access to their XP Pro Desktop
Quick Access to Sharepoint
Quick access to VPN Connection to Network
Link: Remote Web Workplace
Outlook over the Internet
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Top Features and Benefits
Top ten reasons to purchase a server with Microsoft® Windows® Small Business Server 2003*
Your prospects need to:
• Create a central and secure place to store critical business information.
• Guard against data loss.
• Ensure network security, thoroughly and easily.
• Keep their business up and running.
• Access information from virtually anywhere, at any time, and with any device.
• Improve team performance with collaboration tools (internal company website and integrated e-mail).
• Increase sales and reduce costs by analyzing and managing your business with line-of-business applications.
• Reach more customers and serve them better, all day, every day.
• Get up and running quickly and easily.
• Get a platform that is easy to grow with today and tomorrow.
*Prospects who already have a server must purchase another Microsoft® Windows® Server operating system. The Value of SBS 2003
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Dealing with objections - example
Objection Why What to doI don’t have time to learn new software eg I’m using SBS 2000 and don’t see the reason to move?
Worried about deployment impact and re-training
“if you’ve used one Microsoft product you’re ready for this new software. They are all based on windows and you’ll pick it up straight away. Also every part has new intuitive wizards to guide you through every task”
What I have works just fine. Ill just use that.
Perhaps feeling that they don’t get the most out of what they have
“Microsoft solutions make sense for how you work today, not just tomorrow. We can help you improve your productivity right now.”
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Solution 2
SBS & Windows Mobile 5
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Windows Mobile Architecture
Exchange 2003SP2 Front-End
Exchange 2003SP2 Servers
Internet orPrivate Circuit
GPRS/3G
WiF Hotspots
Smartphone
PDA
Corporate DMZ Corporate Network
ISA Server
WM5 withMSFP
WM5
Or use 1 Small Business Server 2003 with
Exchange SP2
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The Facts
Over 5 million connected Windows Mobile devices sold last year worldwide
Largest single Deployment 500,000 WM devices sold to US Census Bureau
Windows Mobile has 49% worldwide share of the mobile data market vs Blackberry’s 25% share (source IDC 2006)
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The Irish Factor
Irish Independent 25th May 2006
4 Page Spread on Mobile Solutions
Vodafone Ireland & HP have a new promotion which will see a Vodafone Mobile Connect 3G card bundled with every HP business laptop
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Partner Benefits
Windows Mobile because
€ Upgrades to SBS 2003 / Exchange 2003
€ Configuring Windows Mobile handsets & server
€ Growing relationship outside IT
€ Managing and Securing mobile devices
€ Driving new mobility projects
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More than Mail…
Communication
Personal Info Manager (PIM)
Document access
Security
Phone
Applications (CRM)
Multimedia Capabilities
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Better than Blackberry
More than mail..
More cost effective
No additional server
Easier to manageManage like any other device
More secure
No additional licensesIf licensed for exchange and user CAL
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Easy to Secure and Manage
Free Mobile Administration Tool
Secure Web based Console
Remotely erase compromised mobile devices.
View a list of all devices being used by any user
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The Solution Sharepoint integrated with Office 2003Out of the box SBS intranet site
Easy team-site set-up
Central access to shared documents
Manage holiday bookings
Document sharing work inside Office 2003
External access
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Over 30 new templates online
Absence and Vacation Schedule Board of Directors Case Work Management Change Management Classroom Management Competitive Intelligence Employee Activities Site Employee Timesheet and Scheduling Employee Training Event Coordination Expense Reimbursement Help Desk HR Programs and Services IT Developer Team Site Legal Document Review Workflow
http://www.microsoft.com/technet/prodtechnol/sppt/wssapps/default.mspx
• Loan Initiation Management • Marketing Campaigns • Meeting Management • New Product Development • Performance Review • Professional Svcs Contracts • Professional Svcs Site • Project Team Site • Public Official Activity • Public Relations Work Site • Publication Editorial Review • Recruiting Resource Center • Request for Proposal
Management • Room and Equipment
Reservation • Travel Request
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In Summary
Improved individual and team productivity
Improved business processes
Improved customer service and relationship
Great return on investment
Improved company operating efficiency
Great revenue opportunities for you
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OVS Licensing Placeholder
6 or 7 slides from Adrienne
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Key summary
What type of small business customer are they?
Innovator to laggard
Which solutions solve their problems?Secure email
Working remotely
Sharing knowledge
How do we efficiently move the customer from plan to support?
From problem to purchase
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Technology Assessment Toolkit
Contains information on key small business technologies:Windows Small Business Server 2003
Microsoft Office 2003 Small Business Edition
Microsoft Windows XP Professional
Microsoft Windows Mobile
Microsoft CRM 3.0.
Based on best practices of Microsoft partners, the Toolkit offers a step-by-step guide to identifying prospects' business and technology needs and laying the groundwork for long-term relationships.
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Call to Action
SBS – deploy internally
Use Windows mobile devices
Start selling mobile solutions
Office – attach right version/license type
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Thank you for your time Let us know if we can help
New mobility collateral and related slide deck
http://www.microsoft.com/ireland/partner/campaigns
Adrienne Rutherford (Business Queries)
Mark Mulvany (Technical Queries)
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Training Office Online
http://www.microsoft.com/office Build your skills at your PC with Microsoft eLearning Library
http://www.microsoft.com/mspress/business
Reference Office Online Newsletters
http://www.microsoft.com/office/using/newsletter.asp Office System 2003 Editions Microsoft Press Books
http://www.microsoft.com/mspress/office/office2003/learning.asp
Certification Access your skills - http://www.microsoft.com/assessment Become an expert - Microsoft Office Specialist Certification
http://www.microsoft.com/traincert/mcp/officespecialist
How to Learn MoreHow to Learn More