1. Agenda: BPIO Partner Sales Readiness Workshop
Day 3:
Topic: Enterprise Content management (ECM)
Partners will understand Microsoft Office system’s Enterprise Content Management (ECM) capabilities and sub-capabilities. Education will be layered against the CES methodology. Partners will also understand the competitive landscape and how to effectively communicate the Microsoft ECM value proposition to win the engagement.
Time
Module
Description
8:00 a.m. – 8:30 a.m.
Breakfast and networking
8:30 a.m. – 9:00 a.m.
13 – ECM Opportunity
The Microsoft vision for ECM and the possible solutions in ECM (OSSD, Case Studies, Personal Experience)
9:00 a.m. – 9:45 a.m.
14 – What’s New in 2007
The new/better features and capabilities of ECM in 2007 and the competitive differentiators of ECM in 2007.
9:45 a.m. – 10:15 a.m.
15 – Scenario-Based Demo and Business Case
10:15 a.m. – 10:30 a.m. Break
10:30 a.m. – 11:30 a.m.
16 – BPIO Model in ECM
Standardized to Rationalized view for each sub-capability with screen shots of the sub-capabilities under each BPIO view for ECM.
11:30 a.m. – 12:00 p.m.
17 – Partner Opportunities
The solution and services opportunities for ECM, guidance on how to build a practice, where to find/drive opportunities (OSSD, MSPP) and a list of current OSSD scenarios available.
12:00 p.m. – 1:00 p.m. Lunch Break
1:00 p.m. – 4:30 p.m.
18 – Hands-on Learning (ECM Business Case)
Class walks through business case for ECM and applies CES methodology (Solution Briefing and Architecture Design Session) to the business case
Slide Objective: Partner Opportunities
Target Module Duration: 30 minutes
Talking Points/Notes: This is Module 17 in Day 3 of the BPIO Partner Sales Readiness Workshop

2. Slide Objective: This welcome deck is designed to be used when all the modules will be presented sequentially, not as individual modules. Each module’s PowerPoint deck also has its own agenda and learning objectives so they can be presented individually when appropriate.
Talking Points/Notes:
Welcome participants to the module and go over any logistics related to the training.
As the facilitator, introduce yourself and share your background to establish credibility with the audience.
Time permitting, have participants introduce themselves and their organizations.

3. Module 17 – Learning Objectives
ECM partner opportunities
Services and solution opportunities
Market overview
Solution showcase directory at Microsoft
Slide Objective: The learner will understand the format and purpose of this module.
Talking Points/Notes:
Review the topics that will be covered in this module

4. ECM Partner Opportunity
Business Productivity Infrastructure Optimization Campaign

5. ECM Is The Solution… But Challenges Remain
Implementations are constrained to specialized departments
User adoption is low
IT deployment/maintenance costs are high
Slide Objective: Review of specific customer challenges.
Talking Points/Notes:
In order to address these critical challenges caused by unmanaged content, businesses are increasingly turning to Enterprise Content Management (ECM) solutions to help them get control over this content so they can improve efficiency of business processes, better leverage organizational knowledge, reduce legal risk and manage communications thru multiple channels.
However, significant challenges remain with today’s ECM solutions.
These solutions tend to be implemented in departmental silos and used by a small number of people performing specific line of business functions. The larger group of information workers doesn’t benefit from these solutions.
For the few cases where an organization is able to roll ECM to the entire organization, the user adoption is low because people are usually required to adopt a new way of working and this causes resistance.
ECM solutions tend to be expensive to deploy and maintain which is typically the result of a poorly integrated architecture that increases IT maintenance and training costs.
and with the high costs and adoption issues, these solutions take a long time to show any return on investment
Return on investment takes a long time 5

6. Examples Of ECM In Action
Wiki’s and Blogs to capture and share ideas
Search for knowledge experts
Version control of whitepapers, publications
Workflow and forms to standardize expense reporting, and purchasing
Business scorecards to analyze performance
Cross-firewall workspaces to share information with customers
Mobile access to workspaces and corporate data
Slide Objective: To provide the learner with examples of ECM in action
Talking Points/Notes: Talk to the slide; provide story around or examples
© 2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

7. ECM Opportunities For Partners
Document Management
Taxonomy management
Document assembly
Content viewers
Digital Asset Management
Federated Policy Management
Compliance solutions/Certifications
archiving
Integration services
Migration services
Custom biz solutions
Information architecture
Records Management
Web Content Management
Format conversions
Language translations
Accessibility compliance templates
Slide Objective: Review the opportunities for Microsoft Partners.
Talking Points/Notes:
Document Management
Taxonomy Management
Document Assembly
Content viewers
There is a lot of opportunity in document assembly
Lots of stuff is driven with regulation
For Microsoft, all of these are enabled by the MS platform
For your customer the return on investment story is much better – if you have the CAL licenses, why not use all these things?
Understanding these from a business perspective is important and where you will need to invest in the people that have these skills
Records Management
Federated Policy Management
Compliance solutions/Certifications
archiving
Web Content Management
Format conversions
Language translations
Accessibility compliance templates
Imaging
Image Capture
Vertical Solutions (workflow)
ERP integration (e.g. SAP)
Imaging
Image Capture
Vertical Solutions (workflow)
ERP integration (e.g. SAP) 7 7

8. Enterprise Content Management Document and records management
Business Analysis
Technical Architecture
Configuration and Customization
Deployment
Identification of knowledge assets, content organization and taxonomy, their usage and related policy and compliance requirements. Develop Business Case
Process design for records, policy definitions, content type descriptions
Design workflow, define content types, create metadata specifications, define policy
Microsoft Office SharePoint Server Sites, Document Libraries and Lists, and Windows SharePoint Services 3.0
Microsoft Office SharePoint Server 2007
Windows SharePoint Services 3.0
Microsoft Exchange Server
Windows Workflow Foundation
Microsoft SharePoint Designer 2007
Business Data Catalog
Plan
Design
Implement 8

9. Enterprise Content Management Web content management
Business Analysis
Technical Architecture
Configuration and Customization
Deployment
Business processes for content authoring and publishing
Process design and workflow specification for web content
Workflow design, web hosting and content transfer mechanisms
Microsoft Office SharePoint Server Sites, Document Libraries and Lists
Microsoft Office SharePoint Server 2007
Internet Information Services (IIS)
Windows Workflow Foundation
Website and Security Framework
Plan
Design
Implement 9

10. Enterprise Content Management Forms
Business Analysis
Technical Architecture
Configuration and Customization
Deployment
Transaction sources, impact and flow along with assessment of process automation needs
Data entities, elements and attributes; information flow
Data dictionary, data flow and storage
Microsoft Office InfoPath, Visual Studio Tools for Office
Microsoft Office SharePoint Server 2007
Windows SharePoint Services 3.0
Forms Server
SQL Server 2005
.NET Web Services
Database design, development, and administration
Plan
Design
Implement 10

11. Enterprise Content Management Search
Business Analysis
Technical Architecture
Configuration and Customization
Deployment
Develop business cases for Search
Search scopes, classification and grouping
Scope definition, crawler specifications
Microsoft Office SharePoint Server 2007
Plan
Design
Implement 11

12. Market Momentum = Partner Opportunity
4/17/2017 5:02 AM
Market Momentum = Partner Opportunity
400 million+ Microsoft Office customers
75 million+ licenses for SPS 2003 and 10,000+ customers
440% growth since 2003 launch
Gartner Portal Leaders Quadrant
#1 Portal Vendor Forrester April 2005
Ever-growing number of books, communities, etc
Slide Objective: The learner will understand the market momentum & partner opportunity.
Notes:
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. Where to Find Partner Opportunities
Business Productivity Infrastructure Optimization Campaign 13

14. Office Solution Showcase Directory Enterprise content management solution scenarios
Creating winning sales proposals
21 CFR 11
Collaborative product development
Electronic records management
IT governance
Legal discovery
Sarbanes-Oxley
Treasury and cash management
Objective: The learner will understand OSSD.
Talking Points/Notes:
There is quite a lot of information – VPCs (you can customer)
This is the main place where the Microsoft field goes to find Partners who have specialized experiences (repeatable solution).
As long as you have a framework which you can follow, you should showcase. They look for a vertical focus.
This can give you great exposure and marketing of your solution globally
It is also being tied into competencies – so if you have one, they will assume you can do other things as well.
Iwsolutions.com – place where you can put your experiences 14

15. Participate In The Solution Drive
Customer and Microsoft field facing materials in OSSD
Partner Solutions
BDM and TDM decks
Flash demos
White papers
Case studies
Partner call-to-action
Submit your solution! 15

16. Summary
Enterprise Content Management gives partners opportunities to build solutions and services packages around
Document management
Forms integration (and workflow)
Web content management
Digital asset management
Records management
Enterprise search
Office Solution Showcase Directory
Partner solutions are showcased in the OSSD
Field and customers can access OSSD to find solutions and partners (
08 ECM Scenarios already exist for Office 2007
Slide Objective: To review the key points learned in this module
Talking Points/Notes:
Recap the summaries of key learning points from this module 16 16

17. ECM Resources
The learner will be able to access tools and resources to help them get started with prospecting and qualifying new business
Preparing for Competitive Selling Opportunities – Foundation Level – English
publisher=3&courseid=1456
ECM - A Microsoft White Paper
Microsoft Office system Solutions Directory
The Solution Showcase for Microsoft Office system
Slide Objective: Provide participants with relevant resources to help further their learning
Talking Points/Notes: None (self-explanatory)

18. Slide Objective: Answer any questions regarding material learned in this module
Talking Points/Notes:
Ask participants whether they have any questions before you get started on the next module.

19. © 2006 Microsoft Corporation. All rights reserved
© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.