1. Agenda: BPIO Partner Sales Readiness Workshop
Day 1:
Business Productivity Infrastructure Optimization (BPIO) campaign
We will introduce partners to the concepts of BPIO. They will understand the
Current market and the opportunities in the market.
Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic).
Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion.
Time
Module
Description
8:00 a.m. – 9:00 a.m.
Breakfast and networking
9:00 a.m. – 9:30 a.m.
1 - Introduction
Overview of the workshop providing guidelines and agenda of the program
9:30 a.m. – 10:00 a.m.
2 - Market Overview & Partner Opportunity
Overview of the current market and partner opportunities within the market
10:00 a.m. – 11:00 a.m.
3 - Business Decision-Maker (BDM) campaign
Overview to the BDM campaign
11:00 a.m. – 12:00 p.m.
4 - BPIO Campaign and Maturity Model
Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool
12:00 p.m. – 1:00 p.m. Lunch Break
1:00 p.m. – 2:00 p.m.
2:00 p.m. – 3:30 p.m.
5 - CES Methodology and Co-Engaging with Microsoft
Overview of the CES methodology as well as resources for engaging with Microsoft
3:30 p.m. – 4:30 p.m.
6 - Microsoft Enterprise Search
Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign
Slide Objective: BPIO Campaign and Maturity Model
Target Module Duration: 120 minutes
Talking Points/Notes: This is Module 4 in Day 1 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 4 – Learning Objectives
Infrastructure Optimization Customer Campaigns
Business Productivity Infrastructure Optimization campaign
Business Productivity Infrastructure Analyzer
Microsoft Information Worker Competencies Aligned
Slide Objective: Module Learning Objectives
Talking Points/Notes: Review the topics that will be covered/discussed in this module

4. Infrastructure Optimization Customer Campaigns
Business Productivity Infrastructure Optimization Campaign

5. Microsoft’s Support For Customer-Centric Solution Selling
Business Context
Knowledge
Business Context
Knowledge
Methodology
Alignment
Methodology
Alignment
Customer Engagement Solutions (CES)
BDM Customer Campaigns
Solution
Selling and Delivery
Technology Depth and Integration
Slide Objective: Microsoft’s Support for Solution Selling
Talking Points/Notes:
In this section we will be focusing on Technology Depth and Integration (TDM IO Campaigns).
TDM IO Campaigns: BPIO

6. Marketing To The Enterprise Microsoft customer campaigns FY ’07
People_Ready Business Message
BDM / ITDM
Perception Campaigns
Executive Engagement
Industry Marketing
Business Value: Growth-Driven
Build Customer Connections
Find, Use, Share
Information
Enable Your Mobile Workforce
Improve Compliance
Drive Business Performance
Drive Real World Business Processes
Customer Campaigns
Optimize your Application Platform Infrastructure
ITDM
Slide Objective:
Talking Points/Notes:
Infrastructure
Optimization
Optimize your Business Productivity Infrastructure
Business Value: Cost-Driven
Optimize and Secure your Core Infrastructure 6

7. Infrastructure Optimization
Capability sequencing framework to help customer build optimized infrastructure (not Microsoft-specific)
Drives cost reduction, security and efficiency gains as well as enables agility
Grounded in industry analyst and academic work
Provides guidance and best practices for step-by-step implementation
Slide Objective:
Talking Points/Notes:
None (talk to the slide)

8. Infrastructure Optimization Customer Value
4/19/2017 5:58 AM
Infrastructure Optimization Customer Value
Four stage maturity model describes levels of infrastructure maturity
Model consists of capability descriptions across the continuum
Helps solve the 70/30 problem
Drives lower Total Cost of Ownership for Information Technology Infrastructure
Maps the technology roadmap to the customer’s needs
Uncoordinated, manual
Infrastructure
Knowledge not captured
Managed Information Technology
with limited
automation and knowledge capture
Managed and
consolidated Information Technology
with extensive
Automation, knowledge captured and re-used
Fully automated
management,
dynamic resource
Usage , business
linked SLA’s. Knowledge capture automated and use automated
Cost Center
More Efficient Cost Center
Business Enabler
Strategic Asset
Dramatically Simplify and Automate Deployment and Operations
Slide Objective: The learner will be introduced to the Infrastructure Optimization model
Talking Points/Notes:
4-stage maturity model describes levels of infrastructure maturity (Basic to Dynamic) across the organization
Model consists of:
Capability descriptions across the continuum (technology agnostic)
Includes people, process and technology
Key benefits of model
Helps solve the 70/30 problem (i.e., manage complexity, achieve agility)
Drives lower TCO for IT Infrastructure
Realize the value of the IT investments
Maps the technology roadmap to the customer’s needs
Increases security and lowers risk
Helps drive the Infrastructure as a strategic asset
Core model based on industry analyst efforts, MIT CISR, and Microsoft experience
Highly successful with Enterprise customers over the last year
In pilot with mid-market customers and partners
Model being extended to encompass Business Productivity and Application platform infrastructure
4 stage model talking points
Model being extended to encompass Business Productivity and Application platform infrastructure
IT Budgets
© 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.

9. Business Productivity
Infrastructure Optimization Provides Unified View Common lens for customer, partner, and Microsoft teams
Provides ATU, STU, PTU and Services coordinated execution based on One Plan
App Platform
Provides Customer a way to bridge gap between Business and IT
Business Productivity
Slide Objective: Provide learners with a unified view of Infrastructure Optimization
Talking Points/Notes:
Customers:
Increased Security
Simplified and improved management
Realize Value and Lower Cost of IT infrastructure
Reduce Complexity
Microsoft:
Standardize customers on MS server technology, help them rationalize use
Increased Customer Satisfaction
Better Positioned for Windows Vista/Office 2007 wave of products
Less vulnerable to competition
Field / Partner Sales:
Increased probability of Annuity
Opportunity to sell other infra related products and services
Drives Core and Enterprise CAL
Services selling for process optimization
Core Infrastructure
Allows ATU have the same conversation with Business, IT and Purchasing
Enables Partner ecosystem by establishing IT as a strategic asset
©2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

10. Business Productivity Infrastructure Optimization Campaign

11. New World Of Work Workplace Trends Role of Software
Simplify working together
One world of business
Find info and improve business insight
Always on, always connected
Slide Objective:
Talking Points/Notes:
Discuss current workplace trends and the role software plays.
Transparent organization
Secure and manage content

12. Business Productivity Infrastructure Streamline the way people do business with the 2007 Microsoft Office system
Unified Communications and Collaboration
Business Intelligence
Enterprise Content Management
Business Data Catalog
Website and Security Framework
Extensible UI
Open XML File Formats
Workflow
Search
Slide Objective: Business Productivity Infrastructure with respect to 2007 Office System
Talking Points/Notes:
The 2007 Microsoft Office system is a complete set of desktop and server software that helps streamline the management and control of content, data, and processes across all areas of your business.
Technical Decision Makers & Senior Information Technology Staff
Improve business management
Empower professionals with tools and information
Enable distributed/mobile workforces
Employ extensive integration across capabilities
Secure, Well-Managed Infrastructure 12

13. Business Productivity Infrastructure Streamline the way people do business with the 2007 Microsoft Office system
Familiar user interface to interact with information
Unites structured and unstructured data and process
Single infrastructure for BI, ECM, UCC
Extensible platform for business solutions
Slide Objective: Show how 2007 Microsoft Office system can streamline the ways people do business
Talking Points/Notes:
So what is the role of Microsoft?
We understand that there are many choices when it comes to IT and software. So what should you look for when you are making a choice about technology for your company?
Why Microsoft?
Microsoft Software is FAMILIAR and EASY TO USE. With over 500 million users of our software, Microsoft is the most used and respected software in the world.
Microsoft Software is INNOVATIVE – works with what you have and provides a platform to take advantage of new developments and innovation in the industry.
Microsoft Software is WIDELY USED AND SUPPORTED by millions of partners and developers world-wide. 13 13

14. Unified Communications And Collaboration (UCC) Simplify working together
Unify business communications
Single inbox for all communication types
Voice access to and calendar
Any mode, from anywhere
Empower teams
Offline access to documents, s, and workspaces
Wikis, blogs, and RSS
Project and issue tracking
Connect people, process and information
People search, personalized portals and “My Sites”
Out-of-the-box and extensible workflow
Enable work anywhere
Mobile Office applications, and IM
Thousands of mobile business applications
Slide Objective: Give an overview of how UCC can simplify working together
Talking Points/Notes:
Full fidelity business application – business can extend key business apps such as CRM, SFA, ERP from companies like SAP, Siebel , PSFT, and salesforce.com to mobile workers with version for windows mobile platform. Wide range of industry-specific apps from real estate to Healthcare to manufacturing available from partners to equip mobile workforce with mobile tools.
Offline caching and synchronizing of WSS content to clients – Groove, Outlook and Access.
Project and issue tracking with tasks and alerts
Deliver seamless communications experience
Shared s (Public folder replacement)
Any mode any placen – across devices.

15. Enterprise Content Management (ECM) Secure and manage content
Manage diverse content
One topology for web, document and records management
Content types with metadata, policy and workflow
Search across multiple repositories and LOB systems
Satisfy compliance requirements
Document retention
Access and usage control
Legal discovery and hold
Efficiently manage multiple web sites
User authoring and publishing
Multi-lingual and mobile device support
Reduce paper and manual processes
Electronic forms for data accuracy and validation
One form for client, browser, mobile devices
Slide Objective:
Talking Points/Notes:

16. Business Intelligence (BI) Improve business insight
Integrate disparate business systems
High performance ETL, OLAP, data mining and reporting
LOB data and XML, web service, RSS sources
Enterprise grade and affordable
Easily analyze complex business information
Native Excel support for SQL Server Analysis Services
Rich visualization with Office applications
Ready access to LOB data with Business Data Catalog
Empower decisions at all levels
Comprehensive BI portal with integrated Search
Server-based Excel spreadsheets and calculations
Flexible KPI’s, reports and scorecards
Slide Objective: Overview of how Business Intelligence can improve business insight
Talking Points/Notes:
Shared s (Public folder replacement)

17. Products Enabling Business Productivity Office system roadmap
The real time communication server
Available in 2007
The , calendar and unified messaging server
Q4 2006
The collaboration and content server
Q4 2006
Slide Objective:
Talking Points/Notes:
None. Slide is self-explanatory.
The ultimate collaboration desktop
Q4 2006

18. 4/19/2017 5:58 AM
How Can We Help Customers Build A Business Productivity Infrastructure? Business Productivity Infrastructure Optimization Model (BPIO)
Identify where you want to be
Identify where you are
Content chaos, manual processes, uncoordinated Infrastructure
Standardized content and communication infrastructure, with limited mgmt and provisioning
Fully managed and provisioned business infrastructure
People-ready infrastructure, with predictable IT service levels
Slide Objective: BPIO across the Maturity Model
Talking Points/Notes:
Suggested Flow
Tie-back - Now that we understand what Business productivity infra is and why it is important, lets see how an IT organization go about building it
Explain typical customer maturity path without really bringing in the model yet - We did a lot of research and analyst validation to show that a progression exists in how IT adopts this infrastructure and how businesses realize value from it. The typical customer archetypes as they move along this progression are
Basic: business sees little value from IT, they are dealing with content chaos, lots of manual processes etc technology still being used as it was ten years ago. IT is busy firefighting around security and other basic IT issues
Standardized: here IT has the base infra in control such as , network access etc, which helps them be more efficient. However they are still not adding much value to the business, where siloed applications and duplicate technologies rule roost and shadow IT exists. Some departments more effective than others, cross group working difficult, global teams struggling to work together
Rationalized: this is where IT puts in place a fully managed platform to help simplify how the business works together, to manage and secure content and improve business insight. In this stage IT costs are rationalized from eliminating duplication across technologies, vendors processes etc. this is the optimum stage for a business where IT costs are lowest and business benefits are high
Dynamic: This is a visionary stage, where the business is able work with suppliers, partners and agencies with predictable response and service levels from IT. Here IT investment in technology goes up, but business benefits realized more than justify it
Introduce IO and model - The BPIO model is based on this learning, and provides a roadmap for an IT org to evaluate where they are, where they need to go, and build a plan to get there. Helps IT plan a move beyond from being a cost center to being a true business enabler. The 4 steps of the model – which correspond to the customer archetypes described above - are Basic, Standardized, Rationalized & Dynamic. This extends the concept of a Gartner model that core IO uses, adding perspectives from other analysts in the same structure.
Analyst validation spiel – all the time and feedback from analysts has helped shape this model, as well as have incorporated their feedback specifically around the model eIt tc etc
Including the standard IO pitch – for your information
The Infrastructure Optimization Model from Microsoft has been developed using Industry best practices, Microsoft’s own experiences with its enterprise customers, and is based upon Gartner’s Infrastructure Maturity Model and MIT’s Architecture Maturity Model. A key goal for Microsoft in creating the Infrastructure Optimization Model was to develop a simple way to use a maturity framework that is flexible and can easily be used as the benchmark for technical capability and business value. The first step in using the model is to evaluate what maturity level you are at in the model. Once the current maturity level has been established, the next step is to use the model to develop a plan on how to progress through each maturity level in order to reach the target level needed for maximum business benefit.
Level 1 Basic: The Basic IT infrastructure is characterized by manual, localized processes, minimal central control, non-existent or un-enforced IT policies and standards regarding security, backup, image management and deployment, compliance, and other common IT standards. There is a general lack of knowledge regarding the details of the infrastructure that is currently in place or which tactics will have the greatest impact to improve upon it. Overall health of applications and services is unknown due to a lack of tools and resources. There is no vehicle for sharing accumulated knowledge across IT. Customers with Basic infrastructure find their environments extremely hard to control, have very high desktop and server management costs, are generally very reactive to security threats and have very little positive impact on the ability of the business to benefit from IT. Generally all patches, software deployments, and services are provided high touch and high cost. Customers benefit substantially by moving from this type of Basic Infrastructure to a Standardized Infrastructure helping them to dramatically reduce costs through:developing standards, policies, and controls with an enforcement strategy mitigating security risks by developing a “defense in depth” posture – a layered approach to security at the perimeter, server, desktop and application levels automating many manual and time consuming tasks adopting “best practices” (ITIL, SANS, etc.) aspiring to make IT a strategic asset rather than a burden
Level 2 Standardized
The Standardized infrastructure introduces controls through the use of standards and policies to manage desktops and servers, how machines are introduced to the network, the use of Active Directory to manage resources, security policies, and access control. Customers in a Standardized state have realized the value of basic standards and some policies yet are still quite reoyments and desktop service are provided through medium touch with medium to high cost. However, they have a reasonable inventory of hardware and software and are beginning to manage licenses. Security measures are improved with a locked down perimeter, internal security may still be a risk.
Customers benefit by moving from this Standardized state to a Rationalized state with their infrastructure by gaining substantial control over the infrastructure and having proactive policies and processes that prepare them for the spectrum of circumstances from opportunity to catastrophe. Service Management is a concept and the organization is taking steps to recognize where to implement it. Technology is also beginning to play a much larger role moving toward a Rationalized infrastructure by becoming a business asset and ally rather than a burden.
Level 3 Rationalized
The Rationalized infrastructure is where the costs involved in managing desktops and servers are at their lowest and processes and policies have matured to begin playing a large role in supporting and expanding the business. Security is very pro-active and responding to threats and challenges is rapid and controlled.
The use of Zero touch deployment minimizes cost, time to deploy and technical challenges. The number of images is minimal and the process for managing desktops is very low touch. They have a clear inventory of hardware and software, and only purchase those licenses and computers they need.
Security is extremely pro-active with strict policies and control from desktop to server to firewall to extranet.
Customers benefit on a business level by moving from this Rationalized state to a Dynamic state. The benefits of implementing new or alternative technologies to take on a business challenge or opportunity far outweigh the incremental cost. Service Management is implemented for a few services with the organization taking steps to implement more broadly across IT. Customers contemplating the value of Dynamic state generally are looking for their IT infrastructure to provide business advantage.
Level 4 Dynamic
Customers with a Dynamic infrastructure are fully aware of the strategic value their infrastructure provides in helping them run their business efficiently and staying ahead of competitors. Costs are fully controlled, integration between users and data, desktops and servers, collaboration between users and departments is pervasive and mobile users have nearly on-site levels of service and capabilities regardless of location.
Processes are fully automated, often incorporated into the technology itself allowing IT to be aligned and managed according to the business needs. Additional investments in technology yield specific, rapid, measurable benefits for the business.
The use of self provisioning software and quarantine-like systems for ensuring patch management and compliance with established security policies allows the dynamic organization to automate processes, thus improving reliability, lowering costs and increasing service levels.
Customers benefit from increasing the percentage of their infrastructure that is Dynamic by providing heightened levels of service, competitive and comparative advantage and taking on bigger business challenges. Service Management is implemented for all critical services with service level agreements and operational reviews established
More Efficient Cost Center
Business Enabler
Cost Center
Strategic Asset 18
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

19. Balance IT Costs And Business Value$
Slide Objective:
Talking Points/Notes:
Time
IT Costs (conceptual)
Business Value Returned (conceptual)

20. Infrastructure Optimization Model Value
4/19/2017 5:58 AM
Infrastructure Optimization Model Value
Uncoordinated, manual infrastructure knowledge not captured
Managed Information Technology infrastructure with limited automation and knowledge capture
Managed and consolidated Information Technology infrastructure with extensive automation, knowledge captured and re-used
Fully automated management, dynamic resource usage, business linked SLA’s. Knowledge capture automated and use automated
Dramatically Simplify and Automate Deployment and Operations
Slide Objective: The learner will understand the value of BPIO
Talking Points/Notes:
The Infrastructure Optimization Model from Microsoft has been developed using Industry best practices, Microsoft’s own experiences with its enterprise customers, and is based upon Gartner’s Infrastructure Maturity Model and MIT’s Architecture Maturity Model. A key goal for Microsoft in creating the Infrastructure Optimization Model was to develop a simple way to use a maturity framework that is flexible and can easily be used as the benchmark for technical capability and business value.
The Infrastructure Optimization Model from Microsoft helps customers understand and subsequently improve the current state of their IT infrastructure and what that means in terms of cost, security risk and operational agility. Dramatic cost savings can be realized by moving from an unmanaged environment towards a dynamic environment. Security improves from highly vulnerable in a Basic infrastructure, to dynamically proactive in a more mature infrastructure. IT Infrastructure Management changes from highly manual and reactive to highly automated and proactive. Microsoft and Partners can provide the technologies, processes and procedures to help customers move up through the Infrastructure Optimization Journey. Process moves from fragmented or non-existent to optimized and repeatable. A customer’s ability to use technology to improve their business agility and deliver business value increases as they move from the Basic state up the continuum toward a Dynamic state empowering information workers, managers and supporting new business opportunities.
By working with Microsoft and using this model as a framework, an enterprise can quickly understand the strategic value and business benefits to the organization in moving from a “basic” level of maturity (where the IT infrastructure is generally considered a “cost center”) towards a more “dynamic” use when the business value of the IT infrastructure is clearly understood and the IT infrastructure is viewed as a strategic business asset and business enabler.
More Efficient Cost Center
Business Enabler
Cost Center
Strategic Asset
© 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. 20

21. 4/19/2017 5:58 AM
Choosing Where To Start The right business productivity infrastructure for your business
Identify where you want to be
Identify where you are
Unified Communication and Collaboration
Collaborative Workspaces and Portals
Messaging
Presence
Web Conferencing
Enterprise Content Management
Document and Records Management
Web Content Management
Forms Management
Search
Slide Objective: The learner will understand where to start in the BPIO model with respect to the Office 2007 system capabilities
Talking Points/Notes:
Elevator Pitch Slide
Infrastructure Optimization Model – In Action
The Infrastructure Optimization Model from Microsoft has been developed using Industry best practices, Microsoft’s own experiences with its enterprise customers, and is based upon Gartner’s Infrastructure Maturity Model and MIT’s Architecture Maturity Model. A key goal for Microsoft in creating the Infrastructure Optimization Model was to develop a simple way to use a maturity framework that is flexible and can easily be used as the benchmark for technical capability and business value.
The first step in using the model is to evaluate what maturity level you are at in the model. Once the current maturity level has been established, the next step is to use the model to develop a plan on how to progress through each maturity level in order to reach the target level needed for maximum business benefit.
Level 1 Basic
The Basic IT infrastructure is characterized by manual, localized processes, minimal central control, non-existent or un-enforced IT policies and standards regarding security, backup, image management and deployment, compliance, and other common IT standards. There is a general lack of knowledge regarding the details of the infrastructure that is currently in place or which tactics will have the greatest impact to improve upon it. Overall health of applications and services is unknown due to a lack of tools and resources. There is no vehicle for sharing accumulated knowledge across IT. Customers with Basic infrastructure find their environments extremely hard to control, have very high desktop and server management costs, are generally very reactive to security threats and have very little positive impact on the ability of the business to benefit from IT. Generally all patches, software deployments, and services are provided high touch and high cost.
Customers benefit substantially by moving from this type of Basic Infrastructure to a Standardized Infrastructure helping them to dramatically reduce costs through:
developing standards, policies, and controls with an enforcement strategy
mitigating security risks by developing a “defense in depth” posture – a layered approach to security at the perimeter, server, desktop and application levels
automating many manual and time consuming tasks
adopting “best practices” (ITIL, SANS, etc.)
aspiring to make IT a strategic asset rather than a burden
Level 2 Standardized
The Standardized infrastructure introduces controls through the use of standards and policies to manage desktops and servers, how machines are introduced to the network, the use of Active Directory to manage resources, security policies, and access control. Customers in a Standardized state have realized the value of basic standards and some policies yet are still quite reactive. Generally all patches, software deployments and desktop service are provided through medium touch with medium to high cost. However, they have a reasonable inventory of hardware and software and are beginning to manage licenses. Security measures are improved with a locked down perimeter, internal security may still be a risk.
Customers benefit by moving from this Standardized state to a Rationalized state with their infrastructure by gaining substantial control over the infrastructure and having proactive policies and processes that prepare them for the spectrum of circumstances from opportunity to catastrophe. Service Management is a concept and the organization is taking steps to recognize where to implement it. Technology is also beginning to play a much larger role moving toward a Rationalized infrastructure by becoming a business asset and ally rather than a burden.
Level 3 Rationalized
The Rationalized infrastructure is where the costs involved in managing desktops and servers are at their lowest and processes and policies have matured to begin playing a large role in supporting and expanding the business. Security is very pro-active and responding to threats and challenges is rapid and controlled.
The use of Zero touch deployment minimizes cost, time to deploy and technical challenges. The number of images is minimal and the process for managing desktops is very low touch. They have a clear inventory of hardware and software, and only purchase those licenses and computers they need.
Security is extremely pro-active with strict policies and control from desktop to server to firewall to extranet.
Customers benefit on a business level by moving from this Rationalized state to a Dynamic state. The benefits of implementing new or alternative technologies to take on a business challenge or opportunity far outweigh the incremental cost. Service Management is implemented for a few services with the organization taking steps to implement more broadly across IT. Customers contemplating the value of Dynamic state generally are looking for their IT infrastructure to provide business advantage.
Level 4 Dynamic
Customers with a Dynamic infrastructure are fully aware of the strategic value their infrastructure provides in helping them run their business efficiently and staying ahead of competitors. Costs are fully controlled, integration between users and data, desktops and servers, collaboration between users and departments is pervasive and mobile users have nearly on-site levels of service and capabilities regardless of location.
Processes are fully automated, often incorporated into the technology itself allowing IT to be aligned and managed according to the business needs. Additional investments in technology yield specific, rapid, measurable benefits for the business.
The use of self provisioning software and quarantine-like systems for ensuring patch management and compliance with established security policies allows the dynamic organization to automate processes, thus improving reliability, lowering costs and increasing service levels.
Customers benefit from increasing the percentage of their infrastructure that is Dynamic by providing heightened levels of service, competitive and comparative advantage and taking on bigger business challenges. Service Management is implemented for all critical services with service level agreements and operational reviews established
Business Intelligence
Reporting and Analysis
Performance Management
Data Warehousing
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 21

22. Business Productivity Infrastructure Optimization Model
Messaging
Collaborative Workspaces and Portals
Instant Messaging (IM)/Presence/Voice
Web Conferencing
Unified Communication and Collaboration
Document and Records Management
Web Content Management
Forms Management
Search
Enterprise Content Management
Performance Management
Reporting and Analysis
Data Warehousing
Slide Objective:
Talking Points/Notes:
1 solution influences other categories...
Business Intelligence
© 2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 22

23. Customer-Centric Selling With BPIO Aligning technology capabilities to business priorities
Aligns technology capabilities to validated business priorities
Moves the conversation from point solutions to platform based solution enablement
Drives the deployment conversation
Drives repeat engagement
It creates an understanding of where to invest in solutions and skills development
Aligns Microsoft and Partner thought
Set the context for the BPIO conclusion slide
Perhaps an how we sell today and why it is broken conversation
How BPIO drive customer centric thought

24. Marketing To The Enterprise Microsoft customer campaigns FY ’07
People_Ready Business Message
BDM / ITDM
Perception Campaigns
Executive Engagement
Industry Marketing
Business Value: Growth-Driven
Build Customer Connections
Find, Use, Share
Information
Enable Your Mobile Workforce
Improve Compliance
Drive Business Performance
Drive Real World Business Processes
Customer Campaigns
Optimize your Application Platform Infrastructure
ITDM
Slide Objective:
Talking Points/Notes:
Infrastructure
Optimization
Optimize your Business Productivity Infrastructure
Business Value: Cost-Driven
Optimize and Secure your Core Infrastructure 24

25. Solutions Span Multiple Capabilities And IO Models
Build Customer Connections
Enable Your Mobile Workforce
Find, Use, Share Information
Solution Win
Improve Compliance
Manage Business Performance
Drive Real World Business Processes
Application Platform
Infrastructure
Development
Visual Studio
Expression
BizTalk
SQL
LCS
Exchange
SharePoint
Office
SOA and Business Process
Data Management
Business Intelligence
Business Productivity
Enterprise Content Management
Communications and Collaboration
Core
Security and Networking
Windows Server
Windows Client
Windows Device
Security
Management
Identity and Access Management
Desktop, Device and Server Mgmt
Data Protection and Recovery
People and Processes
Slide Objective:
Talking Points/Notes:

26. Microsoft’s Commitment To This Effort
In-depth models including capability descriptions
Deep product portfolio
Content oriented to model stages
End-to-end sales process and tools
This is how we sell infrastructure going forward
Marketing campaigns fully integrated
Engineering impact already evident
Slide Objective:
Talking Points/Notes:
©2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 26

27. Infrastructure Optimization Timeline
This year
Full sales process adoption
TCO proof for core and UCC
Continue partner integration
Services integration
Analyst validation of new models
Begin external push
Next year
Bigger external push including benchmarking
IT Pro as a change agent
Partnering with Industry team to create Industry models that sit on top of IO models
Slide Objective:
Talking Points/Notes:
©2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 27

28. Agenda: BPIO Partner Sales Readiness Workshop
Day 1:
Business Productivity Infrastructure Optimization (BPIO) campaign
We will introduce partners to the concepts of BPIO. They will understand the
Current market and the opportunities in the market.
Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic).
Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion.
Time
Module
Description
8:00 a.m. – 9:00 a.m.
Breakfast and networking
9:00 a.m. – 9:30 a.m.
1 - Introduction
Overview of the workshop providing guidelines and agenda of the program
9:30 a.m. – 10:00 a.m.
2 - Market Overview & Partner Opportunity
Overview of the current market and partner opportunities within the market
10:00 a.m. – 11:00 a.m.
3 - Business Decision-Maker (BDM) campaign
Overview to the BDM campaign
11:00 a.m. – 12:00 p.m.
4 - BPIO Campaign and Maturity Model
Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool
12:00 p.m. – 1:00 p.m. Lunch Break
1:00 p.m. – 2:00 p.m.
2:00 p.m. – 3:30 p.m.
5 - CES Methodology and Co-Engaging with Microsoft
Overview of the CES methodology as well as resources for engaging with Microsoft
3:30 p.m. – 4:30 p.m.
6 - Microsoft Enterprise Search
Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign
Slide Objective: Introduce the second portion of Module 4
Talking Points/Notes: Now that we are back from lunch, let’s begin the second half of Module 4.

29. People_Ready Business Video
Slide Objective: Show and Discuss the People_Ready Business video
Talking Points: None
Business Productivity Infrastructure Optimization Campaign

30. Business Productivity Infrastructure Analyzer
Business Productivity Infrastructure Optimization Campaign

31. BPI Analyzer Feedback from the Pilot Workshops
“I love the BPI Analyzer and want to use it with our customers this Monday!”
– Partner, Singapore Pilot
“The BPIO model is really good for App Plat partners looking to grow and unify their disparate offerings.”
– Partner, Redmond Pilot
“This (BPI Analyzer) is better than what we use! When can I get it?”
– Microsoft, Madrid Pilot
BPIA helps move the conversation from point solutions to platform solutions enablement
It drives the deployment conversation
It helps partners understand where to invest in solutions and skills development
Helps align technology to business priorities
Day 2 – basics, Day 3 – multiple priority profiles, Day 4 – multiple profiles, platform reccomendations and soltuions sales opps
Work with the field to profile and enagage
“The tool is awesome!”
– Partner, Madrid Pilot

32. BPI Analyzer Demo
Slide Objective: Introduce and show the BPI Analyzer Demo
Talking Points/Notes:
What it is
What it does
What benefits it drives
Speak to the capability of the tool and include a nice screen shot or two
Business Productivity Infrastructure Optimization Campaign

33. MGX 2006
4/19/2017 5:58 AM
4/19/2017 5:58 AM
CIO Top IT And Business Priorities The 3-year plan for technology innovation
Improve collaboration between regional offices: Help 9 local offices develop and share statistical information in a standardized way
Build secure Information portal for Presidents office: Extranet access to search, retrieve, analyze information
Develop an integrated security plan to protect information and avoid confidential information leaks
Slide Objective:
Talking Points/Notes:
Consolidate databases in one central data warehouse 33 33
© 2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

34. Improve Collaboration Between Regional Offices
MGX 2006
4/19/2017 5:58 AM
4/19/2017 5:58 AM
Improve Collaboration Between Regional Offices
Secure Information Portal for Presidents Office
Unified Communication and Collaboration
Workspaces and Portals
Messaging
Presence
Web Conferencing
Enterprise Content Management
Doc and Records Mgmt
Web Content Mgmt
Forms Mgmt
Search
Business Intelligence
Reporting and Analysis
Performance Mgmt
Data Warehousing
Slide Objective:
Talking Points/Notes:
Core Infrastructure 34 34
© 2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

35. MGX 2006
4/19/2017 5:58 AM
Conclusion: BPIO Is Valuable Fosters discovery of short-term revenue while helping develop mid-long term account strategy
Before BPIO
After BPIO
Revenue planning solely driven by fiscal year priorities
Revenue planning driven by growth potential, addressable share of pie
Product/solution-centric planning, with tactical customer engagement
Customer-centric planning, around vision for technology purchase and adoption
Focused on selling to traditional IT concerns
Augments traditional IT sell with business value infrastructure
Slide Objective: Show the learner how BPIO is valuable and beneficial
Talking Points/Notes:
Long term approach with short term benefits
CPE
Better alignment with internal resources, prioritization
Start dialogue with the customer
Define Benefits: Revenue to develop opportunities in order with the customer
Partner and services attach is an afterthought
Better vision and strategy for partner and services attach 35 35
© 2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

36. Summary Business Productivity Infrastructure Optimization Campaign
Empower employees and organization with a secure and well-managed infrastructure
Introduction to Infrastructure Optimization – 4 stage model; Value of Infrastructure Optimization; Choosing where to start; What products fulfill Business Productivity Infrastructure Optimization?
Business Productivity Infrastructure Analyzer
Slide Objective: To review the key points learned in this module
Talking Points/Notes:
Recap the summaries of key learning points from this module

37. Group Discussion Discuss BPIO maturity model and the BPI Analyzer
How could this Campaign and methodology help with TDMs?
What are some of the values that these new campaigns bring to the table?
Have the groups discuss the Maturity Model for their specific category
If time allows, have the groups discuss how their subcategory fits into the BPIO campaign as a whole
Slide Objective: Group Interactivity
Time: 30 minutes
Talking Points/Notes:
The focus of this group discussion is to talk through the value and benefits of the BPIO Campaign.
In this exercise, split the group into 3 smaller groups (10 people).Each group is to discuss one aspect of the BPIO campaign. Assign the groups either UCC, BI, or ECM.
How will these subcategories of the BPIO Campaign help with TDMs?
What are some of the values that these new campaigns bring to the table?
Have the groups discuss the Maturity Model for their specific category
If time allows, have the groups discuss how their subcategory fits into the BPIO campaign as a whole.

38. Call To Action
Identify where your customers are in the Business Productivity Infrastructure Optimization Model
Identify highest impact options and prioritize projects
Quantify individual Best Practices
Build a business plan that maps to the customer’s priorities
Engage with Microsoft to drive joint pipeline management
Execute Partner Solutions Plan with your Partner Account Manager
Enablement
Leverage the July 2006 Infrastructure Optimization Partner Kit
Attend Infrastructure Optimization Training Sessions being held at the regional and local levels
Talk to your Partner Account Manager about the availability of Business Productivity Infrastructure Optimization Sales University
Slide Objective: The learner will understand what Partners need to do.
Talking Points/Notes:
Work with Microsoft to help you get started

39. Resources
Unified Communication and Collaboration Resources
ECM Product Information and Resources
Business Intelligence Information and Resources
Windows SharePoint Services Resources sharepointtechnology/highlights.mspx
Office Partner Resources
Microsoft Office System Beta 2 Partner Guide
Microsoft Partners Program Website
Slide Objective: Provide participants with relevant resources to help further their learning
Talking Points/Notes: None (self-explanatory)

40. 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.