2. Sharepoint Best Practices Tips and Tricks Rita Alexandrou Steve Iatropoulos Greg Jones Karl Redenbach - nSynergy Greg Harrison - OBS

3. Agenda SharePoint Momentum New & Emerging Practices – Best practices Established Practices – Moving forward Tools from Microsoft to Help Your Business Grow

4. SharePoint Momentum Fastest growing server business with 100m+ Licenses, $1B Revenue Microsoft research based on IDC data

5. Partner Services Opportunity Is Growing Enterprises will spend >$600M on IW partner services in FY 2009… …local software market EPM Desktop Deployment Business Intelligence SharePoint UC Unified Communications

6. SharePoint Deal Sizes Business Intelligence Collaboration Portal Search Business Process Content Management Collaboration Basic Portal Deal Size: $30k - $350K Margins: 30%

7. Emerging Practices

8. Emerging practices Choose an entry point to market and get skilled – Collaboration is a natural starting point Leverage partner training program Competency Build around lead – promote to practice lead Get education & training Get engaged Work your PAM in order to: Align with a Partner Technology Specialist Align with our Account Teams Align with Marketing Get marketing & sales MARKETING Lead generation events – make them compelling Buzz: blog, newsletter Case studies – build it into the sales process SALES Hunters then gatherers Allocate time for technical pre-sales

9. Karl Redenbach

10. SharePoint Implementation and Product Specialists Microsoft Gold Certified Partner Offices in Melbourne, Sydney, Brisbane, Shanghai, London and New York Microsoft Global Export Potential Award Winner Nsynergy introduction

11. Get educated Two distinct skills required: IT and Business Develop core skills Create internal training programs Understand the market CollaborationPortalSearch Content Management Business Forms Business Intelligence

12. Work closely with Microsoft Partner Account Manager Engage the Microsoft Product Technology Specialists for expert technical advice Liaise with Microsoft Account Managers to help close deals Get connected

13. Invest in marketing and sales Run regular events (eg. Seminars and labs) Structure a business development and sales team Sell to the business Get leads

14. Do not over complicate or over engineer Re-use intellectual property Make case studies Promote your wins Get flagship wins

17. Established Practices

18. ESTABLISHED PRACTICES Start specialising skills: Project Management Creative Design Data Architect SharePoint Architect Business Analysts Go around the MOSS wheel – this is the key value proposition from us to you Connect with more of the business - MOSS is infectious Grow skills Grow repeatable solutions Avoid one-off engagements Write contracts to keep IP Lower CoGS (labour and acquisition costs) through Quickstarts, repeatable solutions Give sales something to sell Use tools to automate as much as possible (KiVati, Metalogix, Echo2 and more) Grow marketing & sales Account alignment with MS Account Managers – call out your key accounts in your Partner Solution Plan (PSP) Align to marketing campaigns Investigate partnering with ISVs that have developed solutions on SharePoint

19. ECM Collaboration Search UC BI Build a Strategic Investment Roadmap BasicStandardizedRationalized Dynamic Integrated, software- powered business communications Real-time, strategy- driven closed loop analysis Unified information access infrastructure Federated document and records management with integrated search Federated collaboration outside firewall Basic e-mail & traditional phone Data silos & manual analysis Simple keyword search of Web & documents Content on files shares & poor discoverability File-share-based collaboration & ad-hoc teaming

20. Solution Development Lifecycle TIME INVESTMENT MARGIN TRANSFORMATION StartFinishMilestoneRTCMilestone COMPETITIVE VALUE SEGMENT VALUE MARKET VALUE INCREMENTAL VALUE Solution Baseline Client Industry Core Client

21. Greg Harrison General Manager, OBS So you want to build a consulting practice...

23. IT Control User Empowerment

26. 1.Are you trying to solve business problems or IT problems 2.Build a VP that customers see as real 3.How do I keep my most talented people 4.Internal efficiency is a key differentiator 5.Do you like being scared??? Questions you need to answer

27. Development Lifecycle TIME MARGIN TR A NSFORMATION StartFinishMilestoneRTCMilestone COMPETITIVE VALUE SEGMENT VALUE MARKET VALUE INCREMENTAL VALUE Solution Baseline Client Industry Core Client INVESTMENT

28. Map To Action And Related Resources https://partner.microsoft.com/iw

29. Map To Action And Related Resources https://partner.microsoft.com/global/progra m/competencies/iwsolutions

30. Map To Action And Related Resources https://partner.microsoft.com/global/prog ram/competencies/iwsolutions https://www.iwaccelerator.com/

31. Map To Action And Related Resources https://partner.microsoft.com/global/prog ram/competencies/iwsolutions https://www.iwaccelerator.com/ http://www.msbpio.com

32. Map To Action And Related Resources http://sharepoint.microsoft.com/gearup http://www.microsoft.com/technet Solution accelerators Extranet Configuration Upgrade for WSS & Templates Cross-site Configuration Capacity Planning Monitoring Toolkit

33. Map To Action And Related Resources 10-Day POC 15-Day Knowledge Transfer 1-Day Roadmap 3-Day Strategic Plan 5-Day Deploy Docs http://www.microsoftsdps.com http://www.microsoftsdps.com

35. Call to Action Go to http://www.partnersalesresources.comhttp://www.partnersalesresources.com Leverage your PAM to co-ordinate the opportunity Raise your profile