Leverage the Microsoft PlatformFor Sales Success
Bruce RasmussenCarpe Diem Consulting
Which is better?
5 Minutes to Draw the Microsoft Platform
You have 5 minutes “in the elevator”…
What would you draw?
“I hear the words, but I just don’t get it…
Can you draw me a picture? ”
Take Five…
Take Five Minutes to Draw the MS PlatformTake Five…
Comprehensive Security Product Portfolio
DynamicDynamic
• Proactive• Optimizing
Costs and Quality
• Agile• Self
Assessingand ContinuousImprovement
• “Taking The Lead”
• Proactive• Accountable• Increased
Monitoring• Formal
ChangeManagement
• SLA’s• Improvemen
t• Predictabilit
y• “Quality
Driven”Standardised
Standardised
• Reactive • Stable IT• Request
Driven• Change
Management and Planning
• “Keeping ItRunning”
BasicBasic
• Reactive• Ad hoc• Problem-
Driven• “Avoiding
Downtime”
Rationalised
Rationalised
Infrastructure Optimisation ModelStage Characteristics
Infrastructure OptimisationBuilding a People-Ready Business
3 levels of IO
Model-Based Approach
Business IntelligenceBusiness Intelligence
Enterprise Content ManagementEnterprise Content Management
CollaborationCollaboration
Unified CommunicationsUnified Communications
Enterprise SearchEnterprise Search
Business Productivity Infrastructure Optimization Model
DevelopmentDevelopment
SOA and Business ProcessSOA and Business Process
Business IntelligenceBusiness Intelligence
User ExperienceUser Experience
Data ManagementData Management
Data Protection and RecoveryData Protection and Recovery
Desktop, Device, and Server MgmtDesktop, Device, and Server Mgmt
Identity and Access ManagementIdentity and Access Management
Security and NetworkingSecurity and Networking
Core Infrastructure Optimization ModelIT a
nd S
ecu
rity
Pro
cess
IT a
nd S
ecu
rity
Pro
cess
BA
SIC
BA
SIC
ST
AN
DA
RD
IZE
DS
TA
ND
AR
DIZ
ED
RA
TIO
NA
LIZ
ED
RA
TIO
NA
LIZ
ED
DY
NA
MIC
DY
NA
MIC
BA
SIC
BA
SIC
ST
AN
DA
RD
IZE
DS
TA
ND
AR
DIZ
ED
RA
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NA
LIZ
ED
RA
TIO
NA
LIZ
ED
DY
NA
MIC
DY
NA
MIC
BA
SIC
BA
SIC
ST
AN
DA
RD
IZE
DS
TA
ND
AR
DIZ
ED
AD
VA
NC
ED
AD
VA
NC
ED
DY
NA
MIC
DY
NA
MIC
Application Platform Optimization Model
Amplify their effectiveness for greater success
People at all levels drive business success
• Beginning a journey from “point solutions and products” to an “integrated platform” approach
• Realising the value of the Microsoft platform in achieving a people-ready business
What Is RPV?
Realising People Value
• Taking a broad platform perspective
• Fitting within current Microsoft processes and initiatives
• Providing a bridge across key initiatives
• Supporting MS community
An approach to engage with customers
A focus on people and “People Value”
A Bridge between People, Platform, and Products
• For Microsoft Partners• For Microsoft customers
Supported by Training
Why Is RPV Important?
Product
System
Data Collection
traditional approach
Analysis
Synthesis
• Fostering innovation
• Deepening customer relationships
• Driving operational excellence
• Building high-value partnerships
Where Does RPV Fit?
PRB
RPV builds a bridge between:• The vision
• The implementation
Why
What
RPV training was built on key concepts:
RPV
People-Ready Business
Infrastructure Optimisation
How
IO
The Elements of an IT Environment
Key Challenges
(pains, opportunities, vision, goals)
Approach to take full
advantage of technology
People in Various Roles Working Together
CustomersPartners Roles within the organization
People’s Experience (Rich, Reach, or Both)
PC Tablet Web PDA Mobile Voice TV Paper
Technology Services
Management Services
ProcessServices
PeopleServices
Base Services
Framework – White Board Diagram
Premium Data Center ServicesTechnology Services
People’s Experience(PCs —>SmartPhones)
Management Services
ProcessServices
PeopleServices
Base Services
• Communication
• Collaboration
• Content Creation
• Personal Productivity
• Communication
• Collaboration
• Content Creation
• Personal Productivity
• Task Processing
• Workflow
• Reporting
• Task Processing
• Workflow
• Reporting
• Measurement and Response
• Analysis and Adaptation
• Measurement and Response
• Analysis and Adaptation
• Application Services
• Systems Mgt. Services
• Content Services
• Identity Services• Storage
• Networking
• Security and Privacy
People
Cross-Solution Base Services
Cross-Solution Base Services
A Typical Points Solutions Framework
Point Solution Services
Point Solution Services
Point Solution Services
Point Solution Services
Base Services for Point Solution
Base Services for Point Solution
Base Services for Point Solution
Base Services for Point Solution
People’s Experience
People’s Experience
PeoplePeople
People People PeoplePeople Mgt Mgt MgtMgt Process Process ProcessProcess
App
D
ev
Too
ls
App
D
ev
Too
ls
App
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ion
Dev
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lsA
pplic
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ev T
ools
App
licat
ion
Dev
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pplic
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ools
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licat
ion
Dev
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lsA
pplic
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ev T
ools
App
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ev
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App
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App
licat
ion
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pplic
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ools
App
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App
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App
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ev
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App
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integration
inte
grat
ion
integration
inte
grat
ion
inte
grat
ion
inte
grat
ion
Inte
rope
rabi
lity
inte
grat
ion
inte
rope
rabi
lity
integration
integration
inte
grat
ion
inte
grat
ion
interoperability
integration
Santos Point Solution Example
Intranet
Process
Mgt People
SunUNIX
(Shared Base Services)
Financials
Sun UNIX
MgtProcess
People
Oracle
App
Dev
App
Dev
Messaging & Collaboration
Windows
Lotus Notes
App
Dev
App
Dev
ProcessPeople
Geological
Windows
App
Dev
App
Dev
Process
MgtPeople
Intranet
Windows
App
Dev
App
Dev
Process
Mgt People
(12 intranets)
RPV for Initial Customer Discussions
Explore
Learn about the “As Is” IT environment
Clarify high-level pains and goals
Expand
Clarify, verify “As Is” IT environment
Develop implications of pains and goals
Set the stage for “Envision”
EnableEnvision
Develop a vision of the potential
Suggest Unrealized Potential in current capabilities
Microsoft Integrated Platform:A Foundation for Seamless Computing
Towards an Integrated Platform
Point Solutions
Partners Bring Added Value
Microsoft PlatformIntegratedConnected (Interoperable)FlexibleCustomisableSimpleSuperior User Affinity/Intimacy
IT Strategy
Business Architecture/Rules
Business Strategy
OS
Architecture (.Net)
Applications
Standards/Languages
Systems Design
Systems Integration/Management
Mic
roso
ftP
artn
er
Complete Solution Partner Service OfferingDeep Customer InsightCustomisedSolutionHigh-Performance OperationsAccelerated Value DeliveryMinimised Cost And RiskCommitted Results
Partner Integration Technology
Greater Value
Lower Cost
CustomerBenefits
Customer cost savings
Increased focus on strategy/process development and alignment
Ability to simplify and reduce cost of design, integration and management
Superior value in software at lower cost
Business/IT Strategy &
Process Consulting
Systems Design,
Integration & Management
Platform
Business/IT Strategy &
Process Consulting
Systems Design,
Integration & Management
Microsoft Platform
Microsoft Platform
Alternative Offerings
Customer Value: Lower Cost, Greater Value
RPV training – consulting offer
•RPV courses– Syd – Sep/Oct, Feb/Mar, May– Mel – Nov, Mar– Bri – Feb– Per – Nov– Ade – on request
•40days of readiness training ($12k)– Public schedule– Customised readiness– Competency certification– Customer focused workshops
•1 day sales/marketing/business value consulting– Sign up during APC