Microsoft® Windows® Little Business Server 2003 R2 and HP ProLiant Servers: SMB Showcasing Direction and Accomplice Best.

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Microsoft® Windows® Little Business Server 2003 R2 and HP ProLiant Servers: SMB Promoting Direction and Accomplice Best Practices Moderator Name 12 pt. Arial Moderator Title, Hewlett Packard Moderator Name Moderator Title, Microsoft 40% 35% 30% 25% Percent 20% 15% 10%
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Microsoftâ® Windowsâ® Small Business Server 2003 R2 and HP ProLiant Servers: SMB Marketing Guidance & Partner Best Practices Presenter Name 12 pt. Arial Presenter Title, Hewlett Packard Presenter Name Presenter Title, Microsoft

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40% 35% 30% 25% Percent 20% 15% 10% % of SBs with 2 or more PCs 5% % of all SBs 0% 2005 2006 2007 2008 2009 Capitalize on a Fast-Growing Market According to IDC*, from 2005 to 2009, more than 1 million server establishments are normal worldwide in organizations with less than 100 representatives. “The market opportunity is unmatched by some other portion and speaks to more than sufficient open door for accomplices who have the right blend of answers for fulfill the needs of their customers.”* U.S. Organizations with Fewer than 100 Employees and with Server-Based LANs, 2005-2009* Tap the quickly developing market and open the way to full-scale arrangement offering in the SMB space. *IDC report ‘Paths to Opportunity with Microsoft Windows Small Business Server 2003’

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To Tap the SMB Market, Start with a Plan Like any business attempt, effective promoting starts with an unmistakable arrangement The showcasing arrangement ought to be in composing and point of interest you\'re: Objective/s Audience (Target Market/s) Strategy Tactics Execution Model Measurement of Results

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Step 1: Define Your Objective What business objective will you accomplish ? Build up clear income and deals objectives, consider: Number of new customers you plan to achieve Number of existing customers you plan to develop business with X deals, accomplished over Y time period X income, accomplished over Y time period What is your essential message? Add to a brief message to go with your target Primary message ought to explain: What you offer (your one of a kind quality suggestion) Why prospects ought to mind (what issue/s it understands) What you need prospects to do (invitation to take action) Target your message to high-esteem prospects Target the agony or issue, not the innovation or items

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Step 2: Target Your Market Who is your objective business sector? Investigate your association\'s remarkable qualities Identify the business sector fragment that matches these qualities, consider: Business size IT needs and spend Geography Technology patterns: e.g. from 2005 to 2009, more than 1 million server establishments in organizations with less than 100 employees.* Matching your skill and involvement with particular verticals “[Target marketing] assists firms with improving the productivity of their advertising consumptions, expand their chances for infiltration of their chose prospects, and, most vital, draw in with those customers who, in light of their extraordinary fit with our plan of action and abilities, are well on the way to be faithful and beneficial customers for quite a long time to come.” Rick Freedman, Columnist

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Step 3: Build a Strategy How will you achieve your objective business sector – what techniques will you use? Pick your promoting techniques: Direct showcasing : Reach a focused on business sector by means of: Direct mailers (letters or postcard mailings) E-sends E-pamphlets Telemarketing Online showcasing : Web website, seek improvement Third-gathering advertising : Partner with another business with noteworthy venture into your objective business sector fragment Broad showcasing : Reach a wide crowd by means of on the web, radio, TV or print publicizing ( most appropriate for substantial showcasing spending plans)

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Step 3: Build a Strategy (Continued) Choose your showcasing approachs (proceeded with): Events, exchange appears, courses : Present or go to occasions that pull in your intended interest group Public relations : Raise familiarity with your administrations by sending press discharges to your nearby business diaries about: New records won Awards New workers Customer Testimonials : Demonstrate your victories with contextual investigations, quotes and suggestions from existing customers Select methods in light of: Your comprehension of your intended interest group Your own experience Peer proposals and discoveries Microsoft and HP best practices for SMB showcasing

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Step 4: Outline Marketing Tactics may include: Developing target records For instance, to discover records, research: : Microsoft’s Marketing Services for Partners Consider government records (neighborhood Chamber of Commerce) Research target markets from D&B Creating exceptional offers Developing or arranging deals devices

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How will you execute on your arrangement ? Determine your: Budget : How much do you have to accomplish you\'re objective? Course of events : Include begin and end dates in addition to key turning points Staff assignments : Outline clear needs and parts Vendor prerequisites : Determine what administrations you’ll need: Printers? Telemarketers? Request proposals from companions and go neighborhood Find and influence merchant/conveyance programs and adjust Without exhaustive execution, an arrangement remains an arrangement Follow up is similarly discriminating: Prepare to catch up with your staff, sellers and prospects over and over Step 5: Execute

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How will you quantify your ROI? Create target measurements ahead of time and track progress against them, consider: Number of prospects touched (how often?) Number of general leads Number of qualified leads Number of innovation appraisals booked Number of proposition conveyed Number of offers shut Consider adding to a database to track: Source of leads Lead progress (# of touches, gatherings planned, subsequent directed) Step 6: Measure Results

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Partner Marketing Best Practices

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Best Marketing Practice #1: Join Microsoft and HP Partner Programs and Peer Groups Work with accomplices to: Sell administrations Share best practices Build nearby companion systems Microsoft Partner Program: Community: HP Partner Program: Peer Groups:

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Best Marketing Practice #2: Learn from Successful SBS Partners Learn best practices and plans of action from accomplices who effectively assembled their counseling practices with the IDC “Paths to Opportunity with Microsoft Windows Small Business Server 2003” white paper arrangement ( ): Introduction to the IDC Guides Delivering Server Solutions with SBS 2003 Delivering Maintenance and Managed Services with SBS 2003 Customizing Windows SharePoint Services in SBS 2003 Delivering Mobility and Remote Access Solutions with SBS 2003 and Windows Mobile-based gadgets Delivering Microsoft Dynamics CRM 3.0 with SBS 2003 Upselling Microsoft Dynamics GP

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Best Marketing Practice #3: Touch Prospects and Existing Clients Regularly No deal happens from one contact alone Contact prospects and existing clients consistently: Educates them on most recent advancements Increases attention to your administrations Always incorporate a suggestion to take action; guarantee it: Clearly characterizes you\'re offer and what you need clients to do Is simple for clients to comprehend and follow up on Test numerous vehicles: E-bulletins Postcard mailings Follow-up calls Be inventive " Nothing can happen until the deal happens. We need to manufacture a business association to succeed." - Microsoft Partner

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Best Marketing Practice #3: Touch Prospects and Existing Clients Regularly – Partner Success Story Northwest Communications, a Microsoft Partner, assembled a crusade focusing on groups without rapid Internet get to First battle included post office based mail : Cost $250 and brought about 19 new clients – crusade keeps on targetting new groups Partner then created amigo referral project : Each time a client referral prompts an establishment, the client gets 1 month of free administration – “A incredible referral program!” Partner as of late dispatched a 16-month advertising battle to offer administrations/stage to 20 new customers; crusade incorporates: One-month free trial offer Offered by means of: Newspaper commercial, standard mail, subsequent deals calls, standard mail and “ Lunch & Learn ” occasions

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Best Marketing Practice #4: Leverage Microsoft Go-to-Market Tools SBS 2003 R2 “First Server, Right Server” crusade: Customizable promoting materials (messages, letters, flags) Customer-prepared deals and showcasing materials Sales and promoting direction and apparatuses Lead improvement assets Industry and aggressive examination SBS 2003 R2 client prepared materials: Customer examples of overcoming adversity Customer-prepared materials (“networking basics” and “are you prepared for a server?” guides, SBS 2003 R2 Transition Pack datasheet, client handouts, and that\'s just the beginning)

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Best Marketing Practice #5: Strive for Long-Term Customer Relationships Conduct innovation evaluations, utilizing the Microsoft Small Business Technology Assessment Toolkit Schedule general visits and innovation registration Offer preparing Host quarterly workshops Distribute month to month e-pamphlets and messages Develop a framework to track your client connection and movement, for example, Microsoft Dynamics CRM Keep your business and administrations top-of-psyche with clients.

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Best Marketing Practice #5 (proceeded with): Strive for Long-Term Customer Relationships – Partner Success Story ADNET, a Microsoft Partner in Conn., dispatched a yearly preparing occasion for customers and prospects that: Gave customers and prospects hands-on comprehension of how innovation takes care of regular business issues Provided instructive and systems administration experience Included eight workshops, drove by ADNET officials and Microsoft visitor speakers Cemented connections Planning started eight weeks ahead of time Event advertising included advancement

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