Microsoft Windows Small Business Server 2003 R2 Sales Cycle

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Microsoft Windows Small Business Server 2003 R2
Sales Cycle
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Learning Objectives

• After viewing this presentation, you will be able
  to
• Identify potential prospects for Microsoft
  Windows Small Business Server 2003 R2 (SBS 2003
  R2).
• Qualify the prospects and recommend the correct
  edition of SBS 2003 R2.
• Tell prospects about the features and benefits
  of SBS 2003 R2.
• Handle prospects' objections.

The Sales Cycle
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The Sales Cycle
Follow these steps to help improve your sales of
Microsoft Windows Small Business Server 2003 R2
(SBS 2003 R2).

• Identify Sales Opportunities
• Qualify the Prospect
• Reinforce Needs
• Handle Objections

The Sales Cycle
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Step 1Identify Sales Opportunities
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Step 1Identify Sales Opportunities
Listen for clues to identify a prospect with a
peer-to-peer network who could benefit from
purchasing a first server with SBS 2003 R2.

• Listen for clue words
• Security
• Networking
• File sharing
• Data backup
• Internal company website
• Mobility

• Listen for need statements
• "I need to connect two PCs."
• "I need to back up my information."
• "I need to share information with employees."
• "I need to access information when Im away
  from the office."
• "I need to communicate professionally and
  effectively with prospects.

• Listen for descriptions of current hardware
• "I have three PCs but no server."
• "I'm currently running SBS 2000."
• "I'm currently running a single server with
  Windows NT4."
• "I need to upgrade my single server."

The Sales Cycle
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Step 2 Qualify the Prospect
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Step 2Qualify the Prospect
Talk to your prospects about specifics and ask
targeted questions to better understand their
needs, so you can successfully recommend either
the SBS 2003 R2 Standard or Premium
Edition. Example questions "Is your business
growing?" "How many PCs does your company
have?" "Are your PCs networked or
connected?" "How do you protect your PCs from
hackers?" "Do you share resources with your
employees or coworkers?" "How do you back up your
data?" "Can your employees share and manage
files?" "Does your company have its own e-mail
address?" "Can you and your employees access
information while away from the office?"
The Sales Cycle
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Step 2Qualify the Prospect

• Recommend the right SBS 2003 Edition.
• Recommend the SBS 2003 R2 Standard Edition if
  your prospects need
• File sharing and centralization
• Data backup and restore capabilities
• Resource sharing (printers, applications,
  Internet access)
• Remote access/mobility
• E-mail/messaging solution
• Recommend the SBS 2003 R2 Premium Edition if your
  prospects need any or all of the
• features of the Standard Edition, plus
• Internal Internet monitoring and management tools
• A powerful database to run line-of-business
  applications
• Website-publishing software

The Sales Cycle
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Step 2Qualify the Prospect

• In most cases, SBS 2003 R2 is the right server
  product for small businesses. But please note
  these parameters
• SBS 2003 R2 Parameters
• SBS 2003 R2 must be the root domain controller
  on the network. Additional servers can be added
  later.
• SBS 2003 R2 does not support subdomains. SBS
  2003 R2 does support remote offices that are part
  of the same SBS 2003 R2 domain.
• SBS 2003 R2 only supports up to 75 users or
  devices. However, customers can purchase the SBS
  2003 R2 Transition Pack to protect their
  investment and transition to full line of Windows
  Server products.
• If the prospect does not meet one or more of the
  parameters above, recommend the appropriate
  Windows Server products
• Need Additional application serversRecommend
  Windows Server 2003 Standard Edition
• Need Terminal Services Application Server
• Recommend Windows Server 2003 R2 Standard
  Edition (can coexist in SBS environment)
• Need For clustering or servers with more than 4
  GB of memory
• Recommend Windows Server 2003 Enterprise Edition

The Sales Cycle
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Step 3Reinforce Needs
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Step 3 Reinforce Needs
Once you've heard your prospects' needs
statements, translate them to SBS 2003 R2
features.

• "I need to protect my network/business
  information."
• "With SBS 2003 R2, you can
• Count on a built-in firewall.
• Restrict users' access to the Internet.
• Keep PCs and software up and running with
  automatic updates."
• "I need to communicate with customers."
• "With SBS 2003 R2, you can
• Host your own e-mail (margie_at_margiestravel.com).
• Share calendars and easily schedule meetings.
• Access your business's data and information from
  wherever you are.
• Send one-to-many e-mail messages and faxes to
  customers quickly and easily."

• "I need to back up my companys information."
• "With SBS 2003R2, you can
• Automatically schedule backups of your business
  information.
• Easily retrieve accidentally deleted files and
  previous file versions.
• "I need to reduce costs."
• "With SBS 2003 R2, you'll save money because you
  can
• Share equipment, such as printers, fax machines,
  and modems.
• Avoid traffic while working from home
• Share resources, such as Internet access and
  business applications.
• Fax with fewer phone lines and send faxes
  directly from PCs."

Premium Edition only
The Sales Cycle
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Step 3Reinforce Needs

• "I need to share files with my employees."
• "With SBS 2003 R2, your employees can
• Find and share information from one centralized
  location, so they don't have to depend on
  coworkers to send documents or reports.
• Use an internal website to find and share
  documents, collaborate on projects, and view
  group calendars and shared lists.
• Manage version control so they don't waste time
  looking for files or duplicating work."
• "I need to access information when I am out of
  the office."
• "With SBS 2003 R2, you can
• Use Remote Web Workplace to access desktops at
  work, e-mail messages, contacts, calendars,
  network files, business applications, and
  internal websites from any PC with Internet
  access.
• Use Outlook Web Access to access e-mail
  messages, calendar, contacts, tasks, and public
  folders from any Internet browser.
• Use Windows Mobile-based devices to access
  e-mail, contacts, and calendars from virtually
  anywhere, anytime."
• "My employees need to fax important documents
  from their desktops."
• "With SBS 2003 R2, they can
• Send or receive faxes right from their desktops."

The Sales Cycle
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Step 4Handle Objections
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Step 4Handle Objections

• Objection "Can't I just add another PC to act as
  a server for my network?
• Response "You could do that, but you'd be
  missing out on a lot of benefits provided by SBS
  2003 R2, including security and protection for
  your most critical business information. You can
  easily share files and manage information from
  one central location. You'd also save money
  because people could share equipment, like
  printers. And, you can still work while you're
  away from the office, because you can access
  information and resources on your network with
  any Windows Mobile-based device or PC with
  Internet access."
• Objection "Do I need the Premium Edition? It
  seems more expensive than the Standard Edition.
• Response "It really depends on your needs. SBS
  2003 R2 Premium Edition includes all the features
  of the Standard Edition, but adds a powerful
  database to run applications, more tools to build
  rich websites, and enhanced security with a
  multi-layer firewall and tools to manage and
  monitor Internet access within your organization.
  Both editions provide great solutions."

The Sales Cycle
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Step 4Handle Objections
Objection "I'm happy with SBS 2003/2000/NT4." Re
sponse "SBS 2003 is a great product, but SBS
2003 R2 offers additional advantages. It's easier
to manage and offers new features including the
green check of software health indicating your
Microsoft software is up-to-date or the daily
report details actions necessary for attaining
green check status. And it alerts you (or your
IT consultant) of missing updates, so you can
prevent technology issues before they occur, and
helps improve e-mail productivity with increased
mailbox limits from 16 GB to 75 GB. Response
"SBS 2000 is a great product, but SBS 2003 R2
does offer some advantages. It's easier to manage
and offers new features that allow you to
retrieve accidentally deleted files,
automatically back up business information,
access information while you're away from the
office, and use an internal company website where
you can file and share information in one central
location." Response "Windows NT is a good
product, but by upgrading you'll immediately
experience great benefits, such as improved
reliability, availability, and scalability (in
addition to the benefits mentioned above). And,
Microsoft ended support for Windows NT4 on
December 31, 2004. The easiest way to upgrade
from an earlier version of SBS would be if you
had Software Assurance. For all other situations,
we have a version upgrade at a relatively low
price available for you.
The Sales Cycle
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Additional Resources
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Additional Resources
General Product Information www.microsoft.com/wind
owsserver2003/sbs/default.mspx Community
Resources http//www.microsoft.com/windowsserver20
03/sbs/community/default.mspx Downloads and
Product Updates http//www.microsoft.com/windowsse
rver2003/sbs/downloads/default.mspx
FAQ www.microsoft.com/windowsserver2003/sbs/tech
info/overview/generalfaq.mspx Support http//www
.microsoft.com/windowsserver2003/sbs/support/defau
lt.mspx Technical Information www.microsoft.com/w
indowsserver2003/sbs/techinfo/productdoc/alpha.msp
x SBS Team Blog http//blogs.technet.com/sbs
The Sales Cycle