How to Sell How to Buy Campaign

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How to Sell How to Buy

Campaign objectives • Primary objective – To train registered base to sell open agreements (targeting the ones that only sold open once or never before) • Secondary objective – To target our breadth customers with an open message (how to buy) – peace of mind if you are on an open agreement • R 700 k investment in creating opportunities for our partners. 2

18 Training sessions targeting 900 registered partners • 10 sessions in JHB – starting 21 Sep • 4 in Cape Town – starting 20 Sep • 4 in Durban – starting 22 Sep 3

Agenda • Microsoft Solution Sales Program – Intro to MSSP – Do We know our customers? – Are we selling, pushing or consulting? • Office 2007 video • Open value selling annuity – Open broken down – When to sell what? • Cap. Ex vs Op. Ex • OLP vs OVS • Cost per desktop vs value per desktop – The cost of IT – TCO • SA benefits overview 5

Resources Microsoft Solution Sales Program: broad overview • • Intro to MSSP – Sales Activity Do we know your products? Do we know your customers? Are we selling, pushing or consulting? • Other Resources • • Order Processing Office System Sales-Tool Quick Reference Cards-OVS Quick Reference Cards-SA Open Fact-Sheet GOLP VL Comparison Chart 6

Office 2007 & Mobility video The next Silver-Bullet The other Silver-Bullet 7

Open value selling annuity • Open broken down – FPP – OEM/DSP – Open • OLP LSA • OVS – Select/EA • When to sell what? – Cap. Ex vs Op. Ex • What is the difference? – OLP vs OV vs DSP vs OVS 8

Percentage Differences 100% 37% 61% 71% Program OLP-L OVS DSP Installed Office SB Ed 2003 Win 32 English OLP NL 3, 435. 47 1, 278. 23 2, 100. 00 2, 450. 00 Office Pro 2003 Win 32 English OLP NL 3, 819. 29 1, 420. 39 2, 600. 00 3, 100. 00 100% 37% 68% 81% 9

Percentage Differences 3 Year Replacement Cycle OLP - L OVS UTD DSP Installed Beginning Y 1 3, 819. 29 1, 420. 39 710. 19 3, 100. 00 End Y 1 Beginning Y 2 1, 420. 39 End Y 2 Beginning Y 3 1, 420. 39 End Y 3 Beginning Y 4 3, 819. 29 1, 420. 39 3, 100. 00 End Y 4 Totals % Difference 7, 638. 59 200% 5, 681. 5 5 149% 10 4, 971. 3 6 130% 00 162%

Percentage Differences 4 Year Replacement Cycle OLP - L OVS UTD DSP Installed Beginning Y 1 3, 819. 29 1, 420. 39 710. 19 3, 100. 00 End Y 1 Beginning Y 2 1, 420. 39 End Y 2 Beginning Y 3 1, 420. 39 End Y 3 1, 420. 39 Beginning Y 4 End Y 4 Beginning Y 5 3, 819. 29 1, 420. 39 3, 100. 00 End Y 5 Totals % Difference 7, 638. 59 7, 101. 94 6, 391. 75 200% 186% 167% 11 0. 00 162%

Cost per desktop vs value per desktop • The cost of IT & TCO Low high DT SW 110 DT HW 200 350 S SW 100 150 S HW 110 180 Network/Lan 80 120 Wan/Int 100 160 Internal IT 350 650 2 nd Tier 60 100 3 rd Tier 60 100 Projects 50 Printers 50 other 100 1, 370 2, 120 ERP 800 CRM 300 3 rd Party aps 300 12 1400

Software Assurance Benefits - Summary SA slides 13

Q&A • Prizes & Evaluation Forms • Promotions • Disti Contacts 14

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