Selling Intranets &
Portals Solution to
Medium Businesses
Ross Dembecki
Lead Product Manager
IT Infrastructure Marketing
Microsoft Australia
Proudly sponsored by
Agenda
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Overview
Deployment Scenarios
Case Studies
Best Practices
Tools and Resources
Additional Resources
Summary
Microsoft’s Information Worker Platform
Office XP
Client
Document creation and collaboration
Email, scheduling, Save to the Web
Windows XP
Internet Explorer, Windows Explorer, Windows Messenger
SharePoint Team
Services (STS)
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Server
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Ad hoc team
work spaces
Browser-based
editing
Doc storage and
collaboration
SharePoint Portal
Server (SPS)
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Enterprise portals
Search across
enterprise sources
Personalization
LOB integration
“Real-Time
Technologies”
Exchange Server
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Communication
services
PIM
Person to person
workflow solutions
Portal, Teamspace
and LOB integration
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Instant Messaging
Presence
Online Meetings
Application Sharing
Video
Voice
Windows Server
Active Directory, Authentication, IIS, Windows Media
VS.NET
Connected Collaboration Services
SharePoint Portal Server
Key Value Messages
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Flexible portal solution that lets
you find, share and publish
information easily
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Easiest and most effective way to build
and customize intranet portals
Simplest access to business information
Integrated document management
unleashes portal productivity
Deployment Scenarios
Workgroup Server
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Deployment Goals
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Workgroup document management services
Team workspaces
Less than 200 users, 10,000 documents, 100,000
indexed documents
Document
Database
Deployment Scenarios
Enterprise portal
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Search Portal Deployment Goals
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Fast Search Engine
Accurate Results
Browse Search Results
10,000 web users
2,000,000 indexed documents
10 authors and coordinators
Deployment Scenarios
Enterprise Portal
SharePoint
Portal
Server
Dedicated
Index
Server
Enterprise
Portal
File
Server
Web
Server
Dedicated
Index
Server
Index
Propagation
Deployment Scenarios
Hosted Business Unit Portal
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Deployment Goals
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Share information with co-workers
Search for specific, technical information
Complete and submit trip reports,
competitive analyses, etc.
4 workspaces, each with
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500 users (all authors and coordinators)
10,000 documents stored
10,000 documents indexed
Deployment Scenarios
Case Studies
Case Studies
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jetBlue Airways
Banco Nacional de Costa Rica
Compaq Global Services
Convergent Computing
Tracy Unified School District
Microsoft Corporation
Case Study
Business
challenges
Organization
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Designs and
manufactures
water filtration
products, food
service equipment
and air and gas
switches
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Inability to manage
multi-format product
data
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Time-to-market for
products too long
Results
A seamless, no-training solution
Productivity
up
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Design productivity
increased
Component of solution:
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SharePoint Portal Server 2001
Insight Solid Edge 3D design system
Efficiency
up
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Seamless
integration with
Insight Solid
Edge design
system
Customer Feedback
“After resolving some legacy equipment
issues, we implemented SharePoint
Server in two hours one weekend…”
Donald Springer
Information Systems Manager
A.J. Antunes and Co.
Best Practices
Microsoft Solution Selling
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Keys to a successful engagement
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Interest generation
Identifying the “pain chain”
Strong relationship with Power Sponsor
Executive sponsorship
Solution vision
Solid Evaluation Plan
Leverage
Solution
Selling!
Focus On Quick Success
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Utilize enterprise search to aggregate
relevant information
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Easily index and search existing web and
file share content
Instantly index and search existing
Exchange Public Folders and Lotus Notes
databases
Index SharePoint Team Services sites
Natively integrated into Office
applications
Leverage subscription and notification
Focus On Quick Success
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Target relevant business applications
and information
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Focus on important, yet simple content
Pertinent information should drive usage
Consider all areas of business
Optional “non-business” information can
help drive usage
Focus On Quick Success
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Emphasize team collaboration
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Discussion threads
Integrated document management
Check-in, check-out functionality
Version control
Important to drive internal awareness
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Define a process to incorporate
regular feedback
Best Practices For Deployment
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Consider the appropriate role for
SharePoint Portal Server
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Corporate portal, divisional portal,
team site
Define the security
Plan for content sources
Design a corporate or divisional
taxonomy
Leverage subscriptions
Establish an iterative approach
Tools And Resources
Calculating ROI
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Case Studies
 ARC Advisory Group (179%)
 Aanza Product Lifecycle Automation (436%)
 Anderson Power Products (267%)
 Children’s Hospital Boston (409%)
 US Law Firm (161%)
 Rare Medium Consulting & Investment (187%)
Free ROI calculator spreadsheet
Whitepaper - “The Value of Microsoft SharePoint
Portal Server”
Nucleus Research – http://www.nucleusresearch.com
Extend The Solution
SharePoint
Portal
Server
SharePoint
Team
Services
Windows
Media
Microsoft Solution for Intranets
Microsoft Solution
For Intranets
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Complete Intranet portal solution
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Integration of products and technologies
for specific business problem
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Corporate, divisional portals and
Ad hoc team sites
Broadcast components
Production quality solution sites
Integrated testing and documentation
Complete, pre-packaged services
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Prescriptive guidance
Solution-level support
MS Solution for
Intranets
Extend The Solution
Exchange
Server
SharePoint
Portal
Server
SharePoint
Team
Services
Windows
Media
Microsoft Solution for Intranets
Content
Mgmt
Server
Project
Central
Other
Application
Servers
Microsoft Solution
For Intranets
Key Concepts
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Gets the customer to think beyond a
“single server” solution
Avoids the SharePoint Portal Server vs.
SharePoint Team Services conundrum
Reduces the risk of suboptimal product
performance in certain scenarios
Optimizes deployments
Provides a comprehensive, integrated solution
Immediate foundation for add-on
development and solutions
Microsoft Solution
For Intranets
Windows Media
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Integrated Windows Media services can help
drive SharePoint deployment
Highly visible application
Enterprise functionality
 Live multicast and unicast broadcasts
 Media on demand
 Bandwidth optimization
 Calendar integration
 Search
Quickstart Program
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Microsoft Quickstart Planning for
SharePoint Portal Server
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Workshop to help customers
accelerate their deployment of SPS
Typically 3 to 5 weeks in length
Includes workshops for requirements
definition and architecture design
Provides recommendations for
integration into the environment
Delivers an Architecture Plan
document to the customer
Quickstart Program
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QuickStart Planning Design Sessions
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Knowledge Management Analysis
System Architecture
Taxonomy Design
Integration in the Environment
Operating Issues
Deployment Planning
SPS Configurator Tool
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Quickly changes appearance of
Dashbaord Site
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SPS Demonstration
Quickly develop Proof of Concept
Can be used against multiple
dashboards
Modifies the .CSS file
http://www.sharepointd2d.com
RapPort
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Portal Provisioning
Uses predefined templates to build
Dashboard Sites
Quickly deploy portals that take
advantage of SPS features
Available in the SPS Resource Kit
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Planning Information
Installation Procedures
Administrative Tasks
http://www.microsoft.com/sharepoint/
techinfo/reskit/RapPort.asp
Additional Resources
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SharePoint Portal Server Deployment Guides
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SharePoint Portal Server Resource Kit
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http://www.microsoft.com/sharepoint/techinfo/deplo
yment/default.asp
http://www.microsoft.com/sharepoint/techinfo/reski
t/default.asp
Microsoft Solution for Intranets –
Prescriptive Architecture Guide
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http://msdn.microsoft.com/downloads/default.asp?
URL=/downloads/sample.asp?url=/MSDNFILES/027/001/816/msdncompositedoc.xml
Additional Resources
Coming Soon!
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Getting from Pilot to Deployment with
SharePoint Portal Server: Step by Step
SharePoint Portal Server Proof of
Concept Guide
Summary
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Important to leverage powerful Solution
Selling techniques
Focus on quick successes
Focus on best practices
Leverage the Microsoft Solution for
Intranets to accelerate deployments
Make use of the wide variety of
resources that are available
© 2002 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.