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June, 2006
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Microsoft Office EPM Solution Partner News
The Road to the 2007 Release
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Mike Angiulo, Microsoft Office Project Business Unit GM, answers a few of the questions he is asked about the 2007 release of the Microsoft Office EPM Solution.
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Q: Why should I as a Microsoft technology partner be excited about the new release of the Microsoft Office EPM Solution?
A: EPM is super hot in the marketplace today and spans key industries where the potential for infrastructure pull-through and services is the strongest. The market needs it addresses like PMO and IT Governance were the featured topics in 5 of the top 10 Forrester whitepaper downloads in the last 12 months. We are at the forefront of a major wave of migration that is rapidly building momentum within our user base of more than 16 million Microsoft Office Project licenses. This migration is taking project management from a desktop application to an integrated system for enterprise-wide resource management, communication, analysis, and tracking across multiple projects. Microsoft Office Project Server 2007 is more effective than ever before in meeting the demands of enterprise customers. Here are a few more reasons to be excited about the new release of the Microsoft Office EPM Solution.
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First, it is built on Microsoft SharePoint® technology! This is an enormously powerful set of technologies that is currently experiencing rapid adoption in enterprises around the world. Our solution combines our strong applications for managing work, scheduling, and business intelligence around those activities, and delivers them in an environment that is becoming more and more familiar to corporate and government customers every day.
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Second, the 2007 release of the Microsoft Office EPM Solution is more effective than ever in meeting the demands of enterprise customers. By taking advantage of our latest investments in portfolio management combined with the power of Microsoft technologies from Microsoft Windows® for workflow automation, to Microsoft SQL Server for analysis and reporting services, to elements of the Microsoft Office system for rich and seamless collaboration, we are creating a very powerful project and portfolio management system that also is easy to interact with whether you are using Microsoft Office Project Web Access, Microsoft Office Project Professional, or Microsoft Office Outlook. In addition, the investments we have made in supporting truly enterprise performance criteria and in horizontal scalability mean that customers can choose us as part of a long-term plan and be comfortable that we will support them as they grow and as their needs become more sophisticated.
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Q: What advancements in Microsoft Office Project Server 2007 can help partners like me sell the Microsoft Office EPM Solution?
A: For Partners, several technical innovations will make it even more appealing as a development platform and a highly configurable environment to create solutions that truly meet customer scenarios. The new API for Office Project Server 2007 is XML based and provides access to an incredible set of application functions. This is three to four times more functional coverage than our previous API. Furthermore, our new timesheet makes it easier than ever for organizations to incorporate data from line of business applications in the customer's EPM solution.
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With the acquisition of portfolio management technology, our advancement to lead in the portfolio management space can help you drive strategic sales by focusing on priority needs of "C-level" decision makers. Addressing these needs with an enterprise solution helps you drive deeper and more productive relationships with your customers as you seed a huge EPM migration opportunity that targets 16 million Microsoft Office Project desktops.
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Our investment in scalability, performance and support for larger projects and program, will make it easier for partners to deliver on very large and distributed deployment.
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EPM partners are an integral part of the Microsoft Office EPM Solution, and as a Microsoft Office EPM Solution technology partner, you can grow your business with Microsoft Office Project Server 2007 and the Microsoft Office EPM Solution. They are helping their customers get the greatest possible value out of their current investments in people and technology, leading them down the path where our vision of integrated innovation shines the brightest - the 2007 release of Microsoft Office.
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A Microsoft Solution Specialist's Perspective on Launch
Tommy Fu is a Microsoft EPM Solution Specialist based in the New York/New Jersey area. Solution specialists focus on opportunity generation and sales closure via Microsoft technology partners. In anticipation of the launch of Microsoft Office Project Server 2007, we asked Tommy to answer some questions about how he thinks partners can prepare for release of 2007 Microsoft Office system programs.
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Q: When you talk to customers about the 2007 release of Microsoft Office Project Server, what do they get most excited about?
A: The 2007 release represents more than just a new version of Microsoft Office Project Server to customers. It represents a true convergence of technologies centered around project management that delivers communication, collaboration, business intelligence, workflow, reporting, and more. It also gives customers the things they have been asking for, such as integrated portfolio management, better resource management, and the introduction of resource plans and timesheet capabilities. Together, these additions to the Microsoft Office EPM Solution help complete the solutions story to bring customers not just a desktop project management system, but an integrated solution for enterprise governance. For example, by delivering an integrated portfolio management system with Microsoft Office Project Server, customers can better decide which projects to invest in, and with Windows SharePoint Services capabilities, they can better collaborate upon and communicate that information.
This shift to solutions that deliver on governance means that partners must become well versed in the language of governance and be able to present to customers a complete solution with the customers' needs in mind. Gone are the days of presenting products first and then finding out customer needs.
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Q: What should we be doing today to help prepare for Microsoft Office Project Server 2007?
A: Partners should take a holistic view of the Microsoft Office EPM Solution and Microsoft Office Project Server 2007. They should understand clearly what their strengths are and put together a solution that meets customer needs throughout the sales cycle. There are 4 specific actions that I would encourage partners to take to prepare for Office Project Server 2007:
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Put together your marketing and sales plan now. Carefully analyze your organization's strengths and weaknesses to put together a comprehensive plan.
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Determine what it will take for your organization to focus on customer processes instead of products. For example, work to really understand the needs of customers and plan to present "day in the life" scenarios instead of product feature lists.
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Take advantage of training opportunities such as EPM University. The Microsoft Office EPM Solution is more complex with the addition of portfolio management, so get prepared by making sure that key people are trained in how to sell, deliver, and deploy the EPM Solution. In addition, you should plan to invest in training to learn Windows SharePoint Services 3.0, .NET Framework 2.0, the new PSI, and the Windows Workflow Foundation. Developers will need to learn the new PSI because custom code with the PDS will need to be rewritten for the PSI for 2007.
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After you have analyzed your organization's strengths and weaknesses, consider partnering with other partners who have expertise you need. In enterprise-wide implementations of EPM, it is common for more than one partner to be involved.
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Q: How does Microsoft Office Project Server 2007 affect our Information Worker competency and our EPM specialization?
A: In addition to earning the EPM Specialization for the Information Worker Competency, I would encourage partners to also earn the Messaging and Collaboration Specialization because knowledge of SharePoint technology is so critical in the Microsoft Office Project Server 2007 world. It would also be helpful for partners to earn the Data Management Solutions Competency and specifically gain the Business Intelligence Specialization because so much of a solid governance solution involves the ability to analyze and communicate project status.Outside of the IW Competencies, partners should consider adding staff to their EPM practice who can provide project management process expertise and services for customers. Most successful EPM deployments are the result of having a solid project/portfolio management process that technology partners helped define for our customers.
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Q: We know that Microsoft sales representatives are already calling on customers about Microsoft Office Project Server 2007. How can we get invited to make joint calls with Microsoft?
A: It is important for partners to understand how the Microsoft sales organization is structured so that they know who to talk to. For example, in the US, federal government, communications, and media & entertainment customer accounts are handled by national account teams. The remaining customer accounts are covered by sales districts around the world. These districts split customer sales teams into 2 units: account team units (ATUs) and specialist team units (STUs). The ATUs call on very few named accounts (maybe 1 - 5 accounts per team). The STUs call on a larger number of named accounts. For example, Tommy Fu has over 293 named accounts. If an account is not on his list, it will not be one that he works with. When you conduct joint planning with your Microsoft counterpart, ask them for their named account list. At the same time, each region has some number of Partner Account Managers (PAMs) who are responsible for working with partners. Generally speaking, STUs and PAMs work closely together to review sales opportunities and match partners to accounts when necessary. Therefore, there is value in getting to know the PAM and the EPM Solution Specialist (SSP) in your district. Your EPM (SSP) will have a broader view of the EPM business in the district and can help you understand where to focus your efforts.
Account teams look for some common characteristics in partners they bring into accounts:
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They proactively market their services and have a marketing and sales plan in addition to a deployment and service plan.
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Go-to partners have a true relationship attitude -- they are willing to share their sales pipeline and participate in business planning and review meetings with their Microsoft account team.
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They are realistic about their capabilities and where their core strengths are (and are not).
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They err on the side of over-communication. They keep Microsoft account teams informed about what is going well in accounts and what is not.
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Microsoft Wins Best Presentation at Gartner Project and Portfolio Management Summit
Getting Ready for Launch
Although the launch of 2007 Microsoft Office system programs is not expected to take place until the second half of 2006, you can take steps now so that you can be fully prepared for it.
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Order Project Conference DVDs
Many sessions about Project Server 2007 were deliverd at the Project Conference that took place in January of this year. You can order the conference DVDs so you can review the demonstrations and presentations.
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Microsoft Invests in Training for Partners (US)
To meet demand among partners for more trained people, Microsoft will put resources in place to help train and certify up to 45,000 individuals on new skills over the next year.
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EPM University Set to Train on the EPM Solution
EPM University training sessions prepare Microsoft Office EPM Solution technology partners for the sales, planning, deployment, and support of the EPM Solution. EPM University training sessions are slated to being in September 2006. Sessions in the works include:
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Project Portfolio Server: Configuration Webcast
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Project Server: Application Migration
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Project Server: IT Professional Training
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Project Server: Overview, then Deep Dive on the Project Server Interface
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Project Server: Scalabilty Training
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UMT Portfolio Manager: Implementation Training
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UMT Protfolio Manager: Sales Training
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Microsoft Office EPM Solution Partner Portal
The EPM Solution Partner Portal has been updated to include information and resources about Project Server 2007, and will continue to be the place for partners to go for the latest information about the EPM Solution.
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Microsoft Office EPM Solution Technology Partners in the News
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Allocatus Integrates Microsoft Office Project Server with Lotus Notes
MUNICH, Germany - June 29, 2006 - holert.com today announced that the new release of Allocatus adds support for Lotus Notes. Allocatus lets team members view project tasks in their Notes calendar or to-do list. Every project member can individually select the tasks he or she wants to link to; even tasks which are not assigned in Microsoft Office Project can be linked to Lotus Notes. This means everyone related to the project, including team leaders, project managers and members of the steering committee can keep up-to-date on the status of tasks and milestones. Learn more >>
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Pcubed Helps CSAA Manage Risk of $40 Million in Potential Project Overruns
ANN ARBOR, Michigan - June 27, 2006 - Pcubed (Program Planning Professionals), the global project management consultancy, announced today that as a result of its services to AAA of Northern California, Nevada & Utah (CSAA), it has helped the organization develop and deploy standardized processes for project and program management, and has supported the risk mitigation on approximately $40 million in potential project cost overruns. Read the article >>
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EPK Group Release EPK-Suite 4.1
LOS ANGELES, California - June 26, 2006 - EPK Group introduced V4.1 of EPK-Suite June 27, 2006 at the Gartner Project Portfolio Management Summit. EPK-Suite is built on the Microsoft Office EPM Solution platform, and addresses all efforts in an organization, including projects and support/operations. Get the EPK-Suite 4.1 press release >>
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Fulcrum Keeps Kumba's Costs in Check in Real-time
JOHANNESBURG, South Africa - March 29, 2006 - Industrial giant, Kumba Resources, formerly known as Iscor Mining, has gained a keener insight into its enterprise project management budgets with the assistance of EPM specialist Fulcrum Business Solutions. The result of the nine-month project is that Kumba can now better manage the costs of its mammoth industrial projects due to the integration of Microsoft Office Project with its SAP business application environment. Read articles online at ITWeb: The Technology Web Site:
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DecisionEdge Releases Reporting and Graphics Software for Microsoft Office Project
PHILADELPHIA , Pennsylvania - February 28, 2006 - DecisionEdge, Inc. a leading provider of business intelligence software for project managers, today announced the release of two new reporting and graphics software add-on products for Primavera and Microsoft Office Project. Instead of wasting time with spreadsheets or generic reporting software, managers at project-oriented organizations can use DecisionEdge products to quickly generate the reports and graphics they need to better understand and communicate project information with all stakeholders. Get more information >>
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QinetiQ Gears Up for Microsoft Office Project Server 2007
QinetiQ, the global defence specialists, have committed to deploy Microsoft Office Project Server 2007 across the UK. QinetiQ will represent the largest single deployment of EPM in the UK. Get more information >>
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EPM Gets the Chequered Flag with Renault F1
Renault F1 is using the Microsoft Office EPM Solution to manage the build process for their components and race cars, and to manage the very tight deadlines between events. In this fast paced industry, efficient project management, communication and collaboration are essential for ensuring that such ambitious deadlines are met. Technology Associates International helped the Renault Formula 1 team to implement the Microsoft Office EPM Solution in 2005, and during 2006 this is being extended to other departments, along with customization and LOB integration. Get more information >>
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Project EPM and Business Process Management
Technology Associates International and PNMSoft have entered into a joint partnership to deliver a Business Workflow Solution to EPM customers. The solution uses a product called Sequence which allows users to develop complex workflows. The seminar will illustrate the links between Sequence and EPM. The current seminar programme has been phenomenally successful. A further series of seminars will run throughout 2006. Get more information >>
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EPM Spotlights
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With over 271,000 students and over U.S.$60 million in outlays for IT projects across the district, the technology infrastructure of Broward County Public Schools (BCPS) rivals that of Fortune 1000 companies. The district's project management processes had evolved as new technologies were adopted and as the district tried to meet the changing technology needs of individual schools. The result was an inconsistent and often uncoordinated deployment of technology resources that failed to address technology needs fairly and cost-effectively. BCPS turned to Microsoft and Microsoft Gold Certified Partner Pcubed to recommend an EPM solution. Based on Microsoft Office Project Server 2003, Office Project Professional 2003, Windows SharePoint Services, and SQL Server 2000, the school district's new EPM system, Project Management Office, has automated and centralized management of the district's IT initiatives.
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RHI is the world's leading manufacturer of high-grade ceramic products for high-temperature industrial processes. It has IT systems in place to support a range of business processes, including financial management, logistics, and production. These must be constantly upgraded and maintained, requiring the RHI IT team to manage a large number of projects simultaneously. To effectively manage cost and resource allocation and increase visibility of employee workloads across all projects, the company deployed Microsoft Office Project Server 2003. This technology, which was deployed with support from Microsoft Gold Certified Partner Campana & Schott, is fully integrated with existing SAP financial management systems. Data on project costs can be entered and viewed centrally, and managers can use the new system to prioritise work, allocate tasks and resources, and view the status of projects across groups.
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Multiplexing-Client Access License (CAL) Requirements
The Microsoft Office EPM Solution triggers many questions around CAL compliance. Are your customers properly licensed? What is "multiplexing?" It is hardware or software used to pool connections, reroute information, reduce the number of devices or users that directly access or use a product, or reduce the number of devices or users a product directly manages. Web portals, third party add-ons, and custom front-ends all these situations probably require a Microsoft Office Project CAL, a Microsoft SQL Server CAL, and a Microsoft Windows CAL. A new licensing brief explains how multiplexing impacts the licensing of server operating systems and server products licensed under the Server/Client Access License (CAL) model.
New Competitive Resource Available
We Want to Hear from You!
Let us know what you think -- about this newsletter, about how things are going in your EPM business, and what topics you would like to see addressed in future editions of this newsletter or in the Microsoft Office EPM Solution Partner Community, competitive wins, topics for future webcasts or chats, and more. Also, please let us know if you would like to contribute articles or information to the next edition of this newsletter. Send us e-mail!
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Save the Dates: October 21-24
We hope you will save October 21-24 for the PMI Congress 2006 North America in Seattle, Washington. The Project Management Institute (PMI) is a project management organization that is focused on the needs of project management professionals worldwide. The PMI Congress 2006 North America will feature project-management keynotes, sessions, exhibits, and more. Learn more >> |
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EPM PAMs
Here is a list of the Microsoft Partner Account Managers (PAMs) worldwide who specialize in EPM:
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Chad Dorsey, US East region |
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Robert Hägg, Sweden |
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Julie Korte, US Central region |
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Amarendra Kumar, India |
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Pam Levine, US Federal |
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Toshiyuki Matsuda, Account Executive, Japan |
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Tony Mudie, Australia |
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Kevyn Eva Norton, Switzerland |
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Sue Smith, Canada |
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Ellen Terrell, US Central region |
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Eve Windmüller, Germany |
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Some Interesting Project Blogs, Anyone?
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