September 2005 - Posts

SMB Nation Final Recap

What a great weekend!  I met a lot of great Microsoft Partners and User Group champions from all around the world at SMB Nation.  My only regret is not attending more sessions.  There were so many topics to choose from, we had to take a divide and conquer approach to the sessions since we were running the hands on labs in the afternoons. 

There was a lot of energy around the Small Business Specialist program and a lot of partners taking the 70–282 exam through the entire weekend.  I’d be will to guess that over 25% of the attendees took the exam while they were attending the conference.

Next year, I'm hoping we can get the entire TS2 team to attend the event and contribute more to the overall success of the conference.  Harry, thanks again for inviting us this year, we had a lot of fun and got a lot of great feedback from the Partner community that we wouldn't have gained anywhere else.

If you're looking for a real play by play of the sessions, check out Vlad Mazek's posts on his blog from today, September 13th.  Vlad has a lot of great photos and detailed descriptions of each of the sessions he attended.

Charles_vlad

Here’s a photo of me and Vlad on Saturday before we went to dinner at Pier 66.

 

 

 

 

 

 

Now its back to working on the Exam Prep for the 70–282 and the 70–134 exams for the SBSC program.  Cya on the webcasts…

 

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SMBNation Day 3 - Sorry I missed it...

I’m sad to say that I missed day three due to a family emergency and I had to fly home.  I was looking forward to catching some final sessions with Jeff Middleton and Susan Bradley today. 

This was my first SMB Nation to attend and I’m looking forward to participating in the one next year.  I’ve always enjoyed reading Harry’s books as well as conversations with Harry, but it wasn’t until I attended the SMB Nation Summit, that I finally got the full picture and could appreciate the work he has done for the Small Business Community.

BTW Harry, having the side event for the spouse is a brilliant touch!   Here’s a picture of me and Harry at SMB Nation.  He’s sporting his cycling jersey as he was preparing to give out the Lance Armstrong Jackets to the attendees. 

CharlesandHarryB_web

 

On a good note, I had a great dinner with several Partners from the East Coast, (sorry guys, I don’t remember everyone’s names).  We went down to Pier 66 in Seattle for Crab Legs and had some interesting conversations which ranged from Small Business Solutions to the best years of Grapes for wine.  Matt and Todd from Endeavor-Inc and Mr. Vlad Mazek, Florida’s Blog Master and leader of the Orlando SBS IT Pro Association were there to liven up the evening. 

I’ll post a final recap of the weekend tomorrow.

 

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Exchange 2003 SP2 Sneak Peak at SMB Nation

I was late getting into the Mobility session on Saturday after working in the Hands On Labs, so I didn't get to catch all of the session, but what I did was pretty cool.  They went through a lot of troubleshooting with active sync connectivity with mobile devices and wrapped up the session with a teaser about what was coming in Exchange 2003 SP2.  The video that was run really got the crowd excited.  It showed a guy in a cab in route to a business meeting in Chicago multitasking from a new Windows Mobile device and accidently left it in the cab of the car when he got out at the hotel. 

Another guy got in the cab, found the device and attempted to gain access to it.  When a phonecall came in, he pretended to be the owner, but the person who call realized it wasn't the right guy on the phone, so they called the business office and the office was able to remotely wipe and reset the device.  This avoided the chance for the business critical information from getting compromised.

The beauty behind this is that there was no need for a secondary software package to wipe out the data, they did it all in the the tools provided with Exchange! 

What did you think about the new updates?

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SMB Nation Day 2 - It Keeps Getting Better!

This morning started out with a BANG in Matt Makowicz, the president of Endeavor-Inc, rocked the house with his session on Growing Your Business with Recurring Revenue & Stop Selling Blocks of Hours.  The session dove in on several key areas of building repeatable businesses and getting customers a way from being nickeled and dimed for reactive issues and moving them over to a business management and maintance package that entailed up front quarterly billing. 

He went through the processes and paint points his company experienced in the beginning when they were first trying to move to a contract and maintenance configuration from hourly billing and how to avoid some of the pitfalls they experienced along the way. 

The areas he dove into were:

  • What you should include or promise in your contracts?
  • How do you build value & sell contracts?
  • When (and how) do you present them to the customer?
  • How much should you charge?

The part I like the most was how he handled objections when trying to make the sale.  Here are some of the objections and responses he discussed.

  • "That's not in our budget" (surprise)
    • Once it is, there are no more suprises
  • "Locking into a contract"
    • Make yours easy to cancel and tell them it is
  • "How do I know you're doing all that"
    • Because you won't have problems
  • "What's not included"
    • Be very clear about wat isn't (and make it a short list)
    • "no additional bills" (No more nickel and diming)

Harry has the full slide deck from Matt's presentation and Matt is working on a sample contract to share with everyone.  He is reviewing the ones that Robin Robin's discussed the previous day as well as the sample contract's on the Microsoft Small Business Community site that Eric Ligman hosts.

Check back for more posts from SMBNation.

 

 

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Microsoft CRM Release 3.0 - United States Partner Readiness Tour

Microsoft CRM Release 3.0 - United States Partner Readiness Tour
This one-day workshop intended for Microsoft partners will provide overview, insight, and guidance of the Microsoft CRM 3.0 release. Partners will learn how to successfully position, market and sell the new release. In addition, partners will gain further knowledge to understand Microsoft CRM 3.0 from a technical perspective and be able to walk away knowing what they can do to demo the solution to their customers.

Available Dates and Locations

All meetings run from 9:00 a.m.- 5:00 p.m. local time with registration a half hour prior to start.

- Oct 04, 2005 - Washington, DC
- Oct 04, 2005 - Houston, TX
- Oct 06, 2005 - Long Beach, CA*
- Oct 07, 2005 - Mountain View, CA
- Oct 11, 2005 - Dallas, TX
- Oct 14, 2005 - Salt Lake City, UT
- Oct 18, 2005 - Seattle, WA
- Oct 19, 2005 - Minneapolis, MN
- Oct 20, 2005 - Denver, CO
- Oct 25, 2005 - Boston, MA
- Oct 25, 2005 - Atlanta, GA
- Oct 25, 2005 - Phoenix, AZ
- Oct 25, 2005 - Detroit, MI
- Nov 01, 2005 - Kansas City, MO
- Nov 02, 2005 - New York, NY
- Nov 07, 2005 - Portland, OR
- Nov 08, 2005 - Philadelphia, PA
- Nov 08, 2005 - Charlotte, NC
- Nov 15, 2005 - Pittsburgh, PA
- Nov 15, 2005 - Tampa, FL
- Nov 15, 2005 - Downers Grove, IL

*This class will run from 8:00a.m. - 4:00 p.m. local time with registration a half hour prior to start.
More

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SMB Nation Day 1 - Better than Expected

Today was a fantastic day and definetly worth the time of all the attendees.  Harry did a phenominal job lining up the speakers as well as the vendors for the exhibitor booths.  The BEST Session by far today that I attended was focused on Marketing tools for geeks like us.   The attendance numbers were great from the beginning too.  I spoke with Nancy and she said they were expecting 425-450 partners, plus the MVPs, Microsoft employees, and Vendors, which put them at or just over 600 total attendees.  This was a huge bump from the previous year and it really made the day come alive with all the excitement amongst the partners.

The KeyNotes were well received and the hot topic was around the pricing announcement for Small Business Accounting.  The additional rebate really put the program at a price point that is grabbing everyone's attention.  The best thing is that everyone can find a copy of SBA in the Action Pack subscriptions, (its buried in the back, but you can find it) and set it up and demo it to your customers.

The best session I attended was just after lunch.  Robin Robins' session (from Technology Marketing Tool Kit .com) on Successful Marketing and building referrals had the house packed.  I'd guess there was close to 200 attendees just for this session.  Robin is brilliant and beautiful and had everyone hanging on every word.  If they would have turned it into a 2 hour session, I know the placed would have stayed packed.  Her core focus is on helping Technology Partners become more successful at marketing their businesses to the right customers. The topics included subtle changes to the normal advertisements people do in Yellow Page ads, to cold calling and contact processes, the benefits of Newsletters, and the 5 steps to a successful marketing plan. 

I was disappointed to find out that Harry didn't have her booked for a second session on Saturday or Sunday, (Harry, make sure you bring her back next year).  I was fortunate enough to get one of the kits she was selling at the end of the day and I am going to work with her to host a Webcast or two in the next few months that will recap what she spoke about and go a little further.  If you'd like more information on her program and how she can help you take your business to the next level, check out her site at http://www.technologymarketingtoolkit.com   If you look under the Menu of Services, you can download 3 free chapters to get a taste of what the kit has to offer. 

There are a couple good sessions I will hit on Saturday morning before we're off to run the Hands on Labs, so check back for more details on remainder of SMBNation.   A little birdie told me that Eric Ligman might be making an announcement about some cool new promotions that will help everyone who is selling SBS and Office 2003.

Stay tuned......

Charles

 

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In Katrina's Wake, Microsoft Responds Swiftly

MSDN evangelist goes airborne to shuttle food, supplies

Bill Steele, Indiana-based MSDN developer evangelist and a longtime private pilot, saw a need and responded. His workload of presentations had a two-week open window, and he decided to offer his time and his own plane (a twin-engine Piper Seneca 3), to shuttle food and supplies to needed areas. FEMA agreed to pay for his gas. This past Sunday (Sept. 4), he filed this e-mail:

“I'm flying out of Baton Rouge International ... and have so far moved enough meals to feed about 6,000 people. When I say meal, I mean MRE (Meal Ready to Eat).  I've been reacquainting myself to them, as well. I forgot how good some of them were. I've also been delivering bottled water and some medical supplies. My plane can handle about 700 meals with a bottle of water each and a couple boxes of medicines each trip. (That puts me slightly over gross [weight allowance], but who's counting – we do remove the meals from the cardboard boxes to lighten the load a bit, and I only get about 50 gallons of fuel, since each trip is less then 1 hour.)

Most of my flights have been to the lower part of Mississippi, which was just hammered.  I flew into one airport that was so badly damaged that I literally landed on an access road, because the runway didn't exist.  The control tower actually fell over from the wind. I did a small tour of the coastline to assess damage (I've had relief coordinators with me on every flight) and it's shocking to see the magnitude of damage.

Anyway, the food deliveries are actually winding down because either the people are leaving or they now have "ground transportation of goods" which means that I'll move into a new type of role shuttling medical supplies and people. (I removed the seats from my plane so we're going to have to reinstall them as well.) There are about 50 planes doing this work and we're all running about six or seven trips a day. We've got good sleeping quarters – a nearby Holiday Inn and plenty of food.”

Bill’s actions – by Sept. 7, he had delivered 17,500 meals – have made his group very proud, said manager Michael O’Neill. “I thought there was no way [government officials] were going to let him do any [flying]. He’s found a niche,” O’Neill said. To learn more about Bill Steele, visit his blog or Web site.

This is just one example of how the employee's at Microsoft are showing their compassion for the people in Mississippi and Louisiana and trying to help get them back on their feet.  We have a National team that is working through the Las Colinas, Texas office to coordinate our efforts in Dallas, Houston, and San Antonio too.   It's made me proud to be part of this company to see so many people that are willing to help our bretheren in their time of need.

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SMB Nation or BUST!

I'm excited to be able to attend this years SMB Nation Conference in Redmond, Washington.  Harry Brelsford is known for hosting a great event and an even better party!  There's a lot of buzz in the Small Business Community around the new Microsoft Small Business Specialist Program that was announced at the World Wide Partner Conference in Minneapolis in July.  (click here for more details on teh SBSC program https://partner.microsoft.com/40000038 ) 

Harry's site and information on the conference can be found at http://www.SMBNation.com

If you want to stop by and say hello, I will be one of the people administering the Hands On Lab training on Saturday and Sunday.  You also find me trying to win a few hands at the Texas Holdem Tournament on Friday evening that the ASCII Group is sponsoring.

If you're attending the conference, let me know, I'll look for you over the weekend..

Check back for more posts on the day to day action of the conference.

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