Compete strategy for S&I (submitted on behalf of Norm Barber at Valorem Reply)

VR has identified a lot of opportunities for 3rd-party takeouts so they have developed laser focused sales materials for relationship managers to leverage to help drive E5 S&I workloads. The below is from Norm who also send the documents he developed to help with this. The key feedback here is we have a lot of competitive products that partners need to be proactive and prepared for value discussions (beyond licensing consolidation) to get traction with customers. 

• The Security Infographic that I mentioned that was a joint effort between Sheryl’s Digital Strategy team who execute our Solution Assessment deliverables and our Marketing team. This references the specific capabilities across the Security assessments we look at for 3^rd-party takeouts. We have gotten super positive feedback from the Microsoft field on the value of this.

• The superset of the current pitch deck we use when we are meeting Specialists from the STUs and CSUs. Love to get your feedback on this. Typically we’ll focus on a few slides based on their interest.