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PRODUCT STRATEGY ARCHITECTURE
Case Study
 
Microsoft: Improving the sales process by accurately predicting software deployment costs
 
 
The client
Microsoft Corporation (NASDAQ MSFT) is the worldwide leader in software, services and Internet technologies for personal and business computing.
 
The challenge
Microsoft wanted a tool which would help predict the deployment cost for Windows XP.
 
The solution

Using the project data it had previously collected for Microsoft, the PSA team developed a tool to dynamically predict deployment costs. This was done using a series of regression models based on a set of key questions that a technology decision maker can answer in a couple of minutes for enterprise customers varying in size from 250 to 120,000 seats.

In developing this tool, the PSA team mapped the outputs of the predictive model to match the inputs used by the client's existing tool. This ensures that the client could leverage its investment in these for other analysis tools also

 
The results
The tool helps Microsoft reinforce their value proposition environment by credibly stating the ROI of the desktop software deployment For an IT consulting firm, the Wipro tool predicted Windows XP deployment costs within 5.3% of the actual cost of rolling out Windows XP.
 
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