I have always like the Assess and win program along with the Technology Assessment Toolkit, although some say they have little to learn from it.  It is one of those things where someone says "I need more stuff from Microsoft, but not anything to help me sell because I am great at that already."  A partner who I respected told me that the format of the kit did not work for them, but they took the questions and used them as a checklist, added some of their own and now it works well.  They also said that they don't run through the questions one after another, but have a conversation with their customer, and then fill in the blanks at the end.

Anyway, the toolkit is a great way to understand more about your customer and their motivations and then plug some generic data into the engine inside Microsoft that tries to build solutions that match your customers needs. 

Technet Direct gives you DOWNLOAD access to almost all of Microsoft's software AND two free support calls - and you get this for FREE after submitting two entries into the Assess and Win tool.

This is how the Microsoft Business and Technology Assessment Toolkit website describes the tool

Assess the business and technology needs of your small and midsize business prospects using our step-by-step approach. By getting to know your customer’s business needs, you can recommend solutions that fit their long-term goals and that demonstrate real business value. You’ll be on your way to closing the deal and securing life-long customers.

• New assessments to evaluate your customers’ server, mobile, and desktop needs and to help you identify solutions based on Windows Small Business Server 2003 R2, Windows Mobile, the 2007 Microsoft Office system, and Windows Vista technologies.

• A customizable question bank that allows you to tailor assessments to your customers’ specific needs.

• A Windows-based platform that’s compatible with both Microsoft Windows Vista and the 2007 Microsoft Office system.

Download Toolkit *
Need help getting started? Visit the toolkit readiness center, read the toolkit FAQ.

 

Use the toolkit to conduct business assessments with customers, then submit them to us, and complete a quick survey. For the first two assessments you’ll earn a TechNet Plus Direct subscription (US$349 value). Submit an additional three assessments to earn a for-resale copy of Small Business Server 2003 R2 (US$599 value) and receive one Microsoft Partner Point.

Get started: opt-in to the offer. - Privacy note: Microsoft is concerned about protecting your customer’s privacy and does not collect their personal information or contact them for this offer.

ttfn

David