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The Sales Machine: Understanding Enterprise Sales at Microsoft Mark Leigh, Director – Specialist Sales Stuart White, Director – Corporate Accounts.

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Presentation on theme: "The Sales Machine: Understanding Enterprise Sales at Microsoft Mark Leigh, Director – Specialist Sales Stuart White, Director – Corporate Accounts."— Presentation transcript:

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2 The Sales Machine: Understanding Enterprise Sales at Microsoft Mark Leigh, Director – Specialist Sales Stuart White, Director – Corporate Accounts

3 Enterprise Priorities Customer & Partner Segmentation Specialist Sales Team Corporate Accounts Team Joint Engagement Q&A The Sales Machine: Understanding Enterprise Sales at Microsoft

4 Enterprise Priorities Accelerate the Optimised DesktopWin Virtualization and Server WorkloadsLead with the future of ProductivityWin Application Platform with SQL and SharePointDrive Industry Solution Area SellingBuild enduring customer & partner relationshipsGrow xRM everywhere

5 Scorecard and KPI’s Windows Server Units BPOS Customer Adds Exchange 2010 Deployment Notes Seats Switched Enrolment for Application Platform MDOP Penetration WIN Customers NSAT Desktop Deployment (Windows 7 & Office 2010) DRIVE Satisfaction Sharepoint Server Systems Centre Server Management SQL Server Premium Mix Dynamics CRM Seat Adds GROW the Business Azure Paid Subscriptions UC Lighthouse wins Datacenter Pilots INNOVATE

6 Segmentation Model EnterpriseEnterprise Major Corporate Acct Managed - EPG Corporate Account Managed – SMS&P Corporate Territory Managed Breadth/SMB Customer Segments EPG SMS&P 50 Customers 320 Customers 500 Customers 800 customers

7 Segmentation Model EnterpriseEnterprise Major Corporate Acct Managed - EPG Corporate Account Managed – SMS&P Corporate Territory Managed Breadth/SMB Customer Segments EPG SMS&P Alliance Solution Partner Tele-Managed Solution Partner Tele-Managed Solution Partner Tele-covered Solution Partner Tele-covered Partner Segments

8 Segmentation Model EnterpriseEnterprise Major Corporate Acct Managed - EPG Corporate Account Managed – SMS&P Corporate Territory Managed Breadth/SMB Customer Segments EPG SMS&P Alliance Solution Partner Tele-Managed Solution Partner Tele-Managed Solution Partner Tele-covered Solution Partner Tele-covered Partner SegmentsPTUPTU PSTPST

9 ENTERPRISE SALES EPG/PUBLIC SECTOR SMS&P Account Teams Financial Services Health Edu WA SA QLD NSW VIC ACT Comm North Comm North Comm North Comm North Comms & Media Corporate Accounts Commercial Public Sector Specialist Sales Core Infrastructure Productivity Platform Incubation Partner Teams Alliance Partners Solution Partners Enterprise Sales

10 ENTERPRISE SALES EPG/PUBLIC SECTOR SMS&P Account Teams Financial Services Health Edu WA SA QLD NSW VIC ACT Comm North Comm North Comm North Comm North Comms & Media Corporate Accounts Commercial Public Sector Specialist Sales Core Infrastructure Productivity Platform Incubation Partner Teams Alliance Partners Solution Partners Enterprise Sales

11 Specialist Sales Roles Datacentre Security Optimised Desktop Core Infrastructure Productivity & BPOS Unified Communications Collaboration EPM & Visio Productivity Platform Integration BI Platform Voice HPC Identity and Access Azure Incubation

12 Specialist Sales Leadership Team Specialist Sales Mark Leigh Core Infrastructure Jonathan Hatchuel 11 Desktop & Productivity Pen Lewin 13 Productivity Peter Ulm 14 Platform North Michael Girdis 10 Platform South Colin Weir 7 MS Online Sales Lead Brian Glasgow Incubation Sales Peter Bender 7 Incubation Voice/Mobility Mario D’Silva 7

13 ENTERPRISE SALES EPG/PUBLIC SECTOR SMS&P Account Teams Financial Services Health Edu WA SA QLD NSW VIC ACT Comm North Comm North Comm North Comm North Comms & Media Corporate Accounts Commercial Public Sector Specialist Sales Core Infrastructure Productivity Platform Incubation Partner Teams Alliance Partners Solution Partners Enterprise Sales

14 Corporate Accounts Roles Corporate Account Manager Corporate Territory Manager Opportunity Manager Licensing Sales Specialist Sales Corporate Technology Specialist Technical Sales

15 Corporate Accounts Leadership Stuart White Director, Corporate Accounts Corporate Account Managed (CAM) Commercial Tony Katsabaris 9 Corporate Territory Managed (CTM) Commercial Jennifer Cains 8 Public Sector (CAM + CTM) Lisa Youlden 11 Marketing Kim Partridge

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17 Joint Engagement Your PAM is your broker! Trust (mutual) is everything! Be clear (& realistic) on capabilities and capacity! Consider partnering with partners Alignment of solutions Pro-active planning & targeting Really understand our Cloud strategy

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