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

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

Enterprise Priorities Accelerate the Optimised Desktop Win Virtualization and Server Workloads Lead with the future of Productivity Win Application Platform with SQL and SharePoint Drive Industry Solution Area Selling Build enduring customer & partner relationships Grow xRM everywhere Mark – first 4 Stuart – last 3

Scorecard and KPI’s Mark: Intro + Win Stuart: Drive Mark: Grow 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 Mark: Intro + Win Stuart: Drive Mark: Grow Stuart: Innovate

Segmentation Model Customer Segments Enterprise EPG SMS&P Major Corporate Acct Managed - EPG Corporate Account Managed – SMS&P Corporate Territory Managed Breadth/SMB 50 Customers 320 Customers SMS&P 500 Customers 800 customers Mark: Segmentation Overview Stuart: Partner Connection

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

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

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

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

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

Specialist Sales Leadership Team 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 Incubation Voice/Mobility Mario D’Silva Specialist Sales Leadership Team MARK

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

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

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

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

Questions?