Date post: | 16-Dec-2015 |
Category: |
Documents |
Upload: | joella-underwood |
View: | 219 times |
Download: | 0 times |
The Sales Machine: Understanding Enterprise Sales at MicrosoftMark Leigh, Director – Specialist SalesStuart White, Director – Corporate Accounts
• Enterprise Priorities• Customer & Partner Segmentation• Specialist Sales Team • Corporate Accounts Team• Joint Engagement• Q&A
The Sales Machine: Understanding Enterprise Sales at Microsoft
Enterprise PrioritiesAccelerate 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
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
Segmentation Model
Ente
rpris
eMajor
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
Segmentation Model
Ente
rpris
eMajor
Corporate Acct Managed - EPG
Corporate Account Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPG
SMS&
P
Alliance
Solution Partner
Solution PartnerTele-Managed
Solution PartnerTele-covered
Partner Segments
Segmentation Model
Ente
rpris
e
Major
Corporate Acct Managed - EPG
Corporate Account Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPG
SMS&
P
Alliance
Solution Partner
Solution PartnerTele-Managed
Solution PartnerTele-covered
Partner Segments
PTU
PST
ENTERPRISE SALES
EPG/PUBLIC SECTOR SMS&P
Account Teams
Financial Services Health Edu
WA SA QLD NSW VIC ACT
CommNorth
CommNorth
Comms & Media
Corporate Accounts
Commercial Public Sector
Specialist Sales
Core Infrastructure
Productivity
Platform
Incubation
Partner Teams
Alliance Partners
Solution Partners
Enterprise Sales
ENTERPRISE SALES
EPG/PUBLIC SECTOR SMS&P
Account Teams
Financial Services Health Edu
WA SA QLD NSW VIC ACT
CommNorth
CommNorth
Comms & Media
Corporate Accounts
Commercial Public Sector
Specialist Sales
Core Infrastructure
Productivity
Platform
Incubation
Partner Teams
Alliance Partners
Solution Partners
Enterprise Sales
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
Specialist Sales Leadership Team
Specialist SalesMark Leigh
Core Infrastructure
Jonathan Hatchuel
11
Desktop & ProductivityPen 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/MobilityMario D’Silva
7
ENTERPRISE SALES
EPG/PUBLIC SECTOR SMS&P
Account Teams
Financial Services Health Edu
WA SA QLD NSW VIC ACT
CommNorth
CommNorth
Comms & Media
Corporate Accounts
Commercial Public Sector
Specialist Sales
Core Infrastructure
Productivity
Platform
Incubation
Partner Teams
Alliance Partners
Solution Partners
Enterprise Sales
Corporate Accounts Roles
• Corporate Account Manager• Corporate Territory Manager • Opportunity Manager• Licensing Sales Specialist
Sales
• Corporate Technology SpecialistTechnical Sales
Corporate Accounts Leadership
Stuart WhiteDirector , Corporate Accounts
Corporate Account Managed (CAM)
CommercialTony Katsabaris
9
Corporate Territory Managed (CTM)
Commercial Jennifer Cains
8
Public Sector (CAM + CTM)Lisa Youlden
11
Marketing Kim Partridge
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