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The Sales Machine:
Understanding Enterprise Sales at Microsoft
Mark Leigh, Director – Specialist Sales
Stuart 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 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
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
Enterprise Major
Corporate Acct
Managed - EPG
Corporate Account
Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPGSMS&P
50 Customers
320 Customers
500 Customers
800 customers
Segmentation Model
Enterprise
Major
Corporate Acct
Managed - EPG
Corporate Account
Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPGSMS&P
Alliance
Solution Partner
Solution Partner
Tele-Managed
Solution Partner
Tele-covered
Partner Segments
Segmentation Model
Enterprise
Major
Corporate Acct
Managed - EPG
Corporate Account
Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPGSMS&P
Alliance
Solution Partner
Solution Partner
Tele-Managed
Solution Partner
Tele-covered
Partner Segments
PTUPST
ENTERPRISE SALES
EPG/PUBLIC SECTOR SMS&P
Account Teams
Financial
Services
Health Edu
WA SA QLD NSW VIC ACT
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
ENTERPRISE SALES
EPG/PUBLIC SECTOR SMS&P
Account Teams
Financial
Services
Health Edu
WA SA QLD NSW VIC ACT
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
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 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
ENTERPRISE SALES
EPG/PUBLIC SECTOR SMS&P
Account Teams
Financial
Services
Health Edu
WA SA QLD NSW VIC ACT
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
Corporate Accounts Roles
• Corporate Account Manager
• Corporate Territory Manager
• Opportunity Manager
• Licensing Sales Specialist
Sales
• Corporate Technology SpecialistTechnical Sales
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
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
Sales Pitch for Microsoft

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Sales Pitch for Microsoft

  • 1.
  • 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 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
  • 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 Enterprise Major Corporate Acct Managed - EPG Corporate Account Managed – SMS&P Corporate Territory Managed Breadth/SMB Customer Segments EPGSMS&P 50 Customers 320 Customers 500 Customers 800 customers
  • 7. Segmentation Model Enterprise Major Corporate Acct Managed - EPG Corporate Account Managed – SMS&P Corporate Territory Managed Breadth/SMB Customer Segments EPGSMS&P Alliance Solution Partner Solution Partner Tele-Managed Solution Partner Tele-covered Partner Segments
  • 8. Segmentation Model Enterprise Major Corporate Acct Managed - EPG Corporate Account Managed – SMS&P Corporate Territory Managed Breadth/SMB Customer Segments EPGSMS&P Alliance Solution Partner Solution Partner Tele-Managed Solution Partner Tele-covered Partner Segments PTUPST
  • 9. ENTERPRISE SALES EPG/PUBLIC SECTOR SMS&P Account Teams Financial Services Health Edu WA SA QLD NSW VIC ACT 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 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 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 SpecialistTechnical 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
  • 16.
  • 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

Hinweis der Redaktion

  1. Intro and Agenda: Mark Leigh
  2. Mark – first 4 Stuart – last 3
  3. Mark: Intro + Win Stuart: Drive Mark: Grow Stuart: Innovate
  4. Mark: Segmentation Overview Stuart: Partner Connection
  5. Stuart
  6. Stuart
  7. Mark
  8. Mark
  9. Mark
  10. MARK
  11. Mark
  12. STUART
  13. STUART
  14. Questions?