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Sales Pitch for Microsoft

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The document discusses Microsoft's enterprise sales strategy and organization. It outlines key priorities around technologies like the optimized desktop, virtualization, productivity solutions, and industry applications. It describes the sales scorecard, metrics, and segmentation model used to organize different customer types. The specialist sales and corporate accounts teams are introduced along with their roles and leadership. Finally, it discusses the importance of joint engagement between Microsoft and its partners.

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Sales Pitch for Microsoft
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
Sales Pitch for Microsoft
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

More Related Content

Sales Pitch for Microsoft

  • 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
  • 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

Editor's Notes

  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?