The Sales Machine: Understanding Enterprise Sales at Microsoft

The Sales Machine: Understanding Enterprise Sales at Microsoft

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

50 50 Customers Customers Enterprise Enterprise Corporate Acct Managed - EPG SMS&P Corporate Account Managed SMS&P Corporate Territory Managed Breadth/SMB 320 Customers 500 500 Customers Customers 800 800 customers customers Segmentation Model EPG

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

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

Enterprise Sales ENTERPRISE ENTERPRISE SALES SALES EPG/PUBLIC EPG/PUBLIC SECTOR SECTOR SMS&P SMS&P Account Account Teams Teams Financial Financial Services Services Health Health Edu Edu Comm Comm North North Comm Comm

North North Comms Comms &&Media Media WA WA SA SA QLD QLD NSW NSW VIC VIC ACT ACT Specialist Specialist Sales Sales Core CoreInfrastructure Infrastructure

Productivity Productivity Platform Platform Incubation Incubation Partner Partner Teams Teams Alliance AlliancePartners Partners Solution SolutionPartners Partners Corporate CorporateAccounts Accounts Commercial Commercial Public PublicSector Sector Enterprise Sales ENTERPRISE ENTERPRISE SALES SALES

EPG/PUBLIC EPG/PUBLIC SECTOR SECTOR SMS&P SMS&P Account Account Teams Teams Financial Financial Services Services Health Health Edu Edu Comm Comm North North Comm Comm North North Comms

Comms &&Media Media WA WA SA SA QLD QLD NSW NSW VIC VIC ACT ACT Specialist Specialist Sales Sales Core CoreInfrastructure Infrastructure Productivity Productivity Platform Platform

Incubation Incubation Partner Partner Teams Teams Alliance AlliancePartners Partners Solution SolutionPartners Partners Corporate CorporateAccounts Accounts Commercial Commercial Public PublicSector Sector Specialist Sales Roles Core Infrastructure Productivity Platform Incubation

Datacentre Security Optimised Desktop Productivity & BPOS Unified Communications Collaboration EPM & Visio Platform Integration BI Voice HPC Identity and Access Azure 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 DSilva 7 Enterprise Sales ENTERPRISE ENTERPRISE SALES SALES EPG/PUBLIC EPG/PUBLIC SECTOR SECTOR SMS&P SMS&P Account Account Teams Teams Financial Financial Services Services Health Health Edu Edu Comm

Comm North North Comm Comm North North Comms Comms &&Media Media WA WA SA SA QLD QLD NSW NSW VIC VIC ACT ACT

Specialist Specialist Sales Sales Core CoreInfrastructure Infrastructure Productivity Productivity Platform Platform Incubation Incubation Partner Partner Teams Teams Alliance AlliancePartners Partners Solution SolutionPartners Partners Corporate CorporateAccounts Accounts Commercial Commercial Public PublicSector

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

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