Recurring Revenue Generation A New Type of Sales Rep Process focused on Optimization A Comp Model...
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Transcript of Recurring Revenue Generation A New Type of Sales Rep Process focused on Optimization A Comp Model...
Building a High Volume Cloud Sales Engine in SMBBrent Combest, Director WW Sales SMB MicrosoftBen Gower, CEO PerspicuityCloud Vision
CL607i
Recurring Revenue Generation
A New Type of Sales Rep
Process focused on Optimization
A Comp Model that Rewards Volume
A
B
C
Close
$
The New ParadigmThemes of High Performing Partners
Ben GowerCEO
Year Founded Employees
Customers TTM Seats
2002 23
1605 98,304
The BusinessModel
Cost Effective Lead Generation
Getting the Basic Sales Model Correct
Performing Offthe Scale
Today
Basics
The Opportunity is Huge
The # of partners not leading with the cloud is huge (but decreasing)
To make it work, you will have to change
It can be done
This is what we’ve learned – but you must do it your way
Business Model
12
34
I am a sales machine
I am a cash cow!
I make the real money
I make lots of real money
Sell licenses, migrations
Migrate Data
Managed Services
CustomApps
$$$$$$$$$$
25+ Seat dealsSub 10 seat deals
Lower Mid MarketSub 10 seat deals
Sub 10 seat dealsLower Mid Market
All rounder
LeadsOutbound Marketing
Education Events/ CIE
Social Joint Marketing
Value: $ Value: $$$ Value: $$ Value: $$$
Your services must be crisply and confidently described
Process, Process, Process—everyone understands it
Sales BasicsI am a very important
sales person and I earn $150,000++ pa
I am not
I am unencumbered, by preconceived
notions that clouds are bad
I am keen, and ready to learn
and I’m not an A
Typical salesperso
n
The right people
The right repeatable process
The right supporting materials
Maddie Hollis
Joe Smith
Elliott Carter
Coralie Crescence
Charlie Gilbert
Adam Priscott
Our Team
A clearly defined reason for purchasing
Office 365
A budget in place for licenses and migration
An agreed implementation plan
for Office 365
No Suspects
No proposals!
This is a sales call not a debating society!
It comes in a purple box—ok?
Don’t stray out of your comfort zone!
Re-invent for bigger sales
Continuous education
High Performing
250 seats per month target –
$5 per seat
$10.000 revenue per month target – 10% of revenue
(from Price list, maintain your margin always)
5* customer satisfaction
target
And then And then $$$$And then
Compensation
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© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
