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