Growing Despite Economic Uncertainty

1. Growing Despite Economic Uncertainty Robert Bannerman Business Development Manager Microsoft Pty Ltd

2. THANK YOU! 2

3. A Downturn Brings Increased Pressure Increased activity Fewer deals Longer sales cycles Increased competition 3

4. Midmarket Fast Facts 250 to 2000 staff 2-17 IT staff Annual IT budget >$100K Focused on maintenance Rarely early adopters 4

5. Fundamentals of World Class Selling 5

6. Tactical Best Practices Strengthen relationships Present savings and security Increase average closes Practice objections Choose a positive attitude 6

7. Apply Resources to Bottlenecks Common Symptoms Low customer touch Low share of wallet Few referrals Few active opportunities Low call-to-appointment ratio Few active quotations Low conversions High discounting Long negotiating cycles Low repeat purchase Low cross-sell/ up-sell Contract values lower/ same Underlying Bottlenecks Lack of access to influencers Weak value proposition Lack capacity to be proactive No account plan Levers to Growth Relationship plans Free up capacity for opportunity identification Create alliances to expand solutions and leads

8. Super A-Mart Standardises Store Systems partner Scott Gosling, Microsoft Services Manager

9. Checklist of Common Errors A price list is not a midmarket strategy Midmarket customers have enterprise needs Remain patient with channel activation Give what you can to every existing customer 9

10. Preparing for Recovery 1 2 3 Create a Compelling Vision Communicate Continuously Hug Your Stars 10

11. Revisit your plan Find your bottlenecks Leverage Glass Half Full content Identify your stars Considerations 11

12. Q&A

13. Agenda 1 Define the midmarket opportunity 2 Review the basics of World Class Selling 3 Highlight suggestions for resource allocation 4 Introduce action items 5 Q & A 13