1 / 9

Shaun Fröhlich

Shaun Fröhlich. Director of Partner Sales, Microsoft. Agenda. Partnering blockers Our organisation & engagement model Importance of Partners The opportunity - perfect partnering Enhance relationship & business value for all parties. Some Common Challenges….

gyala
Download Presentation

Shaun Fröhlich

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Shaun Fröhlich Director of Partner Sales, Microsoft

  2. Agenda • Partnering blockers • Our organisation & engagement model • Importance of Partners • The opportunity - perfect partnering Enhance relationship & business value for all parties

  3. Some Common Challenges…. • Complex, with a language of its own – hard to work with • Confusing structure – where and how to engage • ROI for engaging – MPN, PBP & PSP, etc. • Making money with revenue models (complex licencing & cloud) • Understanding & leveraging our cloud strategy • Differentiation – everyone can sell MSFT • Drinking from the fire hose

  4. Extensive Partner base The Importance of Partners To Microsoft Microsoft’s resources Most skilled & connected Partners

  5. Simplified Organisational Overview SMSP Small, Med & Ptnr EPG Enterprise DPE Dev & Platform Technical evangelists for developers, IT Pro & Partners Sales & technical resources for 99% UK organisations & 30,000 Partners. Transacting all UK revenue Sales & technical resources for largest 280 organisations & 12 Global Partners PS 140 Customers in EPG, 99% Edu Customers in SMSP C P S GSI x12 Managed Partners x343 UnmanagedPartners UK Education Community

  6. Corporate Accounts – Mark Smith Customer Engagement Map Partner Sales Coverage - Shaun Fröhlich EPG SMSP Major Major Accounts CAM-E Corporate Field Managed CAM-S Corporate Account Managed CTM Corporate Territory Managed Unmanaged All Other Accounts

  7. Partnering - A Bit More Detail…. Gives Gets Drive MSFT adoption & penetration Commitment & quality = references Sales visibility &pipeline sharing Skills, scale & marketing Collaboration with other Partners Business planning (MPN, PBP & PSP) • A massive market • Technology roadmap & Cloud • MPN endorsement & benefits • Marketing & market-making • Co-selling & advocacy • Deal registration *

  8. Even More Perfect Partnering…? • Exceptional References, key markets & technologies • Making capability visible to MSFT leverage Pinpoint • Scale of sales team & customers - reach • Scale of pre-sales capability for MSFT • Committed - top down committed leadership • Planning & execution – MPN, plan & point of contact • LAR partnership & partnering with MSFT nicheplayers • Sharing pipeline & forecast - deal registration • Focused and connected to account teams • Use & show our latest & greatest technology • Embracing and evangelising the Cloud

  9. Conclusion

More Related