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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

january
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The Sales Machine: Understanding Enterprise Sales at Microsoft

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  1. The Sales Machine: Understanding Enterprise Sales at Microsoft Mark Leigh, Director – Specialist Sales Stuart White, Director – Corporate Accounts

  2. The Sales Machine: Understanding Enterprise Sales at Microsoft • Enterprise Priorities • Customer & Partner Segmentation • Specialist Sales Team • Corporate Accounts Team • Joint Engagement • Q&A

  3. Enterprise Priorities

  4. Scorecard and KPI’s

  5. Major Segmentation Model • Corporate Acct Managed - EPG Customer Segments Enterprise 50 Customers • Corporate Account Managed – SMS&P EPG 320 Customers • Corporate Territory Managed • Breadth/SMB 500 Customers 800 customers SMS&P

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

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

  8. Enterprise Sales ENTERPRISE SALES EPG/PUBLIC SECTOR SMS&P Account Teams Financial Services Health Edu Comm North Comm North Comms & Media Corporate Accounts Commercial Public Sector WA SA QLD NSW VIC ACT Specialist Sales Core Infrastructure Productivity Platform Incubation Partner Teams Alliance Partners Solution Partners

  9. Enterprise Sales ENTERPRISE SALES EPG/PUBLIC SECTOR SMS&P Account Teams Financial Services Health Edu Comm North Comm North Comms & Media Corporate Accounts Commercial Public Sector WA SA QLD NSW VIC ACT Specialist Sales Core Infrastructure Productivity Platform Incubation Partner Teams Alliance Partners Solution Partners

  10. Specialist Sales Roles

  11. Specialist Sales Leadership Team

  12. Enterprise Sales ENTERPRISE SALES EPG/PUBLIC SECTOR SMS&P Account Teams Financial Services Health Edu Comm North Comm North Comms & Media Corporate Accounts Commercial Public Sector WA SA QLD NSW VIC ACT Specialist Sales Core Infrastructure Productivity Platform Incubation Partner Teams Alliance Partners Solution Partners

  13. Corporate Accounts Roles

  14. Corporate Accounts Leadership

  15. 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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