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Engaging with Microsoft Corporate Accounts

Engaging with Microsoft Corporate Accounts. Format. 10 minute overview Corporate Accounts Priorities Partnering Blueprint 30 minute Round T able Workshop How do we remove some of the barriers to achieving our partnering blueprint?

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Engaging with Microsoft Corporate Accounts

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  1. Engaging with Microsoft Corporate Accounts

  2. Format • 10 minute overview • Corporate Accounts Priorities • Partnering Blueprint • 30 minute Round Table Workshop • How do we remove some of the barriers to achieving our partnering blueprint? • How can we improve? How do we compare with our competitors? • Feel free to use the time to ask questions about our respective businesses; • MS Management to capture actions.

  3. Winning in Corporate Accounts in FY10 Account Discovery & Orchestration Building Customer Relationships Compete to Win

  4. Account Manager Commitments GROW • Exceed or Achieve 100% FY10 Quota; • Maintain 170% pipeline coverage on a quarterly basis. • 100% Annuity Recapture • ECAL Billed Revenue YOY growth • XX % CRM attach to new EA • XX New Platform EA • Attainment of SMS&P SQL Server Billed Revenue budget • DRIVE SATISFACTION • Corporate Accounts Customer Satisfaction Index • 100% completion of customer satisfaction discussions; • 100% of accounts have been transitioned per Red Carpet checklist; • Desktop Deployment – Windows Vista/7 – SMS&P Corporate Accounts; • Desktop Deployment – Office 2007/2010 – SMS&P Corporate Accounts; • XX Premier support agreements (new or renewed) • WIN • XX BPOS Customers Adds – SMS&P • XX WS Committed License Growth – SMS&P • XX Open Office Win Back - SMSP Corporate Accounts

  5. Partnering Blueprint • Joint Accountability • Partner Business Plans with Quarterly Business Reviews • Partner Solution Plans with revenue objectives by solution and at a customer level • IO and Deployment • IO Assessment partners that can help us improve our customer insight • Set specific solution objectives designed to drive deployment • Communication • Pipeline Transparency • Deal Orchestration • Joint Account Planning • Moving Open Sales to EA

  6. Networking Roundtables Public Sector Tables (National) Northern Commercial (NSW, QLD, NT, ACT) Southern Commercial (VIC, SA, WA, TAS) Ask questions or provide feedback in a sequential order. This way everyone can participate equally.

  7. THANK YOU

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