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Stuart White Corporate Accounts Lead

Stuart White Corporate Accounts Lead. Agenda. CA Lead Introduction Market Changes Corporate Accounts Vision Organizational Structure Top S ales Opportunities Engaging for Success. A bit about me…. Sun Microsystems (1995 – 2004) Marketing Manager – Southern Africa

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Stuart White Corporate Accounts Lead

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  1. Stuart White Corporate Accounts Lead

  2. Agenda CA Lead Introduction Market Changes Corporate Accounts Vision Organizational Structure Top Sales Opportunities Engaging for Success

  3. A bit about me….. • Sun Microsystems (1995 – 2004) • Marketing Manager – Southern Africa • Product Manager – Australia • Specialist Sales Lead - Australia • Financial Services AM - NSW • Commonwealth Bank – Client Executive • Major Accounts Sales Manager - NSW • Mercury Interactive (2004 – 2006) (HP Acquired) • Regional Sales Manager – Financial Services • Microsoft (2006 -) • Developer Tools Sales Lead (DPE) • Application Platform Sales Lead (EPG) • Director Corporate Accounts

  4. WHERE Are We Going? WHAT Do We Want To Become?

  5. We Are Transforming OurselvesInto A Cloud Services Company! CLOUD SERVICES PC MOBILE TV/HOME ON-PREMISES

  6. SMS&P Corporate Account Vision 1 2 3 Maximize Opportunity for Microsoft and Partners Improve Customer Experience Improve Simplicity and Execution

  7. Winning In FY11! • Lead with our Future – Sell Azure, MS Online! • Launch In-tune, Union, CRM Online Sell CRM Everywhere Drive Win 7 and Office 2010 upgrade Drive Net New and Renewal of Platform EAs (150) Grow Share & Loyalty Faster than our Competitors! #1

  8. Segmentation: Overview of CA Evolution FY10 Model FY11 Model Transition Global, Major and CFAM Global, Major and CAM-EPG 389 Accts 661 Accts 500 Accts 1560 Accts 786 Accts FY11 SMS&P Customer Segments CAM = Corporate Account Managed CTM = Corporate Territory Managed SMB = Small and Medium Business FY11 Specialty Roles vTSP = Virtual Technology SpecialistCTS = Corporate Technology Specialist SSP = Solution Specialist TSP = Technical Solution Professional FY11 SMS&P Roles AM = Account Manager SMS&P OM = Opportunity Manager ITM = Inside Territory Manager

  9. Overview of Corporate Accounts Our Corporate Accounts charter is to enable every Corporate Business to realize their full potential with Microsoft and its partners while driving customer satisfaction, revenue and competitive share. • Corporate Account Managed • 10 AM reps – average quota c$11.9M • Targeted accounts >500 seats • Average FY10 Revenue per Account: c$218K • Corporate Territory Managed • 7 OM’s + 7 ITM’s – average quota c$8.4M • Targeted accounts >250-500 seats • Average FY10 Revenue per Account: c$75K 500 Accts • Corporate Account FY11 Outlook • Approx. 13% revenue growth • New/New: 12%+ • EA New: 30%+ (includes Approx. 150 EAs for FY11) • EA Penetration: 46%+ 786 Accts

  10. Corporate Accounts EA Landscape. • 150 Net New EA’s • 84 Renewals • Additional 40 Renewals expire on 30/6/2011 • 350 Agreements with anniversaries in FY11 • True up expectations • CAM – 60% of annual value • CTM – 30% of annual value • Microsoft Financing opportunities

  11. Top Licensing Sales Priorities Maximise EA Penetration • Drive EAP and ECI Penetration 100% True-up Compliance BPOS • 90% EA Revenue Renewal Rate in each Quarter

  12. How to Win – Lead with the Platform Optimised end user experience Messaging CRM and ERP Content management & Collaboration Presence & Communication Tablet PC Web PDA Mobile Voice Systems management and security Identity and access management Active Directory Data storage and management Platform and network services

  13. Underlying Technologies Office Internet Explorer Vista MDOP Windows Mobile Dynamics Exchange Server Dynamics SharePoint Office Communication Server PC Tablet Web PDA Mobile Voice System Center Forefront Active Directory Active Directory SQL Server Windows Server Hyper-V

  14. Corporate Accounts Leadership

  15. Tony Katsabaris • CAM Commercial Lead • Louis Nonis • Corporate Account • Manager VIC • James McKay • Corporate Account • Manager NSW • Nathalie Barsoum • Corporate Account • Manager NSW • Setha Sorn • Corporate Account • Manager VIC • Neil McMullan • Corporate Account • Manager QLD • Matthew Bruce • Corporate Account • Manager WA • Deb Taylor • Corporate Technology • Specialist (Northern) • Marty Gnanananthan • Corporate Technology • Specialist (Qld) • Clint Harris • Corporate Technology • Specialist (Vic)

  16. Jennifer Cains • Inside Sales Management • TBH • Opportunity Manager • NSW • Richard Heaton • Opportunity Manager • VIC • Leigh Cresswell • Corporate Territory • Manager (Southern) • Claire Roberts • Corporate Territory • Manager (Northern) • Rick Gara • Corporate Territory • Manager (Southern) • Rui Gago • Corporate Territory • Manager • Rob Cox • Inside Sales Territory • Manager • TBH • Opportunity Manager • WA

  17. Lisa Youlden • Public Sector • TBH • Opportunity Manager • VIC • Ben Place • Opportunity Manager • QLD • TBH • Opportunity Manager • NSW • Liam Ridgeway • Inside Sales - SA • Corporate Territory Manager • Sarah Cunningham • Corporate Account • Manager - PS • Ross Hutchings • Corporate Account • Manager - Health • Gaurav Sheel • Corporate Territory • Manager (Northern) • Huy Lay • Corporate Account • Manager - PS • Paul Hutchings • Corporate Account Manager • Education • Graeme Lee • Inside Sales Management • Education • Mark Caldwell • Inside Sales Territory Mgr • Education

  18. Engaging for success • Your PAM is your broker! • Trust (mutual) is everything! • Be clear (& realistic) on your capabilities and capacity! • Alignment of solutions. • Pro-active planning & targeting. • Consider partnering with other partners. • Really understand our Cloud strategy.

  19. Thank You! Stuart White Director, Corporate Accounts +61 2 9870 2206 stuart.white@microsoft.com

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