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Samen vissen naar Business Succes in Core Infra

Samen vissen naar Business Succes in Core Infra. Naam , Frank Muller, Martin Sih Rol : Specialist Sales Manager, Specialist Sales Core Infra 4 februari 2010. De kunst van het vangen ?. Partnering in Core Infra. Services. Solutions. Licenties. Services Ready Partnerships.

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Samen vissen naar Business Succes in Core Infra

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  1. Samenvissennaar Business Succes in Core Infra Naam, Frank Muller, Martin Sih Rol: Specialist Sales Manager, Specialist Sales Core Infra 4 februari 2010

  2. De kunst van het vangen?

  3. Partnering in Core Infra Services Solutions Licenties Services Ready Partnerships • Uitdagingen/Agenda: • Formulerengemeenschappelijke business doelen • Two way commit: lead generatie en keuzesmaken • Business planning: Succes met voorbedachterade! • Gemeenschappelijke sales cycle • Readiness: doenwat we beloven • Heldereafspraken: wiedoetwat • Governance: weetwat je meet!

  4. Agenda • Market focus • Business agreement • Joint Sales Cycle • Lead management • Van suspect naar prospect • Van prospect naar develop • Solution • Proof • Governance • Sales Support

  5. Microsoft “Business to Business” 200 130 • Grootzakelijk(EPG) • - allesegmenteninclonderwijs • directeinteractievanuit Microsoft • solution sales, acc mgt, techinical skills 1500 + pc’s 20.000 1.700 • MKB Markt(SMS&P) • Corporate Accounts (400) • Corp. Program Managed Accounts (1300) • Sector focus voor Public & Healthcare 250 – 1500 pc’s 700.000 + 650.000 • KleinzakelijkeMarkt • Breadth Accounts • IndirecteInteractie • Focus op ondernemers • Help ombedrijftelatengroeien TopWines4U 0- 250 PC’s • MKB Markt (SMS&P) • Segmentatieobv : aantalPC’s/ klantwaarde • Microsoft directe focus op Corporate markt • Microsoft directe marketing op Corporate markt • SpecifiekeaanpakPublic & Healthcare sector • Grootzakelijk (EPG) • 130 Large Accounts • Sector aanpak per segment • Onderwijseigenaanpak • Overheid; focus “named” accounts voor de Ministeries & Gemeentes

  6. Business Agreement

  7. Business Agreement • Overeenkomen SMART business doelstellingen • Services in euro • Licenties in euro • Referenties • New named accounts, new business • …. • Overeenkomengemeenschappelijke Sales Cycle • Overeenkomencontributie per sales cycle stap • Overeenkomen Governance

  8. Joint Sales Cycle

  9. Één Sales cycle

  10. Lead Management

  11. Lead Management: Health check Inside out analyselicentiepotentieel • Enterprise CAL (% of desktops covered with E-CAL) • Management (% of Windows servers covered with OML) • MDOP (% of desktops covered with MDOP) • Security (Does the enrollment contain ISA server licenses: yes = 100%, no = 0%)

  12. Account analyse: Bruto potentieel

  13. Van suspect naar prospect

  14. Account analyse: nettopotentieel IO profiling (push) Online Calculators (push of pull via web) Events Suggesties…….? Potentiëlebeloning

  15. Account analyse: nettopotentieel • Op basis van IO profiling • ROI calculator, Virtualisatie calculator • MS events,

  16. Praktijkvoorbeelden Handover • Leadoverdracht op basis van overleg of profilering: • Lead uit MS Day (gekwalificeerd) naar services ready partners • Lead over specifieke workload op basis van kennis top skills • Op basis van entry offering die we overeengekomenzijn met partner (NEN 7510 compliancy scan in health care) • Gezamenlijke ADS workshop

  17. Van prospect naar develop

  18. Kwalificatie: propositie Pain Power Profile Next Steps Vision Value Control Org. Chart

  19. Martin • Readiness Kaart: http://nlweb/extra/epgreadiness/virtualisatiereadinesscard/Pages/default.aspx

  20. Solution

  21. Solution • ArchictuurOntwerpsessie • Discover Assessment • ………..

  22. Proof

  23. Solution • Proof of Concept • Pilot

  24. Governance

  25. Governance • Lead Management • Delen focus accounts (suspects) • Na marketing events delen propspects • Development stage: • Delenbevindingen • Oplossingsrichtingovereenkomen + prijsindicatie • PSM opportunity wordtvoorzien van eventuele product opportunity en services opportunity • Deploy • Partner stelt Microsoft op hoogte van voortgang en aantallen in gebruikgenomenlicenties • Partner Account Management bewaakt Governance en stuurt op basis van status

  26. Sales Support • Partner handover met special bid: • DOWO: • SVAM: • SIAM: • MS Days op afroep per partner (minimaal 3 klanten) of partner aanwezig • Aanwezigheid op partner events • Services Ready Logo • SA Benefits: • DDPS – desktop deployment planning services • SDPS – sharepoint …… • EDPS – exchange …… • BVPS – Business Value ….. • FDPS – Forefront ….. • BIF

  27. Met Infra vang je geenbot!

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