1 / 21

We’ll show you the money! - find hidden revenue from existing customers !

We’ll show you the money! - find hidden revenue from existing customers !. Renee Gamble Director License Compliance and SAM. 3,900. $1.9bn. Piracy???. Counterfeit. Under licensing. Misversioning. Mislicensing. Protecting Your Bottom Line. Education Engineering Enforcement.

pillan
Download Presentation

We’ll show you the money! - find hidden revenue from existing customers !

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. We’ll show you the money!- find hidden revenue from existing customers! Renee Gamble Director License Compliance and SAM

  2. 3,900 $1.9bn

  3. Piracy??? Counterfeit Under licensing Misversioning Mislicensing

  4. Protecting Your Bottom Line Education Engineering Enforcement

  5. Are your customers at risk?

  6. What is SAM?

  7. Benefits to the Customer Save Money Manage Technological Change Avoid Unplanned Costs Avoid Risk Greater understanding of MS Licensing

  8. How do we do SAM at MS?

  9. A Balanced Equation Avoid future non-compliance Customers paying for Microsoft IP Adoption of SAM Generate incremental revenue + sustainable growth Education programme CPE Revenue SAM Identify counterfeits Customers valuing their investment in Microsoft Establish positive relationships with customers

  10. Engagement Model Customer Approach Lead Partner Leverage

  11. Benefits to You! Improve Profitability Receive Repeat Business Uncover New Business Trusted advisor to your customers

  12. Get Started Talk to customers about compliance from Day 1 • Persist when you don’t get the full picture • Onus is on the customer • Have the conversation every 6 months Use licensing and compliance as your value-add • Use your licensing knowledge to drive solution selling • Sell inventory & SAM tools to help customers

  13. Go After the Opportunity Microsoft TeleSAM can… Position You as a Trusted Advisor Provide the Necessary Pressure for Complacent Customers Provide a Baseline for You to Sell More

  14. Common SMB Pitfalls

  15. Final Checklist Help your customers understand their licensing responsibilities Know the common pitfalls and target opportunities Leverage MS resources and tools Attain the MPN SAM Competency Maximise the opportunity with MS Financing, GGWA, Open Value

  16. THANK YOU Renee Gamble Director Licensing, Compliance and SAM Microsoft Pty Ltd DID: 61 2 9870 2126 Mobile: 0459 157 121Email: rgamble@microsoft.com

More Related