engaging with microsoft corporate accounts
Post on 24-Mar-2016
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Engaging with Microsoft Corporate Accounts
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.
Winning in Corporate Accounts in FY10
Compete to WinAccount Discovery & Orchestration
Building Customer Relationships
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
Partnering Blueprint
Joint Accountability• Partner Business Plans
with Quarterly Business Reviews
• Partner Solution Plans with revenue objectives
by solution and at a customer level
Communication• Pipeline Transparency
• Deal Orchestration• Joint Account Planning
• Moving Open Sales to EA
IO and Deployment• IO Assessment partners
that can help us improve our customer insight
• Set specific solution objectives designed to
drive deployment
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.
THANK YOU
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