sales performance & productivity summit ii - cloud - case study

“The Sales Performance & Productivity Summit II”

Track 214:00 – 14:45

How is the cloud and other disruptive trends changing the business game when it comes to

selling, managing channels and marketing

Case studyPatrick Viaene, Cloud Sales Manager Microsoft

SMS 0495/582.221 with

your question + name

Tweet #9octsalessummit

Patrick ViaeneCloud Sales ManagerMicrosoft Belgium & Luxemburgpatrickv@microsoft.com@patrickvia

Anti-Piracy Manager

History

June 2011: Office 365

SMB Customer

Enterprise Customer

Traditionally:

SMB Wholesaler Reseller Customer

Enterprise CustomerLAR

LAR

Channel reactions (and reality check)

“Customers don’t want to be billed by Microsoft”

“Your are billing MY customer”

“I am not going to sell this”

“The fee you are giving me is toooooo low”

History

June 2011: Office 365

SMB Customer

Enterprise Customer

Traditionally:

SMB Wholesaler Reseller Customer

Enterprise CustomerLAR

LAR

History

June 2011: Office 365

SMB Customer

Enterprise CustomerLAR

History

June 2011: Office 365

SMB Customer

Enterprise CustomerLAR

March 2013: Office 365 added to traditional volume license options

SMB Wholesaler Reseller Customer

Magical Solution !!

Reseller ‘owns’ his customer

One stop shopping for the customer

We expect a drop in ‘direct billing with fee’ sales

Reseller sets his own margin, every year

The reality after 6 months

Nice uptake in ‘new’ sales model

No drop in ‘direct sales’

Reseller feedback:

“In some cases, I like Microsoft taking the financial risk”

“I’m not equipped for recurring small billings”

“When Microsoft invoices, there’s less discussion on pricing”

“The margin I get from Microsoft is small, but I don’t need to do much”