sales performance & productivity summit ii - cloud - case study
TRANSCRIPT
“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
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Patrick ViaeneCloud Sales ManagerMicrosoft Belgium & [email protected]@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”
