stuart white corporate accounts lead. ca lead introduction market changes corporate accounts vision...
TRANSCRIPT
Stuart WhiteCorporate Accounts Lead
Agenda• CA Lead Introduction• Market Changes • Corporate Accounts Vision• Organizational Structure • Top Sales Opportunities• Engaging for Success
A bit about me…..
•Sun Microsystems (1995 – 2004)Marketing Manager – Southern AfricaProduct Manager – AustraliaSpecialist Sales Lead - AustraliaFinancial Services AM - NSWCommonwealth Bank – Client ExecutiveMajor Accounts Sales Manager - NSW
•Mercury Interactive (2004 – 2006) (HP Acquired)Regional Sales Manager – Financial Services
•Microsoft (2006 -)Developer Tools Sales Lead (DPE)Application Platform Sales Lead (EPG)Director Corporate Accounts
WHAT Do We Want To Become?
WHERE Are We Going?
ON-PREMISES
CLOUD SERVICES
TV/HOMEPC MOBILE
We Are Transforming OurselvesInto A Cloud Services Company!
SMS&P Corporate Account Vision
Maximize Opportunity for Microsoft and Partners
Improve Customer
Experience
1 2 3Improve
Simplicity and
Execution
Winning In FY11!
Sell CRM Everywhere
Lead with our Future – Sell Azure, MS Online! Launch In-tune, Union, CRM Online
Drive Win 7 and Office 2010 upgrade
Grow Share & Loyalty Faster than our Competitors! #1
Drive Net New and Renewal of Platform EAs (150)
EPGCAM
CTM
SMB
Segmentation: Overview of CA Evolution
EPGCIAM
CPM
SMB
661 Accts
1560 Accts
500 Accts
786 Accts
FY10 Model FY11 Model Transition
FY11 SMS&P Customer SegmentsCAM = Corporate Account ManagedCTM = Corporate Territory ManagedSMB = Small and Medium Business
Global, Majorand CFAM
Global, Majorand CAM-EPG
FY11 SMS&P RolesAM = Account Manager SMS&POM = Opportunity ManagerITM = Inside Territory Manager
FY11 Specialty RolesvTSP = Virtual Technology SpecialistCTS = Corporate Technology SpecialistSSP = Solution SpecialistTSP = Technical Solution Professional
389 Accts
EPG
CAM
CTM
SMB
Overview of Corporate Accounts
500 Accts
786 Accts
Corporate Account Managed• 10 AM reps – average quota c$11.9M • Targeted accounts >500 seats• Average FY10 Revenue per Account: c$218K
Corporate Territory Managed• 7 OM’s + 7 ITM’s – average quota c$8.4M• Targeted accounts >250-500 seats• Average FY10 Revenue per Account: c$75K
Our Corporate Accounts charter is to enable every Corporate Business to
realize their full potential with Microsoft and its partners while driving customer satisfaction, revenue and competitive
share.
Corporate Account FY11 Outlook• Approx. 13% revenue growth • New/New: 12%+• EA New: 30%+ (includes Approx. 150 EAs
for FY11)• EA Penetration: 46%+
Corporate Accounts EA Landscape.
150 Net New EA’s 84 Renewals
Additional 40 Renewals expire on 30/6/2011350 Agreements with anniversaries in FY11
True up expectationsCAM – 60% of annual valueCTM – 30% of annual value
Microsoft Financing opportunities
90% EA Revenue Renewal Rate in each Quarter
Drive EAP and ECI Penetration
Maximise EA PenetrationB
PO
S100% True-up Compliance
Top Licensing Sales Priorities
Platform and network services
Data storage and management
CRM and ERP Content
management&
Collaboration
Presence&
CommunicationMessaging
PC Tablet Web PDA Mobile Voice
Optimised end user experience
How to Win – Lead with the Platform
Act
ive D
irect
ory
Identi
ty a
nd a
ccess
m
anagem
ent
Syste
ms m
anagem
ent
and se
curity
Hyper-V
Windows Server
SQL Server
Dynamics SharePointOffice
Communication Server Exchange
Server
PC Tablet Web PDA Mobile Voice
Office Vista Windows Mobile Dynamics Internet Explorer
Underlying Technologies
Act
ive D
irect
ory
Act
ive D
irect
ory
Syste
m C
ente
rFo
refro
nt
MDOP
Corporate Accounts Leadership
Stuart WhiteDirector , Corporate Accounts
CAM CommercialTony Katsabaris
…
CTM CommercialJennifer Cains
…
Public SectorLisa Youlden
…
Marketing Kim Partridge
Tony Katsabaris CAM Commercial Lead
Louis NonisCorporate Account
Manager VIC
Nathalie BarsoumCorporate Account
Manager NSW
Neil McMullanCorporate Account
Manager QLD
Matthew BruceCorporate Account
Manager WA
Setha SornCorporate Account
Manager VIC
James McKayCorporate Account
Manager NSW
Clint HarrisCorporate Technology
Specialist (Vic)
Marty GnanananthanCorporate Technology
Specialist (Qld)
Deb TaylorCorporate Technology Specialist (Northern)
Jennifer CainsInside Sales Management
TBHOpportunity Manager
NSW
Leigh CresswellCorporate TerritoryManager (Southern)
Rick GaraCorporate TerritoryManager (Southern)
Rui GagoCorporate Territory
Manager
Claire RobertsCorporate TerritoryManager (Northern)
Richard HeatonOpportunity Manager
VIC
TBHOpportunity Manager
WA
Rob CoxInside Sales Territory
Manager
Lisa YouldenPublic Sector
TBHOpportunity Manager
VIC
TBHOpportunity Manager
NSW
Sarah CunninghamCorporate Account
Manager - PS
Ross HutchingsCorporate AccountManager - Health
Liam RidgewayInside Sales - SA
Corporate Territory Manager
Ben PlaceOpportunity Manager
QLD
Graeme LeeInside Sales Management
Education
Huy LayCorporate Account
Manager - PS
Gaurav SheelCorporate Territory Manager (Northern)
Mark CaldwellInside Sales Territory Mgr
Education
Paul HutchingsCorporate Account Manager
Education
Engaging for success
• Your PAM is your broker!• Trust (mutual) is everything!• Be clear (& realistic) on your capabilities and
capacity!• Alignment of solutions.• Pro-active planning & targeting.• Consider partnering with other partners.• Really understand our Cloud strategy.
