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LARVK. The Corporate Accounts Opportunity. Max Long VP, Corporate Accounts and Partner Sales Microsoft Corporation. Mark Wolfram GM, Partner Sales Microsoft Corporation. Agenda. LAR Keynote Address FY11 Update – Mark Wolfram FY12 Enterprise Priorities – Max Long Sessions that follow

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The Corporate Accounts Opportunity

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The corporate accounts opportunity l.jpg

LARVK

The Corporate Accounts Opportunity

Max Long

VP, Corporate Accounts and Partner Sales

Microsoft Corporation

Mark Wolfram

GM, Partner Sales

Microsoft Corporation


Agenda l.jpg

Agenda

  • LAR Keynote Address

  • FY11 Update – Mark Wolfram

  • FY12 Enterprise Priorities – Max Long

  • Sessions that follow

  • Accelerating Licensing Opportunities – Joe Matz

  • LAR Evolution – Olivier Dispas

  • Channel Incentives – Allen Boone

  • Area Leads - Panel


Building a strong annuity business l.jpg

Building a Strong Annuity Business

Enterprise

Agreements

Enrollment for

Application Platform

Enrollment for

Core Infrastructure

  • 2,000 EA Renewed in 4Q

  • True-up Delinquency down to 8%

  • 1,800 Updated EA signed

>9,000

>3,500

6,950

>1,500

5,654

1,791

833

855

292

FY10

FY10

FY10

FY11

FY11

FY11

FY12

FY12

FY12

New Enrollments


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Supporting a Healthy Partner Ecosystem

Systems& Tools

Incentives

Readiness

5,500 Partners onboard 3,400 users/month8,000 Opportunities/month


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One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities6 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • 41% EA/OV penetrationin Corporate Accounts

  • Appx 4000 new A1/A2 contractsprojected in FY12in Corporate Accounts

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities7 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • Morgan Stanley – October 2010, “CIO Survey”

  • 80% of CIOs surveyed expect to upgrade to Windows 7 by the end of CY11

  • 74% expect to upgrade to Office 2010by the end of CY11

  • $150/pc revenue opportunity from Windows Pro to Windows Enterprise

  • At $50 per Desktop deployed, revenue Opportunity for Deployment exceeds $1.5B in Corporate Accounts

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities8 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • Showcasing and Romancing Windows devices

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities9 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • Gartner: “By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets”

  • LARs make 74% more incentives on a 1000 seat existing platform EA with E3 SKUs vs. on-premise

  • All existing on premise seats that are converted to online are worth 50 – 75% more to LARs in terms of compensation

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities10 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • CIOs rank Virtualization as their top priority

    Source: Gartner 2010

  • Microsoft in Magic Quadrant for Virtualization

    Source: Gartner 30 June 2011

  • Management and Virtualizationwill grow up to 70%

  • Our solution is more cost effectivethan VMware’s

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities11 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • CIOs rank BI in their top 5 priorities

    Source: Gartner 2010

  • Microsoft leads Magic Quadrant for BI

    Source: Gartner 27 January 2011

  • Microsoft BI - Priced for broad deployment

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities12 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • CRM industry is $11B

  • CRM industry is growing at 5.4%;and 16.4% for Cloud-based CRM

  • Dynamics CRM - over 1.7M usersin 80+ countries with 40+ languages

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities13 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • 1500+ new Premier contracts for FY12

  • Premier adds +13% to EA renewal likelihood

  • Premier adds +15% to average EA deal size

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


Fy12 enterprise priorities14 l.jpg

One Enterprise

FY12 Enterprise Priorities

Consistency YoY | SMS&P and EPG are aligned | Accountability thru LAR dashboard

Grow Licensing Penetration

  • Co-selling model to drive better relationships which will drive more revenue in the long term

Modernize the Business Desktop

Selling Windows Devices

Lead with the Future of Productivity

Win the Data Center

Grow the Application Platform

Partner Led Solution Area Sales

Grow Premier Services

Improve Customer and Partner Experience


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Partner Calls to Action

EA is great, but we also love Select and Open

Sell more software

Develop deeper relationships with customers

Deploy, Deploy, Deploy

Do

Best Microsoft portfolio ever, SIP, focused Microsoft sales force

Compete vigorously


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Your Feedback is Very Important to Us

Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/contest

Complete a WPC evaluation and you’re automatically entered to win the daily drawing for a luxury vacation AND a chance to win instant prizes!

Learn more in the Microsoft Partner Network Booth

Luxury Vacation for 2

Windows 7Phone

Online Giftcards


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© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.


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