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Supercharge Your Growth in Depth. Michelle Daw - Northern Region Sales Manager Dean Swan - Southern Region Sales Manager. Agenda. Intro and FY08 snapshot Sales engagement model in Depth Sales optimization (Bermuda) MS priorities FY09 Investment areas External Research for Growth

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Supercharge your growth in depth

Supercharge Your Growth in Depth

Michelle Daw - Northern Region Sales Manager

Dean Swan - Southern Region Sales Manager


Agenda
Agenda

  • Intro and FY08 snapshot

  • Sales engagement model in Depth

  • Sales optimization (Bermuda)

  • MS priorities FY09

  • Investment areas

  • External Research for Growth

  • Partner commitments

  • Q&A


What is the depth customer segment

Depth

Breadth

5-250 PCs

1-500 employees

250-1000 PCs

500-999 employees

Characteristics

104k

1678

Corporate

Major

500-10,000 PCs

1,000 -15,000employees

>10,000 PCs

>15,000 employees

200

25

What is the Depth customer segment?

FY09 Taxonomy




Depth atu model
Depth ATU Model

Sales Team Structure



Sales optimization through better territory planning bermuda
Sales optimization through better territory planning (Bermuda)

  • Sales Excellence through effective alignment of internal and external resources

  • Highlighting solutions and associated revenue opportunities

  • Optimising our territory planning process for FY09



What is top of mind for cios
What is top of mind for CIOs? (Bermuda)

Source: Gartner; “Making the Difference: The 2008 CIO Agenda”, May 2008



Where are we investing in depth
Where are we investing in Depth? (Bermuda)

  • 43 Direct Sales people focused on Depth

  • Analytic Predictive Models (Bermuda)

  • Security Guidance Centre for 700 customers

  • Microsoft Licensing Statements ($100K investment)

  • $2.46M Marketing Dollars

    • IW Campaigns

    • Server & Tools Campaigns

    • BDM Campaigns

    • Through Partner Marketing


New research for growth
New Research For Growth (Bermuda)

  • Growth in the Mid-Market to outstrip Enterprise in FY09

Source: Microsoft research based on IDC data, Dec 2007


Partner Commitments (Bermuda)

  • Build a business plan with your PAM

  • Build Partner Solution Plan around campaigns with Depth focus

  • Share pipeline

  • Data Cleansing & Mining-Medium business success starts with data

  • Get the Depth managed account list from your Partner Account Manager

  • Build sales and technical capability aligned to the market opportunity


Q & A (Bermuda)


Contact us

Contact Us (Bermuda)

Michelle Daw [email protected] (02) 9870 2337

Dean Swan [email protected] (02) 9870 2395


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