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The Sales Machine: Understanding Enterprise Sales at Microsoft. Mark Leigh, Director – Specialist Sales Stuart White, Director – Corporate Accounts. The Sales Machine: Understanding Enterprise Sales at Microsoft. Enterprise Priorities Customer & Partner Segmentation Specialist Sales Team

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the sales machine understanding enterprise sales at microsoft

The Sales Machine: Understanding Enterprise Sales at Microsoft

Mark Leigh, Director – Specialist Sales

Stuart White, Director – Corporate Accounts

slide3

The Sales Machine: Understanding Enterprise Sales at Microsoft

  • Enterprise Priorities
  • Customer & Partner Segmentation
  • Specialist Sales Team
  • Corporate Accounts Team
  • Joint Engagement
  • Q&A
segmentation model

Major

Segmentation Model
  • Corporate Acct Managed - EPG

Customer Segments

Enterprise

50 Customers

  • Corporate Account Managed – SMS&P

EPG

320 Customers

  • Corporate Territory Managed
  • Breadth/SMB

500 Customers

800 customers

SMS&P

segmentation model1

Major

  • Alliance
Segmentation Model
  • Corporate Acct Managed - EPG

Customer Segments

Partner Segments

  • Solution Partner

Enterprise

  • Corporate Account Managed – SMS&P

EPG

  • Solution Partner
  • Tele-Managed
  • Corporate Territory Managed
  • Solution Partner
  • Tele-covered
  • Breadth/SMB

SMS&P

segmentation model2

Major

  • Alliance
Segmentation Model
  • Corporate Acct Managed - EPG

Customer Segments

Partner Segments

  • Solution Partner

PTU

Enterprise

  • Corporate Account Managed – SMS&P

EPG

  • Solution Partner
  • Tele-Managed
  • Corporate Territory Managed

PST

  • Solution Partner
  • Tele-covered
  • Breadth/SMB

SMS&P

enterprise sales
Enterprise Sales

ENTERPRISE SALES

EPG/PUBLIC SECTOR

SMS&P

Account Teams

Financial Services

Health

Edu

Comm

North

Comm

North

Comms & Media

Corporate Accounts

Commercial

Public Sector

WA

SA

QLD

NSW

VIC

ACT

Specialist Sales

Core Infrastructure

Productivity

Platform

Incubation

Partner Teams

Alliance Partners

Solution Partners

enterprise sales1
Enterprise Sales

ENTERPRISE SALES

EPG/PUBLIC SECTOR

SMS&P

Account Teams

Financial Services

Health

Edu

Comm

North

Comm

North

Comms & Media

Corporate Accounts

Commercial

Public Sector

WA

SA

QLD

NSW

VIC

ACT

Specialist Sales

Core Infrastructure

Productivity

Platform

Incubation

Partner Teams

Alliance Partners

Solution Partners

enterprise sales2
Enterprise Sales

ENTERPRISE SALES

EPG/PUBLIC SECTOR

SMS&P

Account Teams

Financial Services

Health

Edu

Comm

North

Comm

North

Comms & Media

Corporate Accounts

Commercial

Public Sector

WA

SA

QLD

NSW

VIC

ACT

Specialist Sales

Core Infrastructure

Productivity

Platform

Incubation

Partner Teams

Alliance Partners

Solution Partners

joint engagement
Joint Engagement
  • Your PAM is your broker!
  • Trust (mutual) is everything!
  • Be clear (& realistic) on capabilities and capacity!
  • Consider partnering with partners
  • Alignment of solutions
  • Pro-active planning & targeting
  • Really understand our Cloud strategy