Mark Leigh Director Specialist Sales Stuart White Director Corporate Accounts Enterprise Priorities Customer amp Partner Segmentation Specialist Sales Team Corporate Accounts Team ID: 635075
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Slide1Slide2
The Sales Machine: Understanding Enterprise Sales at Microsoft
Mark Leigh, Director – Specialist SalesStuart White, Director – Corporate AccountsSlide3
Enterprise
PrioritiesCustomer & Partner Segmentation
Specialist Sales Team Corporate Accounts TeamJoint EngagementQ&A
The Sales Machine: Understanding
Enterprise Sales at MicrosoftSlide4
Enterprise PrioritiesSlide5
Scorecard and KPI’sSlide6
Segmentation Model
Enterprise
Major
Corporate Acct Managed - EPG
Corporate Account Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPG
SMS&P
50 Customers
320 Customers
500 Customers
800 customersSlide7
Segmentation Model
Enterprise
Major
Corporate Acct Managed - EPG
Corporate Account Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPG
SMS&P
Alliance
Solution
Partner
Solution Partner
Tele-Managed
Solution Partner
Tele-covered
Partner SegmentsSlide8
Segmentation Model
Enterprise
Major
Corporate Acct Managed - EPG
Corporate Account Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPG
SMS&P
Alliance
Solution
Partner
Solution Partner
Tele-Managed
Solution Partner
Tele-covered
Partner Segments
PTU
PSTSlide9
ENTERPRISE SALES
EPG/PUBLIC SECTOR
SMS&P
Account Teams
Financial Services
Health
Edu
WA
SA
QLD
NSW
VIC
ACT
Comm
North
Comm
North
Comms
& Media
Corporate Accounts
Commercial
Public Sector
Specialist Sales
Core Infrastructure
Productivity
Platform
Incubation
Partner Teams
Alliance Partners
Solution Partners
Enterprise SalesSlide10
ENTERPRISE SALES
EPG/PUBLIC SECTOR
SMS&P
Account Teams
Financial Services
Health
Edu
WA
SA
QLD
NSW
VIC
ACT
Comm
North
Comm
North
Comms
& Media
Corporate Accounts
Commercial
Public Sector
Specialist Sales
Core Infrastructure
Productivity
Platform
Incubation
Partner Teams
Alliance Partners
Solution Partners
Enterprise SalesSlide11
Specialist Sales RolesSlide12
Specialist Sales Leadership TeamSlide13
ENTERPRISE SALES
EPG/PUBLIC SECTOR
SMS&P
Account Teams
Financial Services
Health
Edu
WA
SA
QLD
NSW
VIC
ACT
Comm
North
Comm
North
Comms
& Media
Corporate Accounts
Commercial
Public Sector
Specialist Sales
Core Infrastructure
Productivity
Platform
Incubation
Partner Teams
Alliance Partners
Solution Partners
Enterprise SalesSlide14
Corporate Accounts RolesSlide15
Corporate Accounts LeadershipSlide16Slide17
Joint Engagement
Your PAM is your broker!Trust (mutual) is everything!Be clear (& realistic) on
capabilities and capacity!Consider partnering with partnersAlignment of solutions
Pro-active planning &
targeting
Really
understand our Cloud
strategySlide18