in SMB Brent Combest Director WW Sales SMB Microsoft Ben Gower CEO Perspicuity Cloud Vision CL607i Recurring Revenue Generation A New Type of Sales Rep Process focused on Optimization ID: 252261
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Slide1Slide2
Building a High Volume Cloud Sales Engine in SMB
Brent Combest, Director WW Sales SMB MicrosoftBen Gower, CEO PerspicuityCloud Vision
CL607iSlide3
Recurring Revenue
Generation
A
New Type of Sales RepProcess focused on OptimizationA Comp Model that Rewards Volume
A
B
C
Close
$
The New Paradigm
Themes of High Performing PartnersSlide4
Ben Gower
CEO
Year
Founded
Employees
Customers
TTM Seats
2002
23
1605
98,304Slide5
The Business
Model
Cost Effective Lead Generation
Getting the Basic Sales Model Correct
Performing
Off
the Scale
TodaySlide6
Basics
The Opportunity is
Huge
The # of partners not leading with the cloud is huge (but decreasing)To make it work, you will have to changeIt can be doneThis is what we’ve learned – but you must
do it your waySlide7
Business Model
1
2
3
4
I am a sales machine
I am a cash cow!
I make the real money
I make lots of real money
Sell licenses, migrations
Migrate
Data
Managed Services
Custom
Apps
$$$$$$$$$$Slide8
25+ Seat deals
Sub 10 seat deals
Lower Mid Market
Sub 10 seat dealsSub 10 seat dealsLower Mid MarketAll rounder
Leads
Outbound Marketing
Education Events/ CIE
Social
Joint Marketing
Value: $
Value: $$$
Value: $$
Value: $$$Slide9
Your services must be crisply and confidently described
Process, Process, Process—everyone understands it
Sales Basics
I am a very important sales person and I earn $150,000++ pa
I am not
I am unencumbered, by preconceived notions that clouds are bad
I am keen, and ready to learn and I’m not an A Typical
salesperson
The right
people
The right repeatable process
The right supporting materialsSlide10
Maddie Hollis
Joe Smith
Elliott Carter
Coralie Crescence
Charlie Gilbert
Adam Priscott
Our TeamSlide11
A clearly defined reason for purchasing Office 365
A budget in place for licenses and migration
An agreed implementation plan for Office 365
No SuspectsSlide12
No proposals!
This is a sales call not a debating society!
It comes in a purple
box—ok
?
Don’t stray out of your comfort zone!
Re-invent for bigger sales
Continuous education
High PerformingSlide13
250 seats per month target
–
$
5 per seat$10.000 revenue per month target – 10% of revenue
(from Price list, maintain your margin always)5* customer satisfaction target
And then
And then
$$$$
And then
CompensationSlide14
Ben Gowerben.gower@cloudvisionuk.comSlide15
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overall evaluationAny evaluation will enter you into a drawing for prizes each daySlide16
©
2014
Microsoft Corporation. All rights reserved. Microsoft, Windows,
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.