tomorrow - download.microsoft.comdownload.microsoft.com/documents/Australia/apc/... · 1. Focus on the right relationships to partner well 2. Build your own marketing muscle 3. Optimize

tomorrow

The Modern BusinessWinning Together

Mike Girdis – STU Application Platform ManagerBenoit Goreux – STU Application Platform ManagerMike Ward – Product Manager Application Platform

AgendaOverview of Application Platform Business Australia

Q & A with Microsoft Field Sellers + Marketing

With Gold Partner Panel

FY14 Programs to help you

What we did - Australia?

Largest new revenue business

in Australia and WW

+16% market share relative to

Oracle

RDBMS

#2 in Australia Revenue (29%)

#1 in Australia Units

Double digit Growth in FY13

EPG and SMS&P field organizations

STU Australia

Application Platform Team

Chris Vidotto

Principal

Telstra

Aus. Post

Kristina

Rumpff

TSP

C South, PS Vic,

SA

Simon Brown

TSP

C South, FS Vic,

WA

Gary Casham

SSP

WA EPG-CAM

Stefan Romiti

SSP

PS Vic. SA

Naime Siddell

SSP

Comm. Victoria

Charles

Pukallus

Principal

NAB

ANZ

TBH

Principal

Mining

Benoit Goreux

Sales Manager (South)

TBH

SSP

ACT

TBH

SSP

CAM (N,S,PS)

Darien Nagle

SSP

QLD/NT

EPG-CAM

Lesley French

SSP

FSI NSW

PS NSW

Martin Kirby

SSP

Comm. North

TBH

Principal

DoD, DHS, ATO

Gavin Watson

Principal

NSW Health /

Transp.

James Bibby

Principal

CBA,WBC,Macq

uarie

Shashank

Pawar

TSP

North, FSI

NSW,

ACT

Agnes

Panosian

TSP

QLD/NT, PS

NSW

Michael Girdis

Sales Manager (North)

Application Platform - What we do?

Ho

rizo

nta

l Sce

nari

os

Vert

icalS

cen

ari

os

What’s new

SMB

STU & Partner Alignment

Cloud Consumer

Partner & Industry

Innovation People

The case for change

AgendaOverview of Microsoft Australia and corporate org’s

Q & A with Microsoft Field Sellers + Marketing

And Gold Partner Panel

The panelPartners

Microsoft

Peter Ward – WardyIt (MAPA winner)

Nadav Rayman – Bizdata (MAPA finalist)

John Hoffman - Altis

Hugh Rogers - Oakton

Stuart White – Enterprise Marketing Lead

Martin Kirby – Solution Sales Specialist

Aaron Cooper – Technology Sales Specialist

Benoit Goreux and Michael Girdis – Specialist Technology Unit Leads App Plat

Martin McCaffery – Partner Technology Advisor Business Solutions

EPG | MICROSOFT CONFIDENTIALSales Growth, Predictability, and Success Initiative

Microsoft Selling Process

Microsoft Selling Process

EPG | MICROSOFT CONFIDENTIALSales Growth, Predictability, and Success Initiative

Microsoft Selling Process

Microsoft Selling Process

What is your lead generation process?

What role does marketing play?

How do you develop new relationships?

What role do Microsoft or partners play in this?

How do you qualify a lead (BANT)

EPG | MICROSOFT CONFIDENTIALSales Growth, Predictability, and Success Initiative

Microsoft Selling Process

Microsoft Selling Process

What is your process for developing an opportunity?

What are the tools you utilize such as POCs?

What is the usual rate of drop-off from 20% to 60%?

How do you keep deals moving?

How much work is with business vs. technical at customer?

EPG | MICROSOFT CONFIDENTIALSales Growth, Predictability, and Success Initiative

Microsoft Selling Process

Microsoft Selling Process

What does a typical proposal look like?

What is toughest part of closing the deal?

Why do you lose deals?

What metrics do you track?

How do you identify the customers buying process?

1. Focus on the right relationships to partner well

2. Build your own marketing muscle

3. Optimize your own sales cycle

Call to actions

Thank You

Mike Girdis [email protected] Goreux [email protected] Ward – [email protected] Kirby – [email protected] Cooper –[email protected] McCaffery – [email protected] Ward –[email protected]

Call to Action

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