Sales Performance & Productivity Summit II - Cloud - case study

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Sales Performance & Productivity Summit II - Cloud - case study

  1. 1. “The Sales Performance & Productivity Summit II” Track 2 14:00 – 14:45 How is the cloud and other disruptive trends changing the business game when it comes to selling, managing channels and marketing Case study Patrick Viaene, Cloud Sales Manager Microsoft Tweet #9octsalessummit SMS 0495/582.221 with your question + name
  2. 2. Patrick Viaene Cloud Sales Manager  Anti-Piracy Manager Microsoft Belgium & Luxemburg patrickv@microsoft.com @patrickvia
  3. 3. History Traditionally: SMB Enterprise  Wholesaler  Reseller  Customer LAR Customer June 2011: Office 365 SMB Enterprise Customer LAR Customer
  4. 4. Channel reactions (and reality check) “Your are billing MY customer” “Customers don’t want to be billed by Microsoft” “The fee you are giving me is toooooo low” “I am not going to sell this”
  5. 5. History Traditionally: SMB Enterprise  Wholesaler  Reseller  Customer LAR Customer June 2011: Office 365 SMB Enterprise Customer LAR Customer
  6. 6. History June 2011: Office 365 SMB Enterprise Customer LAR Customer
  7. 7. History June 2011: Office 365 SMB Enterprise Customer LAR Customer March 2013: Office 365 added to traditional volume license options SMB  Wholesaler  Reseller  Customer
  8. 8. Magical Solution !! One stop shopping for the customer Reseller ‘owns’ his customer Reseller sets his own margin, every year We expect a drop in ‘direct billing with fee’ sales
  9. 9. The reality after 6 months No drop in ‘direct sales’ Nice uptake in ‘new’ sales model Reseller feedback: “In some cases, I like Microsoft taking the financial risk” “I’m not equipped for recurring small billings” “When Microsoft invoices, there’s less discussion on pricing” “The margin I get from Microsoft is small, but I don’t need to do much”

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