Sales Summit 2 -Minds&More - Cloud intro + microsoft fy14

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presentation of impact of cloud solutions on business models - presented at sales summit Minds&More (oct 9, 2013) by benny van calster & microsoft (patrick viaene)

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Sales Summit 2 -Minds&More - Cloud intro + microsoft fy14

  1. 1. “BUSINESS IMPACT OF CLOUD SOLUTIONS” Need to build specific sales and channel skills/capabilities How understand impact from customer view point? (processes & people) Ensuring consistency in pricing with our traditional solutions? CLOUD SOLUTIONS FROM A BUSINESS PERSPECTIVE Is this a true paradigm shift in our way of working? (Sales & Marketing) What are the drivers for change from a “sales training” perspective? How can we accommodate the transformation in our teams?
  2. 2. “JUST 1 SET OF RESEARCH INSIGHTS” Data points amongst 460 sr. Financial decision makers: 1. Increased flexibility (57%) & increased scalability (53%) 2. Impact on business planning & budgets ‘from capex to opex’ (52%) 3. Growing via acquisitions -> Reduces cost of M&A (47%) VansonBourne – spring 2012 Cloud solutions will have broad business impact in most organisations and most functions !
  3. 3. “The Sales Performance & Productivity Summit II” How is the cloud and other disruptive trends changing the business game when it comes to selling, managing channels and marketing Track 2 14:00 – 14:45 Eric Delacroix, Managing Partner EURA NOVA Case study Patrick Viaene, Cloud Sales Manager Microsoft Tweet #9octsalessummit Eric Delacroix Managing Partner EURA NOVA Patrick Viaene Cloud Sales Manager MICROSOFT SMS 0495/582.221 with your question + name
  4. 4. Patrick Viaene Cloud Sales Manager Anti-Piracy Manager Microsoft Belgium & Luxemburg patrickv@microsoft.com @patrickvia
  5. 5. History Traditionally: SMB Enterprise Wholesaler LAR Reseller Customer Customer June 2011: Office 365 SMB Enterprise Customer LAR Customer
  6. 6. 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”
  7. 7. History Traditionally: SMB Enterprise Wholesaler LAR Reseller Customer Customer June 2011: Office 365 SMB Enterprise Customer LAR Customer
  8. 8. History June 2011: Office 365 SMB Enterprise Customer LAR Customer
  9. 9. History June 2011: Office 365 SMB Enterprise Customer Customer LAR March 2013: Office 365 added to traditional volume license options SMB Wholesaler Reseller Customer
  10. 10. 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
  11. 11. 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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