The document discusses Microsoft's enterprise sales strategy and organization. It outlines key priorities around technologies like the optimized desktop, virtualization, productivity solutions, and industry applications. It describes the sales scorecard, metrics, and segmentation model used to organize different customer types. The specialist sales and corporate accounts teams are introduced along with their roles and leadership. Finally, it discusses the importance of joint engagement between Microsoft and its partners.

2. The Sales Machine:
Understanding Enterprise Sales at Microsoft
Mark Leigh, Director – Specialist Sales
Stuart White, Director – Corporate Accounts

3. • Enterprise Priorities
• Customer & Partner Segmentation
• Specialist Sales Team
• Corporate Accounts Team
• Joint Engagement
• Q&A
The Sales Machine: Understanding
Enterprise Sales at Microsoft

4. Enterprise Priorities
Accelerate the Optimised Desktop
Win Virtualization and Server Workloads
Lead with the future of Productivity
Win Application Platform with SQL and SharePoint
Drive Industry Solution Area Selling
Build enduring customer & partner relationships
Grow xRM everywhere

5. Scorecard and KPI’s
•Windows Server Units
•BPOS Customer Adds
•Exchange 2010 Deployment
•Notes Seats Switched
•Enrolment for Application Platform
•MDOP Penetration
WIN Customers
•NSAT
•Desktop Deployment (Windows 7 & Office 2010)
DRIVE Satisfaction
•Sharepoint Server
•Systems Centre Server Management
•SQL Server Premium Mix
•Dynamics CRM Seat Adds
GROW the Business
•Azure Paid Subscriptions
•UC Lighthouse wins
•Datacenter Pilots
INNOVATE

6. Segmentation Model
Enterprise Major
Corporate Acct
Managed - EPG
Corporate Account
Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPGSMS&P
50 Customers
320 Customers
500 Customers
800 customers

7. Segmentation Model
Enterprise
Major
Corporate Acct
Managed - EPG
Corporate Account
Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPGSMS&P
Alliance
Solution Partner
Solution Partner
Tele-Managed
Solution Partner
Tele-covered
Partner Segments

8. Segmentation Model
Enterprise
Major
Corporate Acct
Managed - EPG
Corporate Account
Managed – SMS&P
Corporate Territory Managed
Breadth/SMB
Customer Segments
EPGSMS&P
Alliance
Solution Partner
Solution Partner
Tele-Managed
Solution Partner
Tele-covered
Partner Segments
PTUPST

9. 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 Sales

10. 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 Sales

11. Specialist Sales Roles
•Datacentre
•Security
•Optimised Desktop
Core Infrastructure
•Productivity & BPOS
•Unified Communications
•Collaboration
•EPM & Visio
Productivity
•Platform
•Integration
•BI
Platform
•Voice
•HPC
•Identity and Access
•Azure
Incubation

12. Specialist Sales Leadership Team
Specialist Sales
Mark Leigh
Core
Infrastructure
Jonathan
Hatchuel
11
Desktop &
Productivity
Pen Lewin
13
Productivity
Peter Ulm
14
Platform
North
Michael Girdis
10
Platform
South
Colin Weir
7
MS Online
Sales Lead
Brian Glasgow
Incubation
Sales
Peter Bender
7
Incubation
Voice/Mobility
Mario D’Silva
7

13. 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 Sales

14. Corporate Accounts Roles
• Corporate Account Manager
• Corporate Territory Manager
• Opportunity Manager
• Licensing Sales Specialist
Sales
• Corporate Technology SpecialistTechnical Sales

15. Corporate Accounts Leadership
Stuart White
Director , Corporate Accounts
Corporate Account
Managed (CAM)
Commercial
Tony Katsabaris
9
Corporate Territory
Managed (CTM)
Commercial
Jennifer Cains
8
Public Sector
(CAM + CTM)
Lisa Youlden
11
Marketing
Kim Partridge

17. Joint Engagement
• Your PAM is your broker!
• Trust (mutual) is everything!
• Be clear (& realistic) on capabilities and
capacity!
• Consider partnering with partners
• Alignment of solutions
• Pro-active planning & targeting
• Really understand our Cloud strategy