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FY06 SoCal  Partner Briefing Susan Whiston Enterprise (EPG) SoCal District  Partner Account Manager (PAM)
FY06 PAM Roles (1 of 4) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
FY06 PAM Roles (2 of 4) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
FY06 PAM Roles (3 of 4) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
FY06 PAM Roles (4 of 4) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
FY06 SoCal District Enterprise Organization
STU-Specialist Team Unit
ATU-Account Team Unit 1-Financial
ATU-Account Team Unit 2-Health & ProfSvcs
ATU-Account Team Unit 3-Manufacturing
FY06 Go-To-Markets (1 of 4) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
FY06 Global GTMs (2 of 4) GTM Name Description Campaigns Operational Efficiency and Productivity Enables IT Pros to increase the manageability of their infrastructure and enables new business value through Microsoft’s Windows Server System and Office System. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Connected Productivity Motivates customer and partner use of Microsoft Office 2003 by driving awareness, usage, and demand for new value around areas of personal productivity and team productivity.   Connected Systems Aligns marketing, sales, partner and services activities in an orchestrated fashion to address the pains customers have in connecting disparate information systems. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Business Applications Solves customer pain by delivering Microsoft Business Solutions, integrated ERP (financial management, supply chain management, and analytics), and CRM applications designed for small and mid-size businesses and divisions of large corporations. ,[object Object],[object Object],Start Something Focuses on changing end users perception of Windows, and accelerating the adoption of premium licensed Windows (Windows XP Media Center Edition, Windows XP Tablet PC Edition, Windows XP Professional) and Windows Media Player products.  
FY06 Small Business GTMs (3 of 4) GTM Name Description Financial Management Microsoft Business Solutions are adaptable, integrated business applications  designed for small businesses  that streamline business processes, so you can take your business to the next level with confidence. First Server, Right Server Microsoft Windows Small Business Server 2003 brings the promise of technology to small businesses. A complete, affordable network solution, SBS 2003 helps small business owners take better care of their customers, run their businesses more efficiently, and keep their businesses up-and-running. Sales & Marketing Microsoft solutions for sales and marketing enable small businesses to attract and retain customers and sell more effectively because they have easy access to customer information in a single place, can efficiently market their products and services, and make the right decisions faster.  Value of Genuine Genuine Windows software on your PCs delivers more value with greater confidence and less risk to your business.
FY06 Specialized GTMs (4 of 4) GTM Name Description Office Professional Solutions Articulates the value of Office Professional led business solutions and how customers can realize the articulated value. Portals Enables customers to rapidly deploy portal solutions at lower TCO. Enterprise Project Management Enables customers to optimize business performance by gaining visibility, insight, and control of Project centric business processes throughout an enterprise.  Real – Time Collaboration Enables customers to increase responsiveness, enhance productivity, and reduce costs through real-time collaboration. Web Platform Delivers a reliable, secure and scalable solution that lowers the cost of building, deploying, and operating web applications in shared and dedicated hosting environments.
Partner and MS Solution Selling   Qualify Develop Solution Proof Close Deploy Prospect Microsoft Solution Selling Activities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sponsor Letter confirmed Evaluation Plan agreed upon Verbal approval received Contracts signed New Reference Story created Verifiable Outcomes – Microsoft Solutions Sales Process Steps Potential Opportunity identified Opportunity qualified Executive sponsorship verified Solution proposed Solution validated MS win Siebel Milestones and Probability Prospect Preliminary solution agreed upon Deployment in progress 20% 40% 60% 80% 100% 0% 100%
Microsoft Pipeline/Activity Map
Susan’s FY06 DPAM Commitments Commitments Execution Plan (Examples) Accountabilities 1. Drive partner satisfaction (CPE) ,[object Object],[object Object],[object Object],[object Object],[object Object],2. Win competitive migrations through partners ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3. Grow revenue & partner share ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],4. Grow partner engagement ,[object Object],[object Object],[object Object]
 

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SoCal Partner Briefing FY06 PAM Roles

  • 1. FY06 SoCal Partner Briefing Susan Whiston Enterprise (EPG) SoCal District Partner Account Manager (PAM)
  • 2.
  • 3.
  • 4.
  • 5.
  • 6. FY06 SoCal District Enterprise Organization
  • 8. ATU-Account Team Unit 1-Financial
  • 9. ATU-Account Team Unit 2-Health & ProfSvcs
  • 10. ATU-Account Team Unit 3-Manufacturing
  • 11.
  • 12.
  • 13. FY06 Small Business GTMs (3 of 4) GTM Name Description Financial Management Microsoft Business Solutions are adaptable, integrated business applications designed for small businesses that streamline business processes, so you can take your business to the next level with confidence. First Server, Right Server Microsoft Windows Small Business Server 2003 brings the promise of technology to small businesses. A complete, affordable network solution, SBS 2003 helps small business owners take better care of their customers, run their businesses more efficiently, and keep their businesses up-and-running. Sales & Marketing Microsoft solutions for sales and marketing enable small businesses to attract and retain customers and sell more effectively because they have easy access to customer information in a single place, can efficiently market their products and services, and make the right decisions faster. Value of Genuine Genuine Windows software on your PCs delivers more value with greater confidence and less risk to your business.
  • 14. FY06 Specialized GTMs (4 of 4) GTM Name Description Office Professional Solutions Articulates the value of Office Professional led business solutions and how customers can realize the articulated value. Portals Enables customers to rapidly deploy portal solutions at lower TCO. Enterprise Project Management Enables customers to optimize business performance by gaining visibility, insight, and control of Project centric business processes throughout an enterprise. Real – Time Collaboration Enables customers to increase responsiveness, enhance productivity, and reduce costs through real-time collaboration. Web Platform Delivers a reliable, secure and scalable solution that lowers the cost of building, deploying, and operating web applications in shared and dedicated hosting environments.
  • 15.
  • 17.
  • 18.