tomorrow

Philip Goldie Corporate Accounts Lead

Corporate Accounts

Partnering for success in the Mid Market

Connecting at APC

aka.ms/connectsearch : “Corporate Accounts”

Thank You!

In this Session

In this Session

Collaboration, $96.46 m

Communication Apps, $21.73 m

CRM Apps, $111.20 m

Data Platform, $337.17 m

Dev Tools, $54.73 m

Email Servers, $34.26 m

ERP, $269.90 m

Identity & Security, $133.13 m

Productivity Apps, $197.00 m

Project, $27.22 m

System Management/Virt,

$213.16 m

0.0%

2.0%

4.0%

6.0%

8.0%

10.0%

12.0%

14.0%

16.0%

Market Growth 5.9%

Corporate Accounts Target Growth 9.0%

FY14 Market Size vs. Growth – Corporate Accounts

Corporate Accounts – A Growth Engine

57%17%

19%

7%

Enterprise Consumer & Online SMB OEM

Growth OpportunityFY14 YOY Target Growth by Product Area

AX 2012

Enterprise Industry Trends

FY14 Priorities & Execution

Opportunities in Tablets

Opportunities in the Cloud

FY14: Corporate Accounts Scorecard

Our 100% Commitment to Partnering

>50% of our business in FY14 will

be Partner generated or Partner

owned opportunities

50% of our business will be Partner

attached

Corporate Accounts at a Glance

Accounts

(Com / PS)

Ratio Average Spend

(Com / PS)

282

(119 / 163)

1:1 (Major)

1:4 (Corp)

510

(287 / 223)1:50

$450K p.a.

($474K / $418K)

859

(422 / 437)1:100

$150K p.a.

($191K / $98K)

EPG

Corporate Account

Managed (CAM)

Corporate Territory

Managed (CTM)

SMB

CA Account Mix – National ViewHow many accounts are in each territory?

QLD – 159CAM - 40

CTM - 69

PS - 50

NSW - 297CAM - 85

CTM - 175

PS - 137

VIC - 270CAM - 75

CTM - 105

PS - 90

SA - 68CAM - 44

CTM - 0

PS - 24

WA - 160CAM - 43

CTM - 71

PS - 46

In this Session

Corporate Accounts

Our mission is to enable every customer to realise its full

potential through Microsoft devices, services and partners,

while driving customer satisfaction, revenue and competitive

share.

In addition,

Our partner approach is to lead with Co-Selling with partners

to allow us to become much more prescriptive in how we

market and sell to as well as service our customer.

Corporate Accounts Team

Claudia McIntosh

CTM Lead

Engaging with CAM – Key Roles

Peter Ulm

Corporate Accounts – Commercial, Sales Manager

ROLE

AM: Account Executive (AE) Ian Palangio (NSW) Johnnie McDonald (SA)

Kieran McCaul (NSW)

Mike Taylor (VIC)

TBH (VIC) Neil McMullan (QLD)

Nick Butler (WA)

Deb Taylor (NSW, WA) Michael O’Keefe (VIC, QLD, SA)Account Technology Specialist (ATS)

SSPs : Solutions Sales Specialists

Productivity: Jaron Cohen, Jamie HutchinsCORE Infra: Rosemary Stark

BI /SQL: Jean-Claude Armand CRM: Richard HeatonERP: Charles Hamilton Azure: Chris Allison; Felicity TurnerDevices: Brett Gordon Cloud:

Other roles

Audience Marketing Manager: Fiona Mavros

Microsoft Payment solutions (Finance): Annelise Murdoch

LSS: Licencing Sales Specialist Seena George & Yvette Sutton

Territory

CAM Team

1 Marketing and demand generation

Our approach: Hold events eg breakfast seminars, roundtables etc to broaden reach and scale around targeted workloads

and LOB solutions.

Your opportunity: Join with us to co-host so as to promote both your capabilities and real life customer examples in order to

create more qualified opportunities.

CAM initiatives and your opportunity

2 Vertical

Our approach: Build deeper vertical and consultative selling engagements with our collective CA customers.

Your opportunity: Display vertical expertise and capabilities thus leading to renewed relationships and sales opportunities.

3 Territory Planning

Our approach: Undertake thorough Territory Planning in order to optimise opportunity coverage, orchestration and resource

management.

Your opportunity: Understand the strategy at a team and account level in order to be best placed to map your competencies

to ongoing pro-active opportunities.

4 Invest

Our approach: Leverage BIF and other funding to provide POCs especially aimed at our online and cloud offerings of Azure,

Intune, CRM Online, Office Pro Plus, Office 365 and Yammer.

Your opportunity: Co-invest with Microsoft and our CA customers to accelerate wins and grow revenue.

Engaging with CTM – Key Roles

CTM TeamClaudia McIntosh

CTM Commercial – Sales Manager

QLD/NSW1 NSW 2 NSW 3 WA VICROLE

OM: Opportunity Manager

TM: Territory Manager

TSS: Technology Sales Specialist

Ben Place Tom Colless Kristian Atkinson Neil Rough

Claire Roberts Mark Caldwell Arash Babayan Jonathan Arad

Desktop (Team Lead:): Leon Scott

CRM: Barbara Luz BI /SQL: Aaron Cooper

Lync: Nandan Keerthi O365: TBH

Data Centre: TBH

CTM Initiatives and Your Opportunity

Reason to Call (RTC)

• Series of programmatic campaigns

• Aligned with marketing campaigns

• Relationship management

• Consistent pipeline generation

• Better utilisation of TSS teams

• Better co-selling with Partners

Partner Opportunity• generation with aligned partners

• Put forward aligned offers and we will promote via call-

outs with specific partners

How to Engage

• Territory plan with your PSE. Come with your idea/offer

New EA sales motion

• Programmatic offers and bundles to drive new EAs from

un-managed segment

Partner Opportunity

• Solution Partners: Identify new prospects and partner with

LSP/Microsoft for incentives and sales engagement to

grow opportunity

• LSP: New EA Incentives, more stickiness and future growth

How to Engage

• Territory planning with you local Opportunity Manager

(OM)

Public Sector Team Emmet O’Donovan - Public Sector Lead

ROLE Health Government CAM Education

AM: Account Manager

Ross Hutchings

CAM

David Keegan

QLD

Vanessa Gage

CAM

Marty Gnanananthan

CAMMike Stone

VIC

Natalia Kolta

CTM & UNI North

Adam Smith

CTM & UNI SouthPenny Crafar

Federal NSW

Natalie Houlahan

NSW & VIC

Rhonda Craig

SA & WASophie Green

CTM

LSS: Licencing Sales Specialist Suzannah Richardson– Education and Helath Melissa Rea – Government

Other roles

Premier Service Sales: Baden Gara Microsoft Payment solutions (Finance): Luke Carapet

Government CTM

SSP Solution Sales Professional

SQL/BI: Jean Claude Armand Office: Johann Kruxze Devices: Brett Gordon

Desktops: Bharath Mohan Data Centre : Rosemary Stark

Lync: John Smith Azure: Chris Alison, Felicity Turner

TSS: Technical Sales Specialist

Desktop (Team Lead:): Leon Scott

CRM: Barbara Luz BI /SQL: Aaron Cooper

Lync: Nandan Keerthi O365: TBH

Data Centre: TBH

1: Office 365 in Education, Local Gov. and with Health providers

Our approach: Deployment in education, non-traditional PC users in Local Government and Health

Your opportunity: Gain access to a new opportunity outside the current EA profile

PS initiatives and your opportunity

2: Compete in Enterprise Agreement Accounts

Our approach: Leverage existing EA accounts to add value and LOB lead opportunity whilst challenging the competition

Your opportunity: SQL, Data Center, Enterprise Lync, Private Cloud, CRM and consultative services

3: Health, Charity and Aged Care Whitespace

Our approach: adding 50+ new accounts to the Managed list

Your opportunity: Grow YtY revenue, cloud integration, New EA potential, LOB Apps.

4: Close Early

Our approach: Book all deals by the 15th of the Month and or Quarter

Your opportunity: Less stress in the system leading to a happier customer and a happier partner

Connecting at APC

aka.ms/connectsearch : “Corporate Accounts”

tomorrow

0

50

100

150

200

250

300

350

400

450

500

CAM -S CTM -

Commercial

CAM - PS CTM - PS

0

1

2

3

4

5

6

CAM -S CTM -

Commercial

CAM - PS CTM - PS

in millions

Employee count PC count

No. accounts Employee count & PC count

EA Penetration rate

* with OVCW & CASA

75.7%

CAM - S

67.9%

CTM -

Commercial

74.4%

CAM - PS*

75.9%

CTM - PS*

Top 3 verticals in

territory

Top 3 Solutions sold in

territory

Bottom 3 solutions sold in

territory

CAM-S

CTM-Commercial

CAM- PS

CTM- PS

Call to Action

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