Engaging with Microsoft Corporate Accounts. Format 10 minute overview –Corporate Accounts Priorities –Partnering Blueprint 30 minute Round Table Workshop.

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Presentation transcript:

Engaging with Microsoft Corporate Accounts

Format 10 minute overview –Corporate Accounts Priorities –Partnering Blueprint 30 minute Round Table Workshop –How do we remove some of the barriers to achieving our partnering blueprint? –How can we improve? How do we compare with our competitors? –Feel free to use the time to ask questions about our respective businesses; –MS Management to capture actions.

Winning in Corporate Accounts in FY10 Compete to Win Account Discovery & Orchestration Building Customer Relationships

Account Manager Commitments GROW Exceed or Achieve 100% FY10 Quota; Maintain 170% pipeline coverage on a quarterly basis. 100% Annuity Recapture ECAL Billed Revenue YOY growth XX % CRM attach to new EA XX New Platform EA Attainment of SMS&P SQL Server Billed Revenue budget DRIVE SATISFACTION Corporate Accounts Customer Satisfaction Index 100% completion of customer satisfaction discussions; 100% of accounts have been transitioned per Red Carpet checklist; Desktop Deployment – Windows Vista/7 – SMS&P Corporate Accounts; Desktop Deployment – Office 2007/2010 – SMS&P Corporate Accounts; XX Premier support agreements (new or renewed) WIN XX BPOS Customers Adds – SMS&P XX WS Committed License Growth – SMS&P XX Open Office Win Back - SMSP Corporate Accounts

Partnering Blueprint Joint Accountability Partner Business Plans with Quarterly Business Reviews Partner Solution Plans with revenue objectives by solution and at a customer level Communication Pipeline Transparency Deal Orchestration Joint Account Planning Moving Open Sales to EA IO and Deployment IO Assessment partners that can help us improve our customer insight Set specific solution objectives designed to drive deployment

Networking Roundtables Public Sector Tables (National) Northern Commercial (NSW, QLD, NT, ACT) Southern Commercial (VIC, SA, WA, TAS) Ask questions or provide feedback in a sequential order. This way everyone can participate equally.

THANK YOU