Stuart White Corporate Accounts Lead. CA Lead Introduction Market Changes Corporate Accounts Vision Organizational Structure Top Sales Opportunities Engaging.

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Presentation transcript:

Stuart White Corporate Accounts Lead

CA Lead Introduction Market Changes Corporate Accounts Vision Organizational Structure Top Sales Opportunities Engaging for Success

Sun Microsystems (1995 – 2004) Marketing Manager – Southern Africa Product Manager – Australia Specialist Sales Lead - Australia Financial Services AM - NSW Commonwealth Bank – Client Executive Major Accounts Sales Manager - NSW Mercury Interactive (2004 – 2006) (HP Acquired) Regional Sales Manager – Financial Services Microsoft (2006 -) Developer Tools Sales Lead (DPE) Application Platform Sales Lead (EPG) Director Corporate Accounts

Maximize Opportunity for Microsoft and Partners Improve Customer Experience Improve Simplicity and Execution

661 Accts 1560 Accts 500 Accts 786 Accts FY10 ModelFY11 Model Transition Global, Major and CFAM Global, Major and CAM-EPG 389 Accts

500 Accts 786 Accts Our Corporate Accounts charter is to enable every Corporate Business to realize their full potential with Microsoft and its partners while driving customer satisfaction, revenue and competitive share.

90% EA Revenue Renewal Rate in each Quarter Drive EAP and ECI Penetration Maximise EA Penetration BPOS 100% True-up Compliance Top Licensing Sales Priorities

Platform and network services Data storage and management CRM and ERP Content management & Collaboration Content management & Collaboration Presence & Communication Presence & Communication Messaging PC Tablet Web PDA Mobile Voice Optimised end user experience Active Directory Identity and access management Systems management and security

Hyper-VHyper-V Windows Server SQL Server Dynamics SharePoint Office Communication Server Exchange Server Exchange Server PC Tablet Web PDA Mobile Voice Office Vista Windows Mobile Dynamics Internet Explorer Active Directory System Center Forefront Forefront MDOP

Stuart White Director, Corporate Accounts CAM Commercial Tony Katsabaris … CTM Commercial Jennifer Cains … Public Sector Lisa Youlden … Marketing Kim Partridge

Tony Katsabaris CAM Commercial Lead Louis Nonis Corporate Account Manager VIC Nathalie Barsoum Corporate Account Manager NSW Neil McMullan Corporate Account Manager QLD Matthew Bruce Corporate Account Manager WA Setha Sorn Corporate Account Manager VIC James McKay Corporate Account Manager NSW Clint Harris Corporate Technology Specialist (Vic) Marty Gnanananthan Corporate Technology Specialist (Qld) Deb Taylor Corporate Technology Specialist (Northern)

Jennifer Cains Inside Sales Management TBH Opportunity Manager NSW Leigh Cresswell Corporate Territory Manager (Southern) Rick Gara Corporate Territory Manager (Southern) Rui Gago Corporate Territory Manager Claire Roberts Corporate Territory Manager (Northern) Richard Heaton Opportunity Manager VIC TBH Opportunity Manager WA Rob Cox Inside Sales Territory Manager

Lisa Youlden Public Sector TBH Opportunity Manager VIC TBH Opportunity Manager NSW Sarah Cunningham Corporate Account Manager - PS Ross Hutchings Corporate Account Manager - Health Liam Ridgeway Inside Sales - SA Corporate Territory Manager Ben Place Opportunity Manager QLD Graeme Lee Inside Sales Management Education Huy Lay Corporate Account Manager - PS Gaurav Sheel Corporate Territory Manager (Northern) Mark Caldwell Inside Sales Territory Mgr Education Paul Hutchings Corporate Account Manager Education

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

Stuart White Director, Corporate Accounts