Strategies and Tools to Help you Cross-sell and Up-sell Bill Vlandis Wendy Smith Clayton Moulynox

Feb ’08 Stevens Pass, Washington Oct ’06 Panaitan Island, Indonesia Oct ’08 North Shore, OAHU Aug ’09 Sydney

Why are we here

The Fisherman

Some Rules of Marketing 40 – (Freeman F. Gosden) It costs 5 times more to sell to a new customer than to an existing customer “Rescuing defected customers costs 100 times more than keeping existing customers.... because current customers are 10 times easier to sell than new customers.” ( If you get the right message to the right person at the right time they will engage

Fishing where the fish are? Office (32%) Win Server & WESS (30%) SQL Server (12%) Exchange Server (9%) Other – 19 categories (15%) Chart: Microsoft SMB Breadth Revenue FY09, % by products

Fishing where the fish are? Office (32%) Win Server & WESS (30%) SQL Server (12%) Exchange Server (9%) Other – 19 categories (15%) Chart: Microsoft SMB Breadth Revenue FY09, % by products

Using analysis for contact strategy PRIORITY 1 All highlighted PRIORITY 2 All non highlighted

Taking the message to market Upgrade The Desktop Virtualisation & Management Business Insights Business Servers Comms & Collaboration Office No Better Time The Value of VL LOB Apps Web Platform Business Ready Security

Helping you generate demand partner.microsoft.com/australia Messaging and Value Props Customer s and Images Banner Ads, HTML, Flyers Sales Cards & Telesales Scripts Insert image

Wendy Smith Customer Opportunity Insights Tool

Customer Insights Tool (CIT)

Demonstration

How do I get access to the Customer Insights Tool? ? Please come and talk to me or your PAM if you are keen to be involved in the Top VAR initiative Be part of the Top VAR initiative Transact a minimum $10k Open Contact your PAM Contact me:

Clayton Moulynox General Manager, Evolve IT

Voice of the Partner Clayton Moulynox, General Manager, Evolve IT Australia Established staff across VIC and WA Moved from break-fix to “MSP” Focus on business engagement, not technical engagement. Leverage resources available to us through the MPN. Active within the partner community.

Using Customer Insights Tool Is NOT: –A silver bullet –Going to sell for you Is: –A resource you can leverage –A tool to add to your sales toolkit Evolve IT has adopted the CIT as: –A driver for account management planning. –A tool for identifying targeted marketing prospects.

CIT: Account Management Planning We all do Key Account Management Plans – Don’t we? Gives us foresight & predictability in to the next logical opportunity. Proactively bringing the opps to the client gives them confidence that you’re thinking about their business. Allows you to uncover latent opps = better chance of winning! Real Life Example: A Victorian sporting body...

CIT: (very) Targeted Marketing We generally perform targeted marketing, not broad reach. CIT filters can identify clients to include in very targeted marketing campaign. E.g. “Breadth Commercial -> Lower Mid-Market ->Office upgrade opp”. Try and coincide these with Microsoft Customer Campaigns. TOPVar Marketing Playbooks...

Summary A tool to leverage, not an answer to selling Integrate in to your sales/marketing processes Customer Insights Tool adds value by: –Saving you time –Helps drive positive customer conversations –Uncovers latent sales opportunities which help you win

NEXT STEPS Download your Customer Insights Opportunity Tool go to the Partner Portal for more information linklink Leverage the marketing materials on the Partner Marketing Centre HereHere

Up-selling and Cross-selling to Small and Mid-size customers Workshop Thursday at 4:00pm-5:40pm in marketing funds for your business $5000 Attend the Marketing Workshop and you could win or a new Lenovo S10e

SMB Specific Sessions Session TitleTimeRoom Compete strategies for defeating emerging competition in the small and mid-size business space 11:00am- 11:45am Room 8 Software + Services Business Models in the Real World (panel discussion) 12:00pm – 12:45pm Room 8 How to help small and mid-size customers streamline and secure their businesses. 1:45pm – 2:30pm Room 8 Soft Skills: How to develop successful marketing strategies for the small to mid-size business space 2:45pm – 3:30pm Room 8 How to drive smart business decisions using Business Intelligence 4:00pm – 4:45pm Room 8 Soft Skills: How to sell to small to mid-size businesses in tough economic times 4:55pm – 5:40pm Room 8 Workshop: Up-selling and cross-selling to your small and mid-size customer 4:00pm – 5:40pm Arena 1A Thursday 3 rd September

SMB Specific Sessions Session TitleTimeRoom Windows 7: The Sales Opportunity in SMB11:00am- 11:45am Room 8 Workshop: Securing new small or mid-size business customers via enhanced sales skills and better pipeline management 11:00am – 12:45pm Arena 1A IW & UC. Prepare for tomorrow while driving success in your business today 12:00pm – 12:45pm Room 8 Soft Skills (repeat): How to sell to small to mid-size businesses in tough economic times 12:55pm- 1:40pm Meeting Room 4 Friday 4 th September