THE ART & SCIENCE OF MICROSOFT SOLUTION SELLING SESSION: AP029 Daphne Liang – Sales Excellence Lead, Small and Medium Solutions & Partners Group Tim Smith – Sales Excellence Lead, Enterprise Solutions & Partners Group

Agenda Enterprise Solution Selling (>250 PCs)Enterprise Solution Selling (>250 PCs) Small Medium Solution SellingSmall Medium Solution Selling Q&AQ&A Next StepsNext Steps

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The Synthesis of Art & Science in Selling ScienceProcessTools Scorecards Systems Art Character Attitude Relationships Emotional Intelligence Strong Science Enables Great Art Great Artists Leverage Strong Science ScienceArt f ScienceArt (C,A,R,E) f (C,A,R,E) World Class Selling = f (C,A,R,E)

3 Things: R. U. N. R etain U psell N ew Business

Enterprise – R.U.N.

Enterprise - Retain Year 1

Enterprise - Retain Year 2

Enterprise - Retain Year 3

T-36 Key Activities Annual Account PlanningSA Benefit ActivationInfrastructure Optimisation ProfilingDeployment Planning Software Asset ManagementProactive True-Up PlanningEA Value Briefings

Enterprise - Upsell Infrastructure Optimisation Core Infrastructure Business Productivity Application Platform Licensing Upsell Sell the EA Component to Platform Standard to Enterprise

Enterprise – New Business Microsoft Solution Sales Process Prospect 0%10%20%40%60%80%100% Sales Cycle Stage Probability Sales Stage Objective Verifiable Outcomes Sponsor Identified Sponsor Letter Validated by Sponsor Evaluation Plan validated by Power Power Sponsor agrees to Solution Proposal Power Sponsor agrees to Proposal and begins negotiation Documents Signed Deploy Products and Services Gain access to Power Sponsor Engage Sponsor and develop shared buying vision Validate potential Opportunity and identify Sponsor Present a solution which exceeds customer needs Present Proof of Concept to the Sponsor and Power Sponsor Finalise documents of sale and prepare to negotiate contract details Monitor alignment with customer’s IO maturity; prospect for new Opportunities QualifyDevelopProofCloseDeploy Solution

Enterprise Next Steps Connect with Microsoft Account TeamTake part in Joint Account Planning Go to MPN to find out more T-36 Process and Infrastructure Optimisation

Small Medium Business – R. U. N PCs ~27,000 Entities PCs ~140,000 Entities 1-9 PCs ~650,000 Entities No PCs ~1.2M Entities

SMB - The Science

PCs ~27,000 Entities PCs ~140,000 Entities 1-9 PCs ~650,000 Entities No PCs ~1.2M Entities

Solution Lifecycle Business Model More Co-op Sell (Managed Reseller, SIP) Transact (Disti, VAD) Deploy (SPLA) Manage (SAM, Channel Developer) On Premise Cloud Pipeline Profitability Headcount Readiness $50M

Microsoft Relationship Program

SMB – The Art

SMB – Retain, Upsell, New Product FY11 Growth FY12 Growth Office Windows Client Windows Server Exchange Server SQL Server SharePoint Server Dynamics CRM +29% +24% +18% +24% +15% +17% Cloud Seats Readiness PSP Lite Channel Incentives Annuity Revenue +8% +23% +9% +6% +15% +26% Customer Adds Frequency Yield Marketing Campaigns Marketing Campaigns Pinpoint MPN Attainment MPN Benefits +18% +10% New!

PARTNER RESOURCES Ensure potential customers can find you on Pinpoint Get paid – ensure that you qualify for the channel incentive Speak to your PAM for more info Differentiate your business by signing up to the MPN competencies program/competencies Leverage the Partner Marketing Centre to help you reach more potential customers salesmarketingsection Skill up your teams for success with the Partner Learning Centre and local Readiness trainingevents Insert picture 14:45(Wed): Enterprise Solution Selling - Microsoft Top Tips! 11:00 (Thu): In The Bank – creating predictable and repeatable business to increase customer value