India Co-Engagement Workshop October 2014

Forging new relationships Take the time to learn about your customers Create a network for your future Innovation Take a challenger mindset Think incremental enhancements Embrace the growth hacking culture Getting out of your comfort zone Form new habits, plan and prepare for your conversations Minimize risk in engaging BDM’s Develop excellent sales hygiene “Life is made up of a whole concentration of trivial matters.” John Adam Presper "Pres" Eckert Jr. American electrical engineer and computer pioneer

Only about 10%! 40% of the time! 30% of my losses! Half of them!

Being relevant is how we compete in the long term… IT Spend is shifting out of the hands of the CIO CIO owned Sustain Maintain Basic infrastructure BDM owned Department LOB Dev/test BDM influenced CRM, ERP Productivity tools Business intelligence Cloud migrations IT as a service 80% of our revenue and growth is at risk if CA sellers and Partners cannot influence all deciding roles in our customer organizations

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Challenger Sales Come to the conversation with topics you have a strong value proposition for. Case studies wins relevance to customers (“This is how we helped another customer is the very same situation”) 2 Stop selling solo Enable Partners to drive demand to BDM by driving a common conversation altitude. Support Partner follow-up on deals by leveraging BDM-specific proposals 3 Identify the BDM contact in your accounts using Social Selling with LinkedIn and InsideView Understand what they care about Be able to differentiate needs of different CxO types 1

Microsoft Confidential Visibility Access to1st, 2nd and 3rd degree accounts Searches can result in more than 1 million accounts Exponential increase in access Accessibility Lead Builder provides advanced search capabilities Quickly filter contacts Can save multiple searches Connectivity Research prospects Reach out through LinkedIn InMail Use personal introductions to create warm leads

BDM Conversation Guides

Follow-up with Relevance: BDM Proposals

! Build BDM Relevance

Thank you!