2. Aligning your sales model to the new IT buyer
US02
#WPC16
Aligning your sales model to the new IT buyer
William Lewallen
Sr. Manager, National Cloud Partner Sales

3. Thank you!

4. A growing business accelerates
TRANSACTING PARTNERS
3.5k

5. 85% selling through indirect providers

6. A growing business accelerates
TRANSACTING PARTNERS
CUSTOMERS
3.5k
42k

7. Top level insights only tell part of the story
SMB
98%
Segments Reached
100%
Sales through Indirect Resellers
73%
Consuming Azure, EMS or CRMOL 3%

8. A growing business accelerates
TRANSACTING PARTNERS
CUSTOMERS
OFFICE 365 SEAT ADDS
3.5k
42k
822k

9. You made this happen!

10. A growing business accelerates
TRANSACTING PARTNERS
CUSTOMERS
OFFICE 365 SEAT ADDS
NEW BUSINESS
3.5k
42k
822k
70%

11. FY17 Investments and Opportunities
Microsoft Worldwide Partner Conference 2016
7/16/2018 7:31 AM
FY17 Investments and Opportunities
New markets
Academic Offers
Increased incentives
8 pts ( 2pts)
New services
Windows Enterprise Subscription
Additional Azure services
Improved terms
Net 30 >> 60
CSP on MPN
simplified and more accessible user experience, significant investment in onboarding resources
Enhanced platform
role based customer analytics and consolidated partner and customer support ticketing
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. Four core pillars of the modern partner
7/16/2018
Four core pillars of the modern partner
Differentiate to stand out
Modernize
sales & marketing
Optimize your operations
Deliver customer lifetime value
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. “In the new economics of the cloud, driving usage is even more critical since nearly all the revenue will be based on consumption, and switching costs will be low for disgruntled customers.”
CONSUMPTION ECONOMICS: THE NEW RULES OF TECH

14. 67% of customers expect to purchase a wide variety of cloud services from a single vendor
IDC Successful Cloud Partners 2013 l IDC Buying Into the Cloud 2014 l 2014 Forrester TRUE Brand compass

15. 84% of customers want an established relationship with a vendor to trust them as a Cloud Service Provider
IDC Successful Cloud Partners 2013 l IDC Buying Into the Cloud 2014 l 2014 Forrester TRUE Brand compass

16. 65% of B2B buyers usually engage a sales rep only after they’ve already made a purchase decision
Source:  IDC eBook, sponsored by Microsoft, The Modern Microsoft Partner Series, Part 3:  Modernize Sales and Marketing, 2016

17. Line of business decision makers are critical to success
Microsoft Worldwide Partner Conference 2016
7/16/2018 7:31 AM
Line of business decision makers are critical to success
61%
81%
of technology projects funded by LoB
of technology projects influenced by LoB
Source: IDC North American Line of Business Technology Survey 2015, n=1548
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Hire the right people
Invest in marketing specialists
Look to industry vertical or functional areas to source talent

19. Modernize your compensation
Incentives drive behavior
Consider incentives for roles outside of sales
Align your incentives to specific outcomes and behaviors

20. Microsoft Worldwide Partner Conference 2016
7/16/2018 7:31 AM
34.1%
30.9%
23.6%
17.5%
11.0%
We focus on up front compensation
We do something different
We focus on compensation over the life of the customer
We have a mix of up front and ongoing commission, but push more up front
We have a mix of up front and ongoing commission, but push more over time
Sales compensation models in the cloud
Source:  IDC eBook, sponsored by Microsoft, The Modern Microsoft Partner Series, Part 3:  Modernize Sales and Marketing, 2016
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

21. Use the ecosystem to extend your reach
Consider building a channel program for your own solution
Look for partnerships

22. Identify entry points or consider freemium
Develop relationships to find more opportunity to add value
Consider leading with solutions with predictable outcomes or widely demanded loss-leaders
Lead with an easy to buy and consume offering

23. Top ways to reduce sales costs
42.6%
32.8%
29.7%
27.3%
24.6%
14.8%
10.9%
Use management, delivery, or technical teams
Use channel partners
Hire less experienced sales people
Invest more in marketing versus sales
Align sellers to a particular vertical or sub-segment of the market
Shift to a telesales team
Leverage unmanaged web sales
Source:  IDC Survey, n=11, 2016

24. Utilize customer intelligence
Create and utilize tools to gain visibility into customer environment

25. Think customer lifetime value, not deals
Map incentive structures to drive growth
Utilize key resources to cross-sell and up-sell
Continue selling after initial deal

26. Worldwide Partner Conference 2015
7/16/2018 7:31 AM
WE’RE IN THIS TOGETHER
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

27. Partner Panel Jenn Martin Lisa Cuthbertson Jackie Luper
7/16/2018 7:31 AM
Partner Panel
Jenn Martin
VP Global Sales
BitTitan
Lisa Cuthbertson
VP, Sales & Operations
Champion Solutions Group— MessageOps Division
Jackie Luper
VP, Marketing & Customer Experience
Managed Solution
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

28. Q&A

29. Partner led: today and tomorrow
WPC 2015
7/16/2018 7:31 AM
Partner led: today
and tomorrow
“This company was built on enabling broad ecosystems and broad partner opportunity. We now need to redefine what it means to build an ecosystem in a mobile-first, cloud-first world. That is what we will continue to push for.”
Satya Nadella, CEO
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

30. Thank you! aka.ms/csp http://aka.ms/william @wlewallen
7/16/2018
Thank you!
aka.ms/csp
@wlewallen
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

31. Complete your evaluations… for a chance to win a prize!
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