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Supercharge Your Growth in Depth

Supercharge Your Growth in Depth

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Supercharge Your Growth in Depth

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Presentation Transcript

  1. Supercharge Your Growth in Depth Michelle Daw - Northern Region Sales Manager Dean Swan - Southern Region Sales Manager

  2. Agenda • Intro and FY08 snapshot • Sales engagement model in Depth • Sales optimization (Bermuda) • MS priorities FY09 • Investment areas • External Research for Growth • Partner commitments • Q&A

  3. Depth Breadth 5-250 PCs 1-500 employees 250-1000 PCs 500-999 employees Characteristics 104k 1678 Corporate Major 500-10,000 PCs 1,000 -15,000employees >10,000 PCs >15,000 employees 200 25 What is the Depth customer segment? FY09 Taxonomy

  4. Business snapshot FY08 – a fantastic year

  5. 3 year revenue Growth in Depth Commercial

  6. Depth ATU Model Sales Team Structure

  7. Revenue opportunity in Commercial Depth segment of 1670 accounts

  8. Sales optimization through better territory planning (Bermuda) • Sales Excellence through effective alignment of internal and external resources • Highlighting solutions and associated revenue opportunities • Optimising our territory planning process for FY09

  9. Sales optimisation (Bermuda)

  10. What is top of mind for CIOs? Source: Gartner; “Making the Difference: The 2008 CIO Agenda”, May 2008

  11. Microsoft Focus Areas FY09

  12. Where are we investing in Depth? • 43 Direct Sales people focused on Depth • Analytic Predictive Models (Bermuda) • Security Guidance Centre for 700 customers • Microsoft Licensing Statements ($100K investment) • $2.46M Marketing Dollars • IW Campaigns • Server & Tools Campaigns • BDM Campaigns • Through Partner Marketing

  13. New Research For Growth • Growth in the Mid-Market to outstrip Enterprise in FY09 Source: Microsoft research based on IDC data, Dec 2007

  14. Partner Commitments • Build a business plan with your PAM • Build Partner Solution Plan around campaigns with Depth focus • Share pipeline • Data Cleansing & Mining-Medium business success starts with data • Get the Depth managed account list from your Partner Account Manager • Build sales and technical capability aligned to the market opportunity

  15. Q & A

  16. Contact Us Michelle Daw mdaw@microsoft.com (02) 9870 2337 Dean Swan deanswan@microsoft.com (02) 9870 2395