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Malcolm Fraser & Julanne Saltiel August...
Transcript of Malcolm Fraser & Julanne Saltiel August...
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Malcolm Fraser & Julanne SaltielAugust 2007
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Agenda
Welcome – introductions
FY07 in review
Product & Business updateOnwards and upwards FY08!
Volume Licensing Update & promotions
Positioning and selling Dynamics CRM Solutions
MS Licensing OperationsLicensing Service Centre
ESA2.1
Q&A
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Thank You!
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E.V.E.REngagement
Forecasting management– business briefings – sales team alignment –business alignment
Value
Delivering more – developing differentiators – conditions of satisfaction (COS) – value propositions - quality
Execution
Making it happen – staying true to our word – measurement –delivering results – business growth
Relationship
Open honest & candid – developing/fostering – grounding – trust -growth
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So, how will we grow in FY08.....
Relationships
Solutions
Execution
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Business Priorities
1. Sell Platform Solutions for a People-Ready business
2. License Optimisation
3. One Microsoft
4. Sales Excellence & World Class Selling
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Business Priority #1
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Help protectand manage
content
Find info& improve business
insight
Simplify how people work
together
Reduce ITcosts andimprovesecurity
Always on, always
connectedTransparent organisation
Cost pressure
One world of business
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develop customerrelationships
improve operations
drive innovation
build partner
connections
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Business Priority #2
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License Optimisation
LicenseOptimisation
Renewals
True-ups
UpsellAttach / Step-up
New EAs 50% of EA customers did not true-up in FY07
Opportunity:Platform to ECAL
Component to Platform
128 EA expiries
> 50 accounts targeted
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Business Priority #3
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One Microsoft in SMS&P
Partner Group – LAR’s, Distributors, Resellers
Partner Marketing Group for SMS&PMicrosoft Partner ProgramPartner Readiness ProgramsLAR communications
Mid-MarketDepth & Breadth accountsManaged accounts – commercial & public sectorNorthern & southern regionsSales engagement managers
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SummaryRevenue:
Thank you for your commitment in FY07
Relationships:Joint Account Plans & Account ProfilingDeeper engagements with the businessExceed Customer & Partner Expectations
Solutions:Tell the Partner Ready Business storyTaking a holistic approach, focus on driving integration and consistency across our product portfolio
Execution:Connection points within EPG & SMS&P & beyondOne MicrosoftPartnering with World Class Selling & good business management at all levels
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ESA 2.1
ESA2.1 is a worldwide programAdministered by Microsoft Worldwide Licensing Program team (WWLP)
Effective August 1st, 2007
Locally we are bound by the governance of this program globally
Seeking local / regional subject matter expert to support Australia
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ESA 2.1 Points to Consider
Requests to alter ESA payments are administered & governed by WWLP
Partner Licensing Executive are not notified on C&D level SAM notifications – LAR’s & MS Account Managers are notified
SAM accreditation & references must be posted to your web site for customer & WWLP verification