Supercharge Your Growth in Depth -...
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Supercharge Your Growth in Depth Michelle Daw - Northern Region Sales Manager Dean Swan - Southern Region Sales Manager
Transcript of Supercharge Your Growth in Depth -...
Supercharge Your Growth
in Depth
Michelle Daw - Northern Region Sales Manager
Dean Swan - Southern Region Sales Manager
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
1678
250-1000 PCs500-999
employees
104k
Characteristics
5-250 PCs1-500
employees
200
500-10,000 PCs
1,000 -15,000employees
>10,000 PCs>15,000
employees
25
What is the Depth customer segment?
Business snapshot FY08 – a fantastic year
FY08 actual
Win Grew 7 points faster than market
200% Search wins target
33% growth ERP
567 servers/38,000 competitive seats displaced
Drive NSAT up 17% points
Grow 37% revenue growth
(51% EA and 37% select)
Strong growth in collaboration, messaging, U.C
3 year revenue Growth in Depth Commercial
0%
50%
100%
150%
200%
250%
300%
350%
400%
450%
500%
FY06 FY07 FY08
Growth over 3 years
YOY Growth
Depth ATU Model
Sales Manager
SEM
Territory Mgr
250-300 accounts
Account Manager
1:70
Account Manager
1:70
Account Manager
1:70
SEM
Territory Mgr
250-300 accounts
BDM
1:200
BDM
1:200
BDM
1:200
Sales Team Structure
Revenue opportunity in Commercial Depth
segment of 1670 accounts
No spend for at least 3 years 31%
$1-25 per PC 27%$26-50 Per
PC 6%
$51-200 per PC 16%
$201-400 per PC 9%
$400+ per PC 11%
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
Sales optimisation (Bermuda)
What is top of mind for CIOs?
2008 CIO Technology Priorities
To what extent will each of the following technologies be a top five
priority for you in 2008?
All CIOs
Aus/NZ 2008 2007 2006
Business intelligence 1 1 1 1
Servers & storage technologies 2 3 5 9
Legacy modernization, upgrade or replacement 3 4 3 10
Mobile workforce applications and devices 4
Document management 5 9 9 **
Enterprise applications (ERP, SCM, CRM etc) 6 2 2 **
Collaboration technologies 7 8 10 4
Security technologies 6 6 2
Networking, voice and data 8 7 4 8
Service oriented (SOA, SOBA) 10 7 6
Workflow management 9
Technical infrastructure 10 5 8 12
Source: Gartner; “Making the Difference: The 2008 CIO Agenda”, May 2008
Microsoft Focus Areas FY09
• Search
• Grow Windows Server share
• Grow ERP market share
• Virtualization
Win
• Desktop deployment – Vista & OfficeDrive
• Increase share of wallet
• Increase market shareGrow
• Increase developer tools attach & renewalsInnovate
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)
• $2.46M Marketing Dollars– IW Campaigns
– Server & Tools Campaigns
– BDM Campaigns
– Through Partner Marketing
New Research For Growth
FY09 ($USm) FY09 Growth
Enterprise Software Market Spend $2,220 6.1%
Mid-Market Software Market Spend $1,562 10.0%
Growth in the Mid-Market to outstrip Enterprise in FY09
FY09 ($USm) FY09 Growth
Mid-Market Services Spend $4,117 4.2% MM Spend ($US m) MM Growth
Application Development & Deployment Total $ 469 10%Applications Total $ 690 9%
Collaborative Applications $ 27 11%
Content Applications $ 146 12%
Customer Relationship Management (CRM) Apps $ 96 9%
Engineering Applications $ 35 4%
Enterprise Resource Management (ERM) Apps $ 212 9%
Operations and Manufacturing Applications $ 142 7%
Supply Chain Management (SCM) Applications $ 32 6%
System Infrastructure Software Total $ 403 12%Security Software $ 164 15%
Storage Software $ 67 12%
System and Network Management Software $ 51 11%
System Software $ 122 8%
Source: Microsoft research based on IDC data, Dec 2007
• 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
Partner Commitments
Q & A
