Collaboration, $96.46 m
Communication Apps, $21.73 m
CRM Apps, $111.20 m
Data Platform, $337.17 m
Dev Tools, $54.73 m
Email Servers, $34.26 m
ERP, $269.90 m
Identity & Security, $133.13 m
Productivity Apps, $197.00 m
Project, $27.22 m
System Management/Virt,
$213.16 m
0.0%
2.0%
4.0%
6.0%
8.0%
10.0%
12.0%
14.0%
16.0%
Market Growth 5.9%
Corporate Accounts Target Growth 9.0%
FY14 Market Size vs. Growth – Corporate Accounts
Our 100% Commitment to Partnering
>50% of our business in FY14 will
be Partner generated or Partner
owned opportunities
50% of our business will be Partner
attached
Accounts
(Com / PS)
Ratio Average Spend
(Com / PS)
282
(119 / 163)
1:1 (Major)
1:4 (Corp)
510
(287 / 223)1:50
$450K p.a.
($474K / $418K)
859
(422 / 437)1:100
$150K p.a.
($191K / $98K)
EPG
Corporate Account
Managed (CAM)
Corporate Territory
Managed (CTM)
SMB
CA Account Mix – National ViewHow many accounts are in each territory?
QLD – 159CAM - 40
CTM - 69
PS - 50
NSW - 297CAM - 85
CTM - 175
PS - 137
VIC - 270CAM - 75
CTM - 105
PS - 90
SA - 68CAM - 44
CTM - 0
PS - 24
WA - 160CAM - 43
CTM - 71
PS - 46
Corporate Accounts
Our mission is to enable every customer to realise its full
potential through Microsoft devices, services and partners,
while driving customer satisfaction, revenue and competitive
share.
In addition,
Our partner approach is to lead with Co-Selling with partners
to allow us to become much more prescriptive in how we
market and sell to as well as service our customer.
Peter Ulm
Corporate Accounts – Commercial, Sales Manager
ROLE
AM: Account Executive (AE) Ian Palangio (NSW) Johnnie McDonald (SA)
Kieran McCaul (NSW)
Mike Taylor (VIC)
TBH (VIC) Neil McMullan (QLD)
Nick Butler (WA)
Deb Taylor (NSW, WA) Michael O’Keefe (VIC, QLD, SA)Account Technology Specialist (ATS)
SSPs : Solutions Sales Specialists
Productivity: Jaron Cohen, Jamie HutchinsCORE Infra: Rosemary Stark
BI /SQL: Jean-Claude Armand CRM: Richard HeatonERP: Charles Hamilton Azure: Chris Allison; Felicity TurnerDevices: Brett Gordon Cloud:
Other roles
Audience Marketing Manager: Fiona Mavros
Microsoft Payment solutions (Finance): Annelise Murdoch
LSS: Licencing Sales Specialist Seena George & Yvette Sutton
Territory
CAM Team
1 Marketing and demand generation
Our approach: Hold events eg breakfast seminars, roundtables etc to broaden reach and scale around targeted workloads
and LOB solutions.
Your opportunity: Join with us to co-host so as to promote both your capabilities and real life customer examples in order to
create more qualified opportunities.
CAM initiatives and your opportunity
2 Vertical
Our approach: Build deeper vertical and consultative selling engagements with our collective CA customers.
Your opportunity: Display vertical expertise and capabilities thus leading to renewed relationships and sales opportunities.
3 Territory Planning
Our approach: Undertake thorough Territory Planning in order to optimise opportunity coverage, orchestration and resource
management.
Your opportunity: Understand the strategy at a team and account level in order to be best placed to map your competencies
to ongoing pro-active opportunities.
4 Invest
Our approach: Leverage BIF and other funding to provide POCs especially aimed at our online and cloud offerings of Azure,
Intune, CRM Online, Office Pro Plus, Office 365 and Yammer.
Your opportunity: Co-invest with Microsoft and our CA customers to accelerate wins and grow revenue.
CTM TeamClaudia McIntosh
CTM Commercial – Sales Manager
QLD/NSW1 NSW 2 NSW 3 WA VICROLE
OM: Opportunity Manager
TM: Territory Manager
TSS: Technology Sales Specialist
Ben Place Tom Colless Kristian Atkinson Neil Rough
Claire Roberts Mark Caldwell Arash Babayan Jonathan Arad
Desktop (Team Lead:): Leon Scott
CRM: Barbara Luz BI /SQL: Aaron Cooper
Lync: Nandan Keerthi O365: TBH
Data Centre: TBH
CTM Initiatives and Your Opportunity
Reason to Call (RTC)
• Series of programmatic campaigns
• Aligned with marketing campaigns
• Relationship management
• Consistent pipeline generation
• Better utilisation of TSS teams
• Better co-selling with Partners
Partner Opportunity• generation with aligned partners
• Put forward aligned offers and we will promote via call-
outs with specific partners
How to Engage
• Territory plan with your PSE. Come with your idea/offer
New EA sales motion
• Programmatic offers and bundles to drive new EAs from
un-managed segment
Partner Opportunity
• Solution Partners: Identify new prospects and partner with
LSP/Microsoft for incentives and sales engagement to
grow opportunity
• LSP: New EA Incentives, more stickiness and future growth
How to Engage
• Territory planning with you local Opportunity Manager
(OM)
Public Sector Team Emmet O’Donovan - Public Sector Lead
ROLE Health Government CAM Education
AM: Account Manager
Ross Hutchings
CAM
David Keegan
QLD
Vanessa Gage
CAM
Marty Gnanananthan
CAMMike Stone
VIC
Natalia Kolta
CTM & UNI North
Adam Smith
CTM & UNI SouthPenny Crafar
Federal NSW
Natalie Houlahan
NSW & VIC
Rhonda Craig
SA & WASophie Green
CTM
LSS: Licencing Sales Specialist Suzannah Richardson– Education and Helath Melissa Rea – Government
Other roles
Premier Service Sales: Baden Gara Microsoft Payment solutions (Finance): Luke Carapet
Government CTM
SSP Solution Sales Professional
SQL/BI: Jean Claude Armand Office: Johann Kruxze Devices: Brett Gordon
Desktops: Bharath Mohan Data Centre : Rosemary Stark
Lync: John Smith Azure: Chris Alison, Felicity Turner
TSS: Technical Sales Specialist
Desktop (Team Lead:): Leon Scott
CRM: Barbara Luz BI /SQL: Aaron Cooper
Lync: Nandan Keerthi O365: TBH
Data Centre: TBH
1: Office 365 in Education, Local Gov. and with Health providers
Our approach: Deployment in education, non-traditional PC users in Local Government and Health
Your opportunity: Gain access to a new opportunity outside the current EA profile
PS initiatives and your opportunity
2: Compete in Enterprise Agreement Accounts
Our approach: Leverage existing EA accounts to add value and LOB lead opportunity whilst challenging the competition
Your opportunity: SQL, Data Center, Enterprise Lync, Private Cloud, CRM and consultative services
3: Health, Charity and Aged Care Whitespace
Our approach: adding 50+ new accounts to the Managed list
Your opportunity: Grow YtY revenue, cloud integration, New EA potential, LOB Apps.
4: Close Early
Our approach: Book all deals by the 15th of the Month and or Quarter
Your opportunity: Less stress in the system leading to a happier customer and a happier partner
0
50
100
150
200
250
300
350
400
450
500
CAM -S CTM -
Commercial
CAM - PS CTM - PS
0
1
2
3
4
5
6
CAM -S CTM -
Commercial
CAM - PS CTM - PS
in millions
Employee count PC count
No. accounts Employee count & PC count
EA Penetration rate
* with OVCW & CASA
75.7%
CAM - S
67.9%
CTM -
Commercial
74.4%
CAM - PS*
75.9%
CTM - PS*
Top 3 verticals in
territory
Top 3 Solutions sold in
territory
Bottom 3 solutions sold in
territory
CAM-S
CTM-Commercial
CAM- PS
CTM- PS