Microsoft Inside Sales Team

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Microsoft Inside Sales Team
Erik EspinozaInside Sales Manager,
SMSPMicrosoft Norge
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Agenda

• Inside Sales Team i MS
• GTM Bølgene
• Engasjementsmodellen

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Microsoft Norge
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SMSP
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Inside Sales Team
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Inside Sales Team

• Kontakte kundene
• GTM kampanjer
• Generere kvalifiserte opportunities
• Overlevere kvalifiserte opportunities til
  partnere og tilhørende PAM
• Følge opp kundene og leadsene
• Selge inn de produktene de trenger for å
  tilfredsstille deres behov
• Selge dem den beste lisensavtalen for de
  produktene de ønsker å bruke
• 60 av alle opty win

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GTM Kampanjer i FY06
CP/CRM
OEP
CS/MBS
CS SQL Launch MBS Oracle Compete
Novell Compete Notes Compete
CP RTC Portal CP Office 12 readiness
OEP SWMI Oracle Compete Novell Compete CRM
Q1
Q2
Q3
Q4
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Engage
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End to end sales engagement Prio 2
2. Demand Generation
1. Customer Relationship
GTM Offers Channel Capacity
MMRP
3. Channel Engagement
4. Pipeline Management
Partner Biz Plan Through Partner
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Selling The Full MS Stack Prio 1

• Readiness
• PAM - PTS

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