presentation of impact of cloud solutions on business models - presented at sales summit Minds&More (oct 9, 2013) by benny van calster & microsoft (patrick viaene)

1. “BUSINESS IMPACT OF CLOUD SOLUTIONS”
Need to build specific
sales and channel
skills/capabilities
How understand impact
from customer view point?
(processes & people)
Ensuring consistency in pricing
with our traditional solutions?
CLOUD SOLUTIONS FROM A BUSINESS PERSPECTIVE
Is this a true
paradigm shift in our
way of working?
(Sales & Marketing)
What are the drivers for
change from a “sales
training” perspective?
How can we
accommodate the
transformation in our
teams?

2. “JUST 1 SET OF RESEARCH INSIGHTS”
Data points amongst 460 sr.
Financial decision makers:
1. Increased flexibility (57%) &
increased scalability (53%)
2. Impact on business planning &
budgets ‘from capex to opex’
(52%)
3. Growing via acquisitions ->
Reduces cost of M&A (47%)
VansonBourne – spring 2012
Cloud solutions will have broad business impact in most
organisations and most functions !

3. “The Sales Performance & Productivity Summit II”
How is the cloud and other disruptive trends
changing the business game when it comes to
selling, managing channels and marketing
Track 2
14:00 – 14:45
Eric Delacroix, Managing Partner EURA NOVA
Case study
Patrick Viaene, Cloud Sales Manager Microsoft
Tweet #9octsalessummit
Eric Delacroix
Managing Partner
EURA NOVA
Patrick Viaene
Cloud Sales Manager
MICROSOFT
SMS 0495/582.221 with
your question + name

4. Patrick Viaene
Cloud Sales Manager
Anti-Piracy Manager
Microsoft Belgium & Luxemburg
patrickv@microsoft.com
@patrickvia

7. History
Traditionally:
SMB
Enterprise
Wholesaler
LAR
Reseller
Customer
Customer
June 2011: Office 365
SMB
Enterprise
Customer
LAR
Customer

8. Channel reactions (and reality check)
“Your are billing MY customer”
“Customers don’t want to be billed by Microsoft”
“The fee you are giving me is toooooo low”
“I am not going to sell this”

10. History
Traditionally:
SMB
Enterprise
Wholesaler
LAR
Reseller
Customer
Customer
June 2011: Office 365
SMB
Enterprise
Customer
LAR
Customer

11. History
June 2011: Office 365
SMB
Enterprise
Customer
LAR
Customer

12. History
June 2011: Office 365
SMB
Enterprise
Customer
Customer
LAR
March 2013: Office 365 added to traditional volume license options
SMB
Wholesaler
Reseller
Customer

13. Magical Solution !!
One stop shopping for the customer
Reseller ‘owns’ his customer
Reseller sets his own margin, every year
We expect a drop in ‘direct billing with fee’ sales

14. The reality after 6 months
No drop in ‘direct sales’
Nice uptake in ‘new’ sales model
Reseller feedback:
“In some cases, I like Microsoft taking the financial risk”
“I’m not equipped for recurring small billings”
“When Microsoft invoices, there’s less discussion on pricing”
“The margin I get from Microsoft is small, but I don’t need to do much”