v/Frederik Braun, STU Lead, Microsoft

1. M A K I N G D I G I TA L T R A N S F O R M AT I O N
R E A L ! @ PA R T N E R D AY
F R E D E R I K M . B R A U N _ H E A D O F S P E C I A L I S T S A L E S

2. culture impact is changing
…our sales model & organization
engage with customers and partners
Digital Transformation also impacts

3. ... making
digital strategy
a core part of
corporate
strategy…
… powered by
sophisticated
technology…
… culturally
integrated
amongst all
people

4. shift to cloud
To Relevant
This is where the
Digital Transformation
happens
Intelligent
Cloud
Reinventing Productivity &
Business Process
More Personal
Computing

5. TO Growth mindset
Consumption and Business Outcomes
Selling First and Third-Party Solutions
One Microsoft Team Approach
Sellers as Customer Value Creators
with IT and BDMs
FROM Fixed
EA and Licensing
Selling Products
Individual Customer
Relationships
Sellers as Relationship
Managers with IT
Our (Sales) transformation journey
Be a learning organization. Share best practices. Live the growth mindset.

6. Realizing it requires us to change how we sell
Selling software products and licensing programs to IT and procurement
vs Selling tangible business outcomes to business leaders in an industry
context
Leaving the customer to figure out how to get acquired software
implemented and used vs
Delivering fast customer time-to-value to drive cloud service
adoption and consumption
Selling either without or through partners as opposed to with partners
vs
Driving proactive engagement, joint planning and effective
co-selling motion with business savvy partners

7. Sales model
Repetitive New Biz engine & Solution Selling
STU & Partners
”Mode 2”
Transformational engagements & partnering deals

8. Digital Transformation
Levering PaaS & SaaS (Advanced Analytics)
Cloud (Operational) Excellence
Leveraging PaaS
Cloud Migration
Lift and shift
”as-is” to IaaS
Cloud Migration
Lift and shift
”as-is” to IaaS

9. Co-Sell

10. Global cloud services – local engagements

11. MTC Investment
Envision what’s
possible
Align business
objectives to
solutions
Immerse
yourself in
technology
Prove the
concept
Envisioning Experiences
HoloLens Experiences
Immersion
Experiences – Workshops
Strategy Briefings
Architecture Design Sessions
Proof of Concepts
Our Offerings

12. Thank you! + Q&A