Microsoft

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Let’s Break New Ground Together.
Credit Partnering for
Future Business Success
Together
George Wijntjes
Microsoft | EMEA Channel Partner Conference 2014
Agenda
•
•
•
•
•
•
General Economic growth outlook 2014-2015
Supporting data (CDS)
IMF view
Lets have the discussions early
Key Credit Services activities
Where do you go for help
Microsoft | EMEA Channel Partner Conference 2014
Economic growth forecast 2014-2015
*IMF source Jan 2014
Economic growth forecast overview
Years/Areas
2012
Germany
UK
France
Italy
Spain
CEE
Russia
MEA and Northern Africa
South Africa
Sub Saharan Africa
0.90
-0.20
0.20
-2.10
-1.40
1.80
3.60
5.20
2.30
4.80
Global
Euro Area
Emerging/Developing markets
USA
China
Latam (ex brazil)
3.20
-0.40
4.90
2.30
7.70
3.00
in %
2014
2013
last
year
0.60
1.40
1.00
1.90
0.30
0.90
-1.00
0.50
-1.50
0.80
2.40
3.10
3.70
3.80
3.40
3.80
2.80
4.10
5.80
5.70
3.50
-0.20
4.70
1.90
7.70
2.60
4.10
1.00
5.10
3.00
7.50
3.10
2014
Now
2015
1.60
2.40
0.90
0.60
0.60
2.80
2.00
3.30
2.80
6.10
1.40
2.20
1.50
1.10
0.80
3.10
2.50
4.80
3.30
5.80
3.70
1.00
5.10
2.80
7.50
3.00
3.90
1.40
5.40
3.00
7.30
3.30
Microsoft | EMEA Channel Partner Conference 2014
5 year CDS (Credit Default Swaps)
5y CDS
Hungary
Croatia
Romania
Bulgaria
Ukraine
Greece
S.Africa
Egypt
Pakistan
Spain
Italy
Kazakhstan
2/14/2013
2/13/2014
% change
292
280
205
105
582
4143
168
555
764
258
239
148
265
338
180
122
1197
520
228
475
777
139
166
190
-9.25%
20.71%
-12.20%
16.19%
105.67%
-87.45%
35.71%
-14.41%
1.70%
-46.12%
-30.54%
28.38%
*These are basis points and 1 basis point = 0.01% so on February 2014 the cost for Hungary for a 5 year CDS is 2.65
% vs 2.92 on Feb 2013. The cost for Greece has dropped from 41.43 % to 5.2% showing that the risk has continued
to decrease significantly. By the end of 2007, the outstanding CDS amount was $62.2 trillion, falling to $26.3 trillion by
mid-year 2010 and reportedly $24.3 trillion in June 2013 (BIS.org)
Microsoft | EMEA Channel Partner Conference 2014
Bigger picture 2014
Microsoft | EMEA Channel Partner Conference 2014
Let’s have the conversation(s) early !!
• Engagement
•
New sales programs/models
• New revenue streams means potential new challenges
• Challenges & Opportunities
•
•
•
Unexpected events
Unexpected opportunities
Market Dynamics
Microsoft | EMEA Channel Partner Conference 2014
Key Credit Services activities and expectations
What do we do
Credit lines
What can you expect
An annual review of your credit
worthiness
An annual follow-up on securities
renewal
Exceptional negotiations
Ad hoc credit requests: special tenders Timely review of requirements and
& complex deals
decision making
What we require from you
The complete set of annual
audited financial statements
Potential Outcome
Positive
Potential Outcome
Negative
Credit line
No Credit/on
hold/reduced credit
Extra credit or extra terms
Rejection of the
request
Renewal of, or New Securities
Credit line estimation,
proposed payment shedules
Crisis management
Cash flow challenges
Massive Currency fluctuations
Review of financial situation, potential
Up to date financials
payment plans
Continuous review with the Subsidiary Work with the sub on your
on Impact and potential mitigations
cases
Payment plan with
On Hold
prepayment arrangement
Special country related Only mitigation for
programs
specific deals
Input to other programs
Rebates
A fair evaluation of compliance
achieved
Payment compliance
WWCS doesn't issue or process orders/invoices
Microsoft | EMEA Channel Partner Conference 2014
Where do you go for help
• CEE /MEA
• Dympna Grady CEE/MEA
• George Wijntjes (Russia, Multi country + Global )
• John Gargan (cluster 2)
• Jachindra Mohanty (MEA)
• Mohamed Fouad (MEA)
• UK
• Paddy O'Donoghue
• Spain/Portugal/Italy/Benelux
• Jesus Del Pozo Moran
• France
• Renaud Sandoz
• Alps/Nordics/Ireland
• Leea Hagelin
• Germany
• Gilda Dumontier
• Regional Director
• Kostas Bikos
Microsoft | EMEA Channel Partner Conference 2014
Let’s Break New Ground Together.
Provide your feedback on the sessions through the
Conference App and be eligible to win one of five
Nokia Windows Phone 8
ALL Partners who provide feedback through the
Conference App will receive a one year subscription
to Office 365 Home Premium
Visit the Conference App now at
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Microsoft | EMEA Channel Partner Conference 2014
Thank you.
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations.
Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT CONFIDENTIAL – FOR PARTNER USE ONLY. MICROSOFT MAKES NO WARRANTIES,
EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
Microsoft | EMEA Channel Partner Conference 2014
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