Stuart White
Corporate Accounts Lead
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CA Lead Introduction
Market Changes
Corporate Accounts Vision
Organizational Structure
Top Sales Opportunities
Engaging for Success
•Sun Microsystems (1995 – 2004)
Marketing Manager – Southern Africa
Product Manager – Australia
Specialist Sales Lead - Australia
Financial Services AM - NSW
Commonwealth Bank – Client Executive
Major Accounts Sales Manager - NSW
•Mercury Interactive (2004 – 2006) (HP Acquired)
Regional Sales Manager – Financial Services
•Microsoft (2006 -)
Developer Tools Sales Lead (DPE)
Application Platform Sales Lead (EPG)
Director Corporate Accounts
Maximize
Opportunity for
Microsoft
and Partners
Improve
Customer
Experience
Improve
Simplicity and
Execution
Winning In FY11!
FY10 Model
Global, Major
and CFAM
FY11 Model Transition
Global, Major
and CAM-EPG
EPG
CIAM
CPM
661 Accts
1560 Accts
SMB
FY11 SMS&P Customer Segments
EPG
389 Accts
CAM
500 Accts
CTM
SMB
FY11 SMS&P Roles
FY11 Specialty Roles
786 Accts
Our Corporate Accounts charter is to enable
every Corporate Business to realize their full
potential with Microsoft and its partners while
driving customer satisfaction, revenue and
competitive share.
Corporate Account Managed
Corporate Territory Managed
EPG
CAM
500 Accts
Corporate Account FY11 Outlook
CTM
SMB
786 Accts
Top Licensing Sales Priorities
Maximise EA Penetration
100% True-up Compliance
90% EA Revenue Renewal Rate in each Quarter
BPOS
Drive EAP and ECI
Penetration
Optimised end user experience
CRM and ERP
Tablet
Web
PDA
Content management
&
Collaboration
Mobile
Presence
&
Communication
Data storage and management
Platform and network services
Voice
Messaging
Systems management and
security
and access
Identity
Active Directory
management
PC
Office
Vista
MDOP
Dynamics
Tablet
Web
SharePoint
Dynamics
PDA
Mobile
Voice
Office Communication
Server
SQL Server
Windows Server
Hyper-V
Internet Explorer
Exchange
Server
System Center
Forefront
Active
Directory
Active Directory
PC
Windows Mobile
Stuart White
Director , Corporate Accounts
CAM Commercial
CTM Commercial
Public Sector
Marketing
Tony Katsabaris
Jennifer Cains
Lisa Youlden
Kim Partridge
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Tony Katsabaris
CAM Commercial Lead
Louis Nonis
Corporate Account
Manager VIC
James McKay
Corporate Account
Manager NSW
Nathalie Barsoum
Setha Sorn
Corporate Account
Manager NSW
Corporate Account
Manager VIC
Neil McMullan
Corporate Account
Manager QLD
Matthew Bruce
Corporate Account
Manager WA
Deb Taylor
Corporate Technology
Specialist (Northern)
Marty Gnanananthan
Corporate Technology
Specialist (Qld)
Clint Harris
Corporate Technology
Specialist (Vic)
Jennifer Cains
Inside Sales Management
TBH
Opportunity Manager
NSW
Richard Heaton
Opportunity Manager
VIC
Leigh Cresswell
Claire Roberts
Corporate Territory
Manager (Southern)
Corporate Territory
Manager (Northern)
Rick Gara
Corporate Territory
Manager (Southern)
Rui Gago
Corporate Territory
Manager
Rob Cox
Inside Sales Territory
Manager
TBH
Opportunity Manager
WA
Lisa Youlden
Public Sector
Paul Hutchings
Corporate Account Manager
Education
TBH
Opportunity Manager
VIC
Ben Place
Opportunity Manager
QLD
TBH
Liam Ridgeway
Opportunity Manager
NSW
Inside Sales - SA
Corporate Territory Manager
Sarah Cunningham
Corporate Account
Manager - PS
Ross Hutchings
Corporate Account
Manager - Health
Gaurav Sheel
Corporate Territory
Manager (Northern)
Huy Lay
Corporate Account
Manager - PS
Graeme Lee
Inside Sales Management
Mark Caldwell
Inside Sales Territory Mgr
Education
Education
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Your PAM is your broker!
Trust (mutual) is everything!
Be clear (& realistic) on your capabilities and capacity!
Alignment of solutions.
Pro-active planning & targeting.
Consider partnering with other partners.
Really understand our Cloud strategy.
Stuart White
Director, Corporate Accounts
+61 2 9870 2206
stuart.white@microsoft.com