Deutsche

Partnerkonferenz FY 13

LAR Track

Andreas Klingler

Agenda

2

Was ist „new

Era“?

3

Sei du selbst die

Veränderung, die

du dir wünschst

für diese Welt.

Indischer

Freiheitskämpfer Mahatma Gandhi,

02.10.1869 - 30.01.1948

Warum haben wir etwas verändert?

4

LAR Chair Name % of New Business FY12 Net New EA # % of New EAs

Fundamental LARs 8% 22 9%

Acceleration LARs 24% 55 23%

Mature LARs 68% 166 68%

Total 100% 243 100%

Fundamental LARs Acceleration LARs Mature LARs

Team & Partnersetup

Doris Behnke

Partner Segment Manager

Tatsiana Kuzniatsova

Vertriebsinnendienst

Thomas Hellweg

Manager Large Account

Reseller

Fu

nd

am

en

tal LA

Rs

Sales Management:

Susanne Bock - Karen Steck

Sales Enablement:

Michaela Jaritz

Acce

lera

tion

LAR

s

Sales Management:

Marcel Hartmann

Gabriele Leuchtenberger

Sales Enablement:

Andreas Klingler

Key Account

Manager:

Nina Pöggel

Anja Beyer

ED

U L

AR

s M

atr

ue L

AR

s

Sales Management:

Monika Kurz

Sales Enablement:

Robert Koch

Sales Management:

Trixi Hendrichs

Sales Enablement:

Armand Sullot

MS Kundensegmente FY13 • GLOBAL Accounts

• Account Managed Ansatz (Global)

• Ratio 1:1

GSM

• Major Account Managed EPG

• # Accounts ca. 66 / Ratio ca. 1:2-3

• Major are managed in same ATU as CAM-E Major EPG

• Corporate Account Managed EPG

• # Accounts ca. 116; (>4.500PCs) / Ratio ca. 1:8 (excl. CS) CAM EPG

CAM SMS&P (Christine Koch)

CAM-PS (Stefanie Trzecinski)

• Corporate Territory Managed Commercial • # Accounts ~1.700 (>250PCs) / Ratio 1:100

• Corporate Territory Managed Public Sector • # Accounts ~ 550 / Ratio 1:110

CTM-Commercial (Marcus Bartsch)

CTM-PS (Stefanie Trzecinski)

• Small and Medium Business

• Keine direkte Vertriebsbetreuung durch Microsoft – programmatisch betreut

SMB (Wolfgang Brehm)

• Corporate Account Managed SMS&P Commercial

• # Accounts 283 (>1.500PCs) / Ratio ca. 1:45

• Corporate Account Managed SMS&P - Public Sector

• # Accounts 45 (>150PCs) / Ratio 1:45

CA

SM

S&

P

Microsoft Go to Market - Resources

SM

S&

P

EPG

# of customers

per resource

# of resources

per customer

EPG is structured in verticals (Discrete, PRL, FSI, Communications, Public)

In SMS&P no ATS, in CTM AM = Telebased per region Opportunity Manager! (Detail in Appendix)

PTU

SET STU

Verticals / ATUs

Thomas Schröder

GM EPG

Enterprise &

Partner Group

Stefan André

Raschke

Lead

Global Accounts

Paul Meier

Lead

Process, Retail &

Logistics (PRL)

Gerhard Otterbach

Client Director

Siemens

Alexander Strahleck

(acting) Lead

Financial

Services (FSIS)

Detlef Krause

Lead

Manufacturing

Discrete

Jürgen Wiederroth

Lead

Partner

Team Unit

Rainer Pöltz

Lead

Specialists

Team Unit

Volker Rosendahl

Lead

C&M

Karl Breuer

Core IO Lead

Thorsten Hübschen

BPIO Lead

Raquel Goldmann

IMDM Manager

Thomas Schröder

(acting) Lead

Sales Excellence

Natalia Prytkova

Licensing

Manager

Petra Wünsch

Executive Assistant

Norman Czub

Business

Manager

Martin Osswald

Business

Operations

Heinrich Philippi

APO Lead

OrgChart

Jörg Weinheimer

CA Lead Germany

Director Corporate Accounts

Robert Armin

CTST Lead

Corporate Technical Strategist Team

Christine Koch

CAM Lead

Corporate Account Managed

Marcus Bartsch

CTM Lead

Corporate Territory Accounts

Martin Berchtenbreiter

Director SMS&P Deutschland

Stefanie Trzecinski

CA- PS Lead

(CAM-PS & CTM-SP)

Julia Maurer

CLST Lead

Corporate License Specialist Team

CAMS TEAM

Thorsten

Harting

Daniel

Atzesdorfer

Rosi

von Platen

Martin

Schregle

Issaka

Koita

Timo

Derichs

Elvira

Bagaric Christine

Koch

CAM Lead AM National #41 AM National #40 AM National #41

AM Süd #38 AM Ost #41 AM West #41 AM Nord #40

Azure & SQL/BI LYNC Voice CPE & CHIP

Compete Premier Partner LAR & SI O365 & Win8

CHAMP Funktionen innerhalb des Teams

CTS (Technical Sales)

Workload #Resources Segment

Strategic Technical Sales

4x CTS CAM/CTM

/CA-PS shared

Strategic Technical Sales

1x CTS CAM only

LSS (Licensing)

Workload #Resources Segment

License &

Contract

Management 2x LSS CAM only

Deployment Speicalist

Workload #Resources Segment

Deployment &

EA SA Benefits 2x DSPs

CAM / CTM

shared

LAR Partner

SI Partner

Recruitment Partner

MBS Dynamics Partner

Vertriebsmodell CTM

Techn. / Lizenz

Spezialisten

Kd.-Berater

(OM)

Account Mgr.

(ITM)

Partner Region

Regionale Aufteilung

Nord West Mitte Süd-

West

Süd-Ost

Kunden 369 400 285 317 312

EAs 114 127 104 124 134

PCs 203.51

5

232.501 147.330 149.507 145.752

EA seats 67.987 86.148 62.030 60.768 65.507

EA pen. 33% 37% 42% 41% 45%

AMs 4 4 3 4 3

FY12 $/PC 285 $ 265 $ 313 $

295 $ 368 $

FY13

#Renewals

38 34 23 38 38

Das Team

• Consumerization of IT wird Realität

• App Architektur wird das Arbeiten

verändern

• Microsoft ist interoperabel, aber

die konsistente Windows

Umgebung hat den größten

Mehrwert

• „War for talents“ wird mit

Microsoft gewonnen

• Windows Server ist das ultimative

Cloud OS

• Management von Devices wird

über Cloud Services gemacht

Microsoft

Win 8 Apps

Company

Store

Let`s keep in touch Deutsche Partnerkonferenz 2012

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Jetzt als Windows 8 App

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Stay connected

Windows Server 2012 The Cloud OS

TIME

Core IO

Windows SERVER

2012

Windows 8

BPIO

APO

System Center

2012 SP1 Azure

Update

Visual Studio

2012 for

Windows 8

SQL Server 2012

SP1

Office 365 Next

Office 2013,

Exchange 2013,

Lync 2013

Q2 Q3

Wann ist es so weit?

Wir bestimmen unser Handeln

42

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