we’ll show you the money! - find hidden revenue from existing customers! renee gamble director...
TRANSCRIPT
We’ll show you the money!- find hidden revenue from existing customers!
Renee Gamble Director License Compliance and SAM
3,900 $1.9bn
Counterfeit Mislicensing
Piracy???Under
licensing Misversioning
EducationEngineeringEnforcement
Protecting Your Bottom Line
Are your customers
at risk?
What is SAM?
Save MoneyAvoid RiskManage
Technological Change
Avoid Unplanned
Costs
Benefits to the Customer
Greater understanding of MS Licensing
How do we do SAM at MS?
A Balanced Equation
CPE
Revenue SAM
Customers paying for Microsoft IP
Generate incremental revenue + sustainable
growth
Customers valuing their investment in
Microsoft
Establish positive
relationships with customers
Adoption of SAM
Avoid future non-compliance
Education programme
Identify counterfeits
Engagement Model
Enterprise
Direct SAM
MS SAM Engagement
Manager
SAM Partner KPMG
Corporate Accounts
Direct SAM
MS SAM Engagement
Manager
SAM Partner – iComply + SmartPath
TeleSAM
MS TeleSAM Engagement
Leads
Mid Market &
SMB
TeleSAM
Accordo
Cu
sto
mer
Ap
pro
ac
hLead
Part
ner
Levera
ge
Improve Profitabilit
y
Uncover New
Business
Benefits to You!
Trusted advisor to
your customers
Receive Repeat
Business
• Persist when you don’t get the full picture
• Onus is on the customer
• Have the conversation every 6 months
Get Started
Use licensing and compliance as your value-add
Talk to customers about compliance from Day 1
• Use your licensing knowledge to drive solution selling
• Sell inventory & SAM tools to help customers
Provide a Baseline
for You to Sell More
Position You as a Trusted Advisor
Provide the
Necessary Pressure
for Complacen
t Customers
Go After the Opportunity
Microsoft TeleSAM can…
Common SMB Pitfalls
Final Checklist
Help your customers understand their licensing responsibilities
Know the common pitfalls and target opportunities
Leverage MS resources and tools
Attain the MPN SAM Competency
Maximise the opportunity with MS Financing, GGWA, Open Value
THANK YOURenee Gamble Director Licensing, Compliance and SAMMicrosoft Pty LtdDID: 61 2 9870 2126Mobile: 0459 157 121Email: [email protected]
