Office 365 Modern Sales 24. Mai Tech Data Azlan

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1 Teilnahme nur über das Telefon möglich: Zugriffscode: Office 365 Modern Sales 24. Mai Tech Data Azlan Rudolf Friers, Partner Channel Development Manager, Microsoft Sebastian Haubner, Internal Sales Executive, Tech Data techdata.com

2 Office 365 Modern Sales 24. Mai 2017 Tech Data empfiehlt Original Microsoft Software Tech Data GmbH & Co. ohg, Kistlerhofstr. 75, München Mail: Tel.: +49 (0) 89 /

8 Durchschnittlicher Umsatz pro Kunde Kundenakquise leicht 3. Upsell und Cross-sell gemacht Cloud Profitabilität verstehen Angebote mit Business 2. Relevanz erstellen Anzahl der betreuten Kunden

12 Differenziert Relevant Advisory Wettbewerbsposition Services Kundenbedürfnisse Undifferenziert Solutions Irrelevant Commodities Markt Preis Premium The Experience Economy Pine & Gilmore (2011)

13 Our IP tends to be more around process and methodology rather than software. We have packaged repeatable projects that are focused on rapidly demonstrating value within the cloud... Alex Brown, CEO, 10th Magnitude

15 Partner Offer + + +

16 SherWeb

17 Quelle: MDC Studie, Mai

18 Quelle: MDC Studie, Mai

19 Quelle: MDC Studie, Mai

20 Partner Offer Customer Path + + +

21 Quelle: MDC Studie, Mai

23 Value Proposition aber keiner kennt sie? smartpartnermarketing.microsoft.com

24 aller B2B Entscheidungen werden getroffen ohne je einen Seller zu sprechen 1 der Research wird online betrieben Marketing 2 des KMU Channels braucht Hilfe beim der Firmen mit effizienten Marketing outperformen den Markt 2 Source: (1) McKinsey & Company, (2) AMI Partners

25 We know that we need to be very market oriented. we say not everyone s in sales. The sales role is to go and close a deal. We say everyone s in marketing Marc Fletcher, Head of Marketing and Sales, Intervate

Customer Lifetime Value optimieren To be honest, the whole company is about client satisfaction and client experience from the software developers

28 Customer Lifetime Value optimieren To be honest, the whole company is about client satisfaction and client experience from the software developers to service delivery guys, the helpdesk... Every single person here is involved in customer experience. Scott Osborne, Founder and CEO, Total Synergy

29 In Customer Lifecycle Value investieren! Ein 5% Anstieg in Kundengewinnung kann den Profit um 25% steigern. (Source: Bain & Company) (Source: Bain & Company) Customer Lifecycle Value STEIGT im Laufe der Zeit eines ERHALTENEN Kunden stark an. (Source: Leading on the Edge of Chaos, Emmet Murphy & Mark Murphy) (Source: Scout Analytics/ServiceSource Research)

Partner: Kundenenagement zum Erfolg Customer Onboarding Secure Consumption Drive Upsell & Cross-Sell Verkaufen in Wellen: Adoption-Usage-Upsell-Cross-sell Secure Trusted Advisor status Provide full

30 Partner: Kundenenagement zum Erfolg Customer Onboarding Secure Consumption Drive Upsell & Cross-Sell Verkaufen in Wellen: Adoption-Usage-Upsell-Cross-sell Secure Trusted Advisor status Provide full strategic IT vision Secure long term service agreement The partner acts as a Trusted Drive Advisor customer providing readiness continual and support usage and services Identify leveraging business the core productivity building blocks improvements of the Microsoft services. Usage Provide a quick time to value experience Accelerated deployment Optimization Adoption Increased business agility Identifying the most likely next product to buy based on a variety of customer information can be very powerful in increasing overall ARPU per customer. McKinsey Protect and control your data Increased sales The customer is able to increase their productivity, secure their data and Get work connect done with anywhere their Increased customers team all while collaboration better aligning their working capital to their business priorities. The post-purchase experience can be a key differentiator in cloud. McKinsey Better alignment of working capital against business priorities Most SMB cloud customers begin with an anchor service, then add on satellite services over time. McKinsey Guaranteed uptime Business Solution Enabler Increased Productivity Time to Value Dem Kunden helfen Mehrwert zu nutzen

32 Das Tech Data Azlan Microsoft Team Cloud Solution Sales Team 089 / csp-microsoft@techdata.com

33 Das Tech Data Azlan Microsoft Team MS License Sales Team 089 / microsoft-sales@techdata.com

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Durchschnittlicher Umsatz pro Kunde 3. Kundenakquise leicht 4. Upsell und Cross-sell gemacht 1. Cloud Profitabilität verstehen 2. Angebote mit Business Relevanz erstellen Anzahl der betreuten Kunden Durchschnittlicher