Engaging with Enterprise Sales

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Engaging with Enterprise Sales

• Steve Morrow
• ISV Industry Partner Lead
• May 24, 2006

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Topics

• Why Partners?
• Structure of Enterprise Sales
• Who to Engage With
• Industry PAM Role Responsibilities
• Contacts

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Partner Value Proposition
Scale / Reach Competitive Advantage Credibility Fo
rce Multiplier Momentum
Opportunity Visibility Pipeline Forecast Customer
Insight Competitive Feedback
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Organisational Structure - Sales

• SMSP
• Small Mid Market Solutions Partners

EPG Enterprise Partner Group
PS Public Sector
Education
Local Government
Health
Central Gov
Police MoD
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Organisational Structure - Partner
EPG Enterprise Partner Group
Retail
Services
FS - Retail
FS - Insurance
FS Cap Markets
Comms Media
Manufacturing
Richard Edwards
Ian Wilkinson
Bruce McKee
Paul Foley
Steve Ardagh- Walter
Madi Ruby
PAM
Sam Evert
Phil King
TBH
Chris Hill
PS Public Sector
Education
Local Government
Health
Central Gov
Police MOD
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IPAM Role

• Develop Partner Strategy for Sector
• Determine Priority Solutions Areas for each
  Vertical Market IPSS
• Run Vertical Partner Community Days to Share our
  Focus
• Identify Partners with Solutions Ready for Market
• Build Partner Solution Plans PSP Defining Joint
  Market Development Opportunity
• Sales Management of Partner Organisation
• Report Partner-Led Opportunities Wins to Sector
  Sales Team
• Escalate Key Deals to Account Team Specialist
  Sales Team
• Provide Resources to Secure Competitive Situations

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Example of FS Retail IPSS Focus

• Identity Management
• Anti-Money Laundering
• Enterprise Fraud Management
• Collaborative Working
• Compliance Basel II/SOX

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Where Can We Help

• Competitive Situations in EPG Accounts Linux,
  Oracle, Notes.
• Beacon Wins The 1st SQL Instance in a Oracle
  stronghold
• Platform Support We dont think SQL Server can
  scale.
• Significant Deals gt50K Influenced Revenue
• Partnering Around IPSS Vertical Community
  Briefings

Where Cant We Help

• Entry into New Vertical Markets

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What Helps with Engagement?
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IPAM Team Contacts