Microsoft Worldwide Partner Conference 2004
Session Abstracts
ID
Session/Event
Targeted Roadmaps
SM20
Selling at the Executive Level
This session includes an overview of several innovative studies conducted with CXO-level executives that describes their relationships with professional salespeople and explores: 1) When and why senior executives get involved in the decision making process for major purchases, 2) The most effective ways for salespeople to access senior executives in the client organization, 3) How salespeople establish trust and credibility with client executives, 4) What salespeople have to demonstrate in business meetings with executives to be perceived as business consultants and trusted advisors, and 5) How professional salespeople earn return access to senior executives. This session provides useful, practical advice for sales professionals that sell (or should be selling) at executive levels in client organizations, and it describes what executives revealed about their roles in the decision making process for major purchases. It is partially based on several studies conducted on CXO-level executives from major companies in the United States over the past eight years. The session also provides a series of shortcuts to help salespeople leverage their learning about clients from three perspectives; namely, the client’s industry, the client’s company, and the client executive. Session Benefits: The session focuses on the specific actions that salespeople should take to be able to: 1) Select the relevant executive to call on for specific sales opportunities, 2) Develop the best approach for the initial call on that executive, 3) Determine how to become perceived as a trusted advisor to the executive, thereby securing return access, and 4) Describe and communicate value to the executive on an on-going basis, using the client’s metrics. VM1
Leveraging Microsoft to Differentiate Your Solution in Healthcare and Life Sciences
How can you leverage Microsoft to differentiate your solution in Healthcare and Life Sciences? Attend this session to find out! We’ll start out by providing some background material on Market Size, Current Trends & Issues, Business Models, IT Spend, and Industry Standards. Then we will focus the conversation on how you can leverage Microsoft in the definition and execution of your development, marketing, sales, and services strategy for this vertical industry. Included in the presentation will be real-world examples of how standard Microsoft products like Office, SharePoint, BizTalk, SQL Server, Windows, and Microsoft Business Solutions have been used to provide innovative solutions in this space. We will also provide you with pointers to additional resources so that you can follow through after the session. VM2
Doing Business with the new Public Sector Vertical
1) Get an understanding of the new Worldwide Public Sector (WWPS) Vertical organization, 2) Obtain an overview of the WW Public Sector Partner focus and priorities for FY05 and beyond, 3) Understand the WWPS SI & ISV strategies. After the session, the attendees will be able to: Understand the PS organization and how to successfully engage and understand some winning WWPS Customer Experience strategies.
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