cloud champion - week 12: upsell and cross sell
DESCRIPTION
This is round twelve of our Cloud Champion course, focusing on change management. Cloud Champion is Microsoft Australia's 12-week step-by-step program to help our partners be successful with selling Cloud solutions. For more information on the course, please visit www.aka.ms/CloudChampionBlog.TRANSCRIPT
Cloud Champion Summary
Change Management
Ready to Make $$$s
55 minutesfrom now…
Thank You!
THE CLOUD CHAMPION JOURNEY
Full agenda listed on www.aka.ms/CloudChampionBlog
Join MPN Training Time
Eye on the Opportunity
Transform the
Business
Go To MarketDemo ArmyCompeteSell Cloud
Deploy Cross Sell/Upsell
Virtualisation
Change Manageme
nt
1. to change in character or condition2. a radical shift or alteration
TRANSFORMATION
What is the solution?
What can it do for me?
Prove it.
Use it.
Buy it.
Move it.
Use it, support it.
The Customer’s Experience
What is the solution?
What can it do for me?
Prove it.
Use it.
Buy it.
Move it.
Use it, support it.
Awareness.
Benefits/personalization.
Demo, trial.Case studies, references.
Training.Measure usage.
Bundled packages.
Carefree cloud.Activation portal.
Training, applications.Change Management
The Customer’s Experience
1Every change in an organisation is a business change.
• Engage executive sponsors
Sponsorship
2 Define the change.
• Articulate the business case
• Define behavioral changes
• Define success criteria
Planning and
Sponsorship
3 Create a communications plan.
4 Communicate extensively.
• Inspire and drive new behaviors
• Plan communication tactics
Awareness
5 Get the right people on board.
• Organize champions• Open feedback channels
Awareness
6 Develop a customised training plan.
• Know your audience• Sketch out a training
schedule• Deliver training• Open feedback channels
Learning
• Provide ongoing support• Assess user satisfaction• Measure usage and
adoption
Readiness and
adoption
7 Use a methodology.Stick to it.
8 Assume nothing.Acid test everything.
9 Have a Plan B.
10
Celebrate often.
11
Follow Up.
Navigating within a changing world
Look at the big picture
Be a role model
Continual self improvement
Be an active listener
Be Smart about Risk
Download the toolkit.http://aka.ms/CloudChampionChange
Recommended Next Steps…
Present your launch plan/targets2Identify your key stakeholders: create your virtual team1
Exec’s attend a Depth Business Model Transformation Workshop3Team attend a Microsoft business/sales/technical training at a city near you (e.g. Australia Partner Conference, TechEd etc)4Schedule a monthly call and update/present your t-minus plan5Launch6
Q&A
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.