cloud champion - week 12: upsell and cross sell

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

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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.