Our Heroes

Thank You

To our Work made Simple thought leaders, customers and friends. Thank you for entrusting us with your insights, Industry insiders perspectives and all around wisdom. Without this we would not have the accumulated intelligence that enables us to excel at delivering the solutions for you that we do. You are our Heroes and we thank you!

“Enabling the Digital Channel”

Project: Role Excellence Profile PSM

USA, 2016

Lindsay Zwart / Director of Sales, Dynamics Partner, Microsoft
“Sales Transformer”

Project: Role Excellence Profile PSM

Denmark, 02/09/16

Maja Love Dybdahl / Partner Sales Manager, MBS, Microsoft
“Industry and Cloud the perfect cocktail”

Project: Role Excellence Profile PSM

India, 02/09/16

Pankaj Agrawal / Director of Sales, Dynamics Partner, Microsoft
“You gotta transform but still perform”

“Build a SWOT team to focus on the Big Bets”

Project: Role Excellence Profile PSM

APAC, Singapore, March 2016

Emily Fork / Director of Sales, SMS&P Partner, Microsoft
“Reframe the way customers think”

Project: Role Excellence Profile PSM

USA, April 2016

Mauri Rapuzzi / Account Executive, EPG, New York, Microsoft
“Focus on Business Outcomes”

Project:Enterprise Partner Transformation Playbook

USA, June 2016

Anders Spatsek / Director, Enterprise Partners, Microsoft Corp
“Outreach to BDM’s via LinkedIn”

Project: Sales Challenger Playbook

USA, April 2016

Jill DeVleming / Account Executive, EPG, New York, Microsoft
“Educate on the changing economics”

“What makes the difference, teach and tailor”

Project: Role Excellence Profile PCDM

UK, June 2016

Robert Pope / Partner Sales Executive, Dynamics Partner, Microsoft
“Director of clay, which partner can develop what for whom.”

Project: Sales Challenger Playbook

Netherlands, April 2016

Ernestine van Rappard / Partner Sales Executive, Dynamics Partner, Microsoft
“Business transformation of existing partners”

Project: Role Excellence Profile PCDM

UK, April 2016

Michael Chewter / Sr. Partner Sales Manager, MBS, Microsoft
“Finding the new routes to market”

Project: Role Excellence Profile PCDM

UK, April 2016

Shane Foster / Sr. Partner Sales Executive, MBS, Microsoft
“Accelerate new routes to market”

“Deal Factory Mentality, repeatable, templated”

“Get scale motions in the market”

Project: Role Excellence Profile PCDM

UK, April 2016

Chris Parkes / Partner Sales Executive, MBS, Microsoft
“Packaging products and services”

“Get onto a sustainable pathway for growth”

“Develop your own IP”

Project: Role Excellence Profile PCDM

Netherlands, April 2016

Arjen Jansen / Owner, Sales Manager, Tempero
“Line of site to the Account teams”

“Having the Challenger Conversation”

Project:Role Excellence Profile PTS

Canada, April 2016

Barnaby Jeans / Partner Technology Strategist, Hosting, Microsoft
“Drive the digital marketing motions”

Project:Role Excellence Profile CE

Norway, April 2016

Harald Wiborg Karlsen / Channel Executive, Hosting, Microsoft
“Responsible for having a great value prop”

“Be an internal advocate”

Project: Role Excellence Profile CE

France, April 2016

Florence Flipo / Sr. Channel Executive, Hosting, Microsoft
“The biggest transformation is doing this in ten countries”

“Secret shop the offer, did we deploy what we thought”

“Selling the dream end-to-end”

“80% of buying is on impulse”

Project:Role Excellence Profile IMDM

USA, April 2016

Rich Cannon / Director Industry Market Development, Hosting, Microsoft
“Innovation is going a lightning speed”

“Use the whiteboard to do chalk and talks, go through the building blocks”

“Have a One note with all the learnings, lessons, questions, answers, share with community.”

Project: Role Excellence Profile PTS

Netherlands, April 2016

Herman Keijzer / Partner Technology Strategist, Hosting, Microsoft
“Leverage the assets across the company”

“It’s not a partner type, it’s a business model”

“People are overwhelmed, do less but focus more.”

“Need to capture the stories of best practice, what was the proposition, the offer, how was it created.”

Project:Role Excellence Profile CE

Western Europe, April 2016

Martin Walker / Director Channel Sales, Hosting, Microsoft
“Become a transformation agent, be the advocate for change”

“Who are the most valuable customers?”

“Discover the unknown”

“Help to envision what’s possible.”

“Mustn’t helicopter in and out, be accountable, show that your building a long term relationship.”

Project:Role Excellence Profile CE

Germany, May 2016

Joerg Hambueckers / Channel Executive, Hosting, Microsoft
“Need specialization, engage in different stages of the sales cycle.”

“Tech is too complex for everyone to know everything.”

“Must have a repeatability mindset”

“Figure out how to package it up and develop offers.”

Project: Role Excellence Profile PTS

USA, May 2016

Chad Mcafee / Director Channel Sales, Hosting, Microsoft
“You are the only vendor we trust to do this work.”

 

Project: Partner Sales Playbook

USA, June 2016

Johneen Buffard / Global Partner Role Owner, MBS, Microsoft
“How can we make the sales more predictable, more predictable thinking?”

“Talk more about valuation than profitability”

“Building the Predictable sales engine.”

“Have a portfolio of success stories.”

“Build the processes that drive predictable sales vs. traditional sales.”

Project: Role Excellence Profile PPR

USA, May 2016

Gopi Sankaran / Sr. Channel Recruitment Leader, MBS, Microsoft
“It’s about building a scaled development engine.”

Project: Role Excellence Profile PCDM

USA, May 2016

Brian Rogers / Director Channel Development, MBS, Microsoft
“Pivot from horizontal to vertical.”

“Do you have a digital marketing automation engine?”

“It’s about Tribal Selling & Marketing.”

“Do you have an emotional messaging framework?”

“Biggest challenge is working capital.”

Project: Partner Sales Playbook

Canada, May 2016

Mark Stuyt / Owner, Neuralimpact
“Need to have an entrepreneurial approach, be a market maker”

“Sell with a challenger mindset, deliver the wow moment, reframe thinking.”

Project: Role Excellence Profile PSM

USA, September 2015

Steffen Weh / Director Partner Sales, MBS, Microsoft
“Before you become a personality you must become an individual.”

“Success in social is about being an individual.”

“LinkedIn is last year’s fool.”

“Encourage the Challenger mentality to get into deals at 20%.”

“identify the start of a project vs. being in a tender.”

 

Project: Role Success Guide ISM

UK, October 2015

Michala Wardell / Inside Sales Vendor Manager
“My job is to make the team believe we can do it.”

“We have to go deeper and wider, reality is there are 000’s of child accounts”

“Customers are more educated, they have more clarity.”

Project: Role Excellence Profile SSM

Russia, October 2015

Alexander Chesnavsky / Sr. Solution Sales Manager, EPG, Microsoft

“Cloud means new types of partners.”

Project: Role Success Guide ISM

Japan, October 2015

Yoshinori Saito / Inside Sales Lead, Dynamics, Microsoft
“Lead by example, be bold, be forward thinking.”

“Who moves my cheese. Change is part of the new beginning.”

“No longer enough to pitch questions, expect you to bring new perspectives.”

“Sales Managers need to do Social Checks. Are they on our side or not?”

“Was 80% sales excellence, now 80% sales innovation.”

“Don’t jump into solutions, get all the ideas on the table.”

“if people are not educating customers about business impact it will not drive consumption.”

“Teams that excel have lively engagement on Yammer.”

“Empower your people with insights.”

Project: Role Excellence Profile SSM

Slovenia, October 2015

Peter Novak / Sr. Solution Sales Specialist
“Learning, curiosity, staying ahead of the curve.”

“Companies are crossing the Cloud chasm.”

“Do extreme Reference Selling”

“You have to draw people into you with a thoughtful profile.”

“Delivering value for the customer brings you into conversations.”

Project: Role Excellence Profile SSM

New York, October 2015

Mike Triolo / Director Solution Sales, EPG, Microsoft
“Connect business pain with initiatives with KPI’s with solution.”

“Capacity planning is key, only way to expand is through extra capacity.”

“Do allot of shadowing.”

“Believe in expanding through the partner motion.”

Project: Role Excellence Profile SSM

Latam, October 2015

Luciano Braverman / Director Solution Sales, EPG, Microsoft
“Build your sounding board, verify new things, get insights about what’s going on.”

“In Japan you’re not a challenger, meetings all arranged up front, few tough conversations.”

“Need to have conversations about how to globalize.”

“Deep traditional relationship selling, but will change, will shift to value selling.”

“Need to orchestrate the extreme examples of what other companies are doing.”

“We need people that run the business and people who create the business.”

 

Project: Role Excellence Profile SSM

Japan, October 2015

Coen Koning / Director Solution Sales, EPG, Microsoft
“Pivot from old pipeline questions to new transforming pipeline questions.”

“Be comfortable with being uncomfortable, sometimes you need to push, prod and provoke.”

“As a Sales Manager you have to have a voice and contribute”

“You have to perform whilst you transform.”

Project: Role Excellence Profile SSM

Central and Eastern Europe, October 2015

Luka Debeijak / Solution Sales Manager, EPG, Microsoft

“By the time the decision gets to IT its already been made.”

“Challenger Shark tanks invent our best stories.”

“Gain more credibility, more connections through Associations.”

Project: Role Excellence Profile SSM

New York, October 2015

Adam Rodell / Director Solution Sales, EPG, Microsoft
“We need an army of transformational hunters.”

“Surgical understanding of buyer behaviors.”

“Beat the drum on what buyers are doing.”

“Talk workloads, Power of the solution, What’s in it for the customer.”

“Who makes it bigger, who makes it faster, who changes the risk profile.”

“From a product driven Spin Seller to a Solution driven challenger.”

“How many customers are you meeting outside of IT?”

Project: Role Excellence Profile SSM

Central and Eastern Europe, October 2015

Tara Webb / Sr. Solution Sales Manager, EPG, Microsoft
“Ten people having ten conversations not one conversation with ten people.”

“A Challenger comes in and magnifies the problem.”

“Since the last time we talked what new relationships have you made?”

“Social Selling contests, points for getting to 20%, 40% etc. Status on boards compared to other teams.”

Project: Role Excellence Profile SSM

New York, October 2015

David Lochridge / Director Solution Sales, EPG, Microsoft
“Need people with both the Art and the Science.”

“Leverage own Alumni network.”

“Big and Bold Ambitions.”

Project: Role Excellence Profile SSM

Switzerland, October 2015

Max Eggenberger / Sr. Solution Sales Manager, EPG, Microsoft
“Coming with authority, we know what other peers, companies are doing.”

“Avoid the illusion of competency.”

“Avoid the me-too, bring the patterns, bring the scenarios.”

Project: Role Excellence Profile SSM

Central & Eastern Europe, Germany, October 2015

Eugene Piric / Director Solution Sales, EPG, Microsoft
“Leverage Navigator is a combined effort between sales and marketing.”

“How do we drive incremental revenue for the customer?”

“Foster the culture of a Challenger mindset.”

Project: Role Excellence Profile SSM

USA, October 2015

Doug Adams / Director Solution Sales, EPG, Microsoft
“Own the destiny of how to make the number.”

“Understand the Solar System.”

“Customers are very educated, what is the value of this individual?”

“better bring a particular point of view.”

“Have a machine learning trogon horse.”

Project: Role Excellence Profile SSM

USA, October 2015

Fari Brequet / Sr. Director Solution Sales, EPG, Microsoft