RE-DESIGNING AND IMPLEMENTING THE SALES MODEL FOR DIGITAL TRANSFORMATION – by Susan Fleetwood, Microsoft

In a rapidly changing marketplace, every company in every industry is looking to transform digitally. Microsoft has positioned itself to capture part of the $4.5 trillion digital transformation opportunity. In July 2017, it completely redesigned its commercial and consumer sales models to enable them to capture this opportunity and to maximize impact for customers and partners as they re-imagine their businesses for tomorrow. A change of this magnitude requires a compelling vision and strategy, clear design principles, synchronized execution, and a thoughtful change approach. Given the global nature of the change, collaboration across all levels of leadership was essential with a strong company culture foundation.

This session is intended to share Microsoft’s journey in transforming its sales model. The story is grounded in its organizational culture that obsesses about customers and partners, focuses on innovation and learning, and operates as One Microsoft. It is also designed to share the organization design and change approaches that enabled worldwide implementation.

The participants will hear about Microsoft’s sales transformation, and then spend the time in small peer groups reflecting and formulating the takeaways for the application in their own context.

SUSAN FLEETWOOD is the Senior Director of Organization Development (OD) at Microsoft. She supports the sales, marketing, services and operations teams and is responsible for working with business leaders to clarify and align strategy, improve leadership team effectiveness, contribute to an overall talent agenda, and lead change in partnership with HR colleagues. Prior to joining Microsoft, Susan spent 10 years with IBM Global Services managing large application development and systems integration projects across multiple industries. She began her career with Texas Instruments as a software developer and later moved to the internal audit group to lead IT systems, financial, and operational audits across the divisions.