Feeds

Tailwind blows over Microsoft sales shake-up

Think vertical, not horizontal

  • alert
  • submit to reddit

Boost IT visibility and business value

Microsoft has re-organized its US sales force to increase the focus on specific industries while recruiting individuals with specialized knowledge of vertical sectors.

Under a project called Tailwind, Microsoft has reduced the number of sales districts from 17 to 12 whilst enlarging the size of five districts. Microsoft is also recruiting staff with specialized knowledge of specific vertical markets.

Part of Project Tailwind saw Microsoft double the number of staff in the field selling Office to more than 1,000, a move alluded to last month by the vice president for Microsoft's Information Worker product management group Chris Capossela.

A Microsoft spokeswoman told The Register the changes at the district level under Project Tailwind were necessary in order to "achieve an economy of scale in organizing local account teams by industry focus." Microsoft is also "hiring hundreds of experts from their fields" as an investment to help partners in vertical sales, she said.

Microsoft already uses vertical units to help sell to sectors like banking, however Project Tailwind appears to represent a deeper effort to engage with customers.

The new push wraps up all of Microsoft application and operating system software for the desktop and server while addressing all sizes of customers in vertical sectors, including the small and medium businesses markets. Microsoft's senior management last week outlined plans for "Premium" editions of Office and Windows in the Windows Vista "time frame" while executives used the company's world wide partner conference to talk-up Windows bundles for the mid-market.

The changes come at a critical time for the company, with Microsoft expected to use the coming 18 month period to finally launch new versions of Windows, SQL Server, Visual Studio and BizTalk Server.

Directions on Microsoft lead analyst Paul DeGroot said Microsoft is trying to rectify the perception "they don't understand my business" in order to sell more copies of software like Office, which dominates the market for PC-based personal productivity applications.

"The big issue for Microsoft is the long-term knock," DeGroot said.

"They write horizontal stuff. Until now it's never been an issue. Everybody can use Office, Exchange and SQL Server. Now Office is on 90 per cent of desktops, it's really hard to make a significant increase in sales."®

Related stories

Microsoft charging more, giving more?
Window closing on Office 2003
Look out IBM, here comes Microsoft's OzFest
Microsoft looks to partners to force Office upgrades

Boost IT visibility and business value

More from The Register

next story
The Return of BSOD: Does ANYONE trust Microsoft patches?
Sysadmins, you're either fighting fires or seen as incompetents now
Microsoft refuses to nip 'Windows 9' unzip lip slip
Look at the shiny Windows 8.1, why can't you people talk about 8.1, sobs an exec somewhere
Intel's Raspberry Pi rival Galileo can now run Windows
Behold the Internet of Things. Wintel Things
Linux Foundation says many Linux admins and engineers are certifiable
Floats exam program to help IT employers lock up talent
Microsoft cries UNINSTALL in the wake of Blue Screens of Death™
Cache crash causes contained choloric calamity
Eat up Martha! Microsoft slings handwriting recog into OneNote on Android
Freehand input on non-Windows kit for the first time
Linux kernel devs made to finger their dongles before contributing code
Two-factor auth enabled for Kernel.org repositories
prev story

Whitepapers

Implementing global e-invoicing with guaranteed legal certainty
Explaining the role local tax compliance plays in successful supply chain management and e-business and how leading global brands are addressing this.
7 Elements of Radically Simple OS Migration
Avoid the typical headaches of OS migration during your next project by learning about 7 elements of radically simple OS migration.
BYOD's dark side: Data protection
An endpoint data protection solution that adds value to the user and the organization so it can protect itself from data loss as well as leverage corporate data.
Consolidation: The Foundation for IT Business Transformation
In this whitepaper learn how effective consolidation of IT and business resources can enable multiple, meaningful business benefits.
High Performance for All
While HPC is not new, it has traditionally been seen as a specialist area – is it now geared up to meet more mainstream requirements?