Company Sales Organization Structures

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Company Sales Organization Structures (1)

Microsoft's global sales, marketing, and operations group consist of eight team members led by Jean-Philippe Courtois, the company's executive vice president and president, global sales, marketing, and operations. Screenshots of the organizational structure are available in Slide 2 of the attached Google document.

Sales Organization Structure of Microsoft

  • According to The Org, Microsoft's global sales, marketing, and operations group consist of eight team members.
  • Jean-Philippe Courtois is Microsoft's executive vice president and president, global sales, marketing, and operations.
  • Four members of the team report directly to Jean-Philippe Courtois. They include Ralph Haupter, corporate vice president & president, Microsoft Asia; Cesar Cernuda, corporate vice president & president, Latin America; Michel van der Bel, corporate vice president & president, EMEA; and Soraya Scott, chief of staff.
  • The three other members of the team report directly to Ralph Haupter, corporate vice president & president, Microsoft Asia. They include Alain Crozier, corporate vice president, chairman & CEO, Microsoft Greater China, Anant Maheshwari, president, Microsoft India, and Hitoshi Yoshida, corporate vice president & president, Microsoft Japan.

Research Strategy

To find the sales organization structure of Microsoft, we searched through the company's website and annual reports. The company's website and annual report provided the profiles of its top executives, including that of the leader of its sales organization, but did not provide an organizational structure. However, The Org provided Microsoft's sales organization structure, of which we have provided screenshots in the attached Google document.
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Company Sales Organization Structures (2)

Salesforce's direct salesforce is composed mainly of telephone sales and field sales personnel (Sales and Business Development Representatives) who are supported by sales representatives. Salesforce's sales department is headed by an enterprise vice-president (EVP). We have included a chart diagram of Salesforce's sales organization.

Sales organization structure of Salesforce

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Company Sales Organization Structures (3)

Michelle Johnston Holthaus leads Intel's Sales, Marketing and Communications Group. The screenshots of Intel's sales organization structure can be found in slide 4 of the attached Google slideshow and in this attached document.

Sales Organization Structure of Intel

  • Intel's Sales, Marketing and Communications Group is composed of 49 team members.
  • Michelle Johnston Holthaus is the executive vice president and general manager of Intel's Sales, Marketing and Communications Group.
  • Her team is further composed of Karen Walker, SVP Chief Marketing Officer, 1 Corporate VPs, 37 appointed VPs of Sales, Marketing, and Communications, and 10 additional members that report to Karen Walker.
  • Of the 10 additional members, three members including Lisa A. Spelman — Corporate VP and GM, Intel Xeon Processors and Data Center Marketing ; Alyson Griffin — VP Global Marketing ; and Julie Coppernoll McGee — Corporate VP and General Manager, Outbound Group Marketing directly report to Karen Walker, SVP Chief Marketing Officer.
  • The remaining seven team members directly report to Lisa A. Spelman. These include:

Research Strategy

To find the sales organization structure of Intel, the company's website and annual reports were sought. While these resources provided the names and titles of the sales team executives, corporate vice presidents, and appointed vice presidents, an organization chart was not available. Hence, a free account was created on "The Org" to provide the screenshots of the company's sales organization structure.
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Company Sales Organization Structures (4)

Screenshots of Cisco's sales organization structure have been provided in slide 5 of the attached slideshow. Sixteen executives report to Gerri Elliott, the Executive Vice President and Chief Sales and Marketing Officer at Cisco.

Sales Organization Structure of Cisco

Research Strategy

An examination of Cisco's annual report and main website has revealed that Cisco's sales division is led by Gerri Elliott (Executive Vice President and Chief Sales and Marketing Officer). The company's website has provided the name of other senior executives in the company but did not show the reporting structure on the main page or biographies. According to The Org, 16 executives report to Elliott (login required). Screenshots of Cisco's sales organization structure on The Org can also be viewed on the attached Google document.
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B2B Clients Salesforce, Microsoft, IBM

Details of how the sales and marketing teams of IBM, Salesforce and Microsoft deal with their B2B clients is detailed below. This includes details of some key roles and responsibilities of these teams, the companies' objectives and their capabilities.

IBM

IBM Services describes itself as 'Your trusted partner for business and technology challenges, including business continuity, remote work forces, virtual client engagement and more'.

Key roles and responsibilities

  • IBM’s Senior VP of Digital Sales, and CMO (Chief Marketing Officer), Michelle Peulso, oversees all global marketing and brand initiatives. She also has operational responsibility for Digital Sales and IBM’s commercial segment.
  • Michelle's team includes thousands of marketing and sales professionals worldwide.
  • Michelle focuses on extremely 'customer-centric marketing and digital leadership experience',
  • Global Markets (formerly Sales and Distribution) — split into geographic regions to allow them to mange the aspects which are specific to each market and develop products to meet each market demands. The three geographic regions are America, Asia Pacific and Europe/Middle East/Africa.

Organization objectives

  • The companies aim is for 'continued business growth based on innovation'.
  • The companies 2019 annual report states they are leading their clients in their next chapter of transformation, as they build agile organizations fueled by data, guided by AI insight and able to work in any cloud environment.
  • The chairman's letter in the above report notes their business decisions reflect 'dedication to every client’s success, innovation that matters and for their company and for the world'. They also endeavor to have 'trust and personal responsibility in all relationships'.
  • IBM wants to help customers, especially in the current circumstances caused by the global pandemic. In April, IBM made its WatsonTM Assistant available at no charge for at least 90 days to help their clients deal with the increased number of COVID-19 information requests whilst reducing the waiting times of citizens.
  • An IBM investor briefing from a few years ago noted that they wanted to increase revenue growth in 170 global markets, build a system of partners and identify strategic growth initiatives.

Key capabilities

  • IBM's business partners are the key distributors for their products.
  • Advertising plays a key role in promoting their products. They market directly to corporate customers rather than in print magazines. They email existing customers details of new products
  • A research brief notes that they expect B2B sales to be completed more and more via the internet rather than field sales in the future. The report is produced to assist businesses in planning for the future.

Salesforce

Salesforce describes itself as a cloud-based customer relationship management solution for all types of businesses including marketing and IT.

Key roles and responsibilities

  • Elizabeth Pinkham is the company's Executive Vice President responsible for their Global Real Estate. She has responsibility for creating a 'one of a kind experience for employees, customers, partners and the community'.
  • Simon Mulcay, CMO notes that they have a tight alignment between sales and marketing. They focus on creating a holistic view of the relationship they have with their customer.
  • Global offices in USA, Canada, Latin America and Caribbean, Europe, Middle East and Africa and Asia Pacific. Their Worldwide Corporate Headquarters is in San Francisco. Each office listed on their website has a contact for sales which is either a telephone number or a link to another page with a form to complete to make an inquiry. The inquiry forms include a box to tick to receive marketing information from the company.
  • The company's Marketing and Communications teams are responsible for sharing the company's messages. They do this by meeting Fortune 500 companies, holding events to market their products and giving briefings to top-tier media.
  • The company has an international marketing council so that leaders in each region can get together on a quarterly basis and share local best practices.
  • The company has product marketing managers who attend events such as Salesforce World Tour London 2019 to promote their products such as their, Pardot B2B marketing automation product, to businesses.

Organizational objectives

  • Salesforce vision was to 'reinvent the CRM in the cloud'.
  • The company aim to create a culture of 'sharing and success' so that their teams work together towards the company's success.
  • Salesforce believe by making new technology such as AI and the internet of things easier and more accessible they can create a future with more opportunity and equality for everyone.

Capabilities

  • The sales and marketing teams work closely together focussing on four key areas to deliver growth. Their customer focus involves creating a holistic view of the customer, which allows their teams to coordinate their activities with a shared view of the customer. They aim to actively listen to their customers by ensuring that their marketing team are speaking the same language as the customer.
  • They operate a 'pipeline science' approach which involves tracking every marketing activity to determine its impact. This allows them to review their spending on different areas and to put their resources where they are seeing results.
  • They also want their customers to become 'evangelists' of Salesforce as they consider them the best people to share the word about the services of their company.
  • They operate an integrated planning process so that marketing and sales are aligned to the same goals.
  • The company also provide weekly performance reviews to their marketing and leadership teams so that they can make informed decisions.
  • Salesforce produces blog articles to provide guidance to small businesses such as given hints and tips about SEO (search engine optimization).
  • Salesforce has won Fortune's most admired company award in 2020 as well as featured in the Fortune's best companies to work for 12 years in a row.

Microsoft

Microsoft 365 for business is the company's product promoted specifically at businesses. They also offer other products like Azure and Microsoft for startups.

Key roles and responsibilities

  • Takeshi Numoto, Commercial Chief Marketing Officer is responsible for the company's worldwide commercial business which includes a broad product portfolio that enables businesses to modernize and digitally transform their operations using Microsoft’s services and products.
  • Emma Da Silva , Vice President, Marketing and Operations, Microsoft Canada. Although this position/website relates specifically to Canada, it seems reasonable to assume that a company of this size would have similar roles in other countries that they operate in.
  • The company's marketing team operates as a 'single, unified team across products, services, and devices. The team has centralized and advertising, brand, communications, and media teams. The link shows some the types of roles currently advertised for those teams.

Organizational objectives

  • Microsoft's mission is to 'empower every person and every organization on the planet to achieve more'.

Capabilities

  • Microsoft produces blog articles aimed at promoting their products to businesses such as their Workboard and Teams products. The article linked here looks at how the product can drive business results.
  • The company's website for businesses offers new customers to 'get first six months free of Microsoft 365 Business Basic' when they sign up to the product. The website also offers a video to give prospective customers a tour of the product.
  • Microsoft's marketing strategy has changed from attacking its competitors to focusing on making the brand more customer-centric. Further, detailed information about this can be found in the Microsoft Corporation Report which is available behind a paywall.

Research strategy

Extensive research was completed of each of the companies main websites as well as other linked websites to these to determine the information required. Further, searches of financial reports and blogs were reviewed to establish more detail. Careers and vacancies were reviewed to assist in determining the types of roles and set up of the sales and marketing departments of the companies.
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B2B Clients Cisco and Intel

While the sales and marketing teams at Cisco and Intel have nearly the same objectives and responsibilities when handling B2B clients, they differ in structure and capabilities. The key capabilities of the team at Cisco center on partner marketing, digital marketing, and digital sales transformation, while those of the team at Intel center on direct marketing, co-marketing, and reseller sales management.

Cisco

Key Roles and Responsibilities

  • The key roles and responsibilities of the sales and marketing team are categorized into four broad job areas, namely, marketing and communications, business development, product sales, and services, solutions, and customer success.
  • Marketing and communications employees create marketing campaigns and communications that are all intended to give customers the best experience they can get.
  • Business development employees identify strategic opportunities and develop and implement innovative solutions that enable the company to adapt to changing market needs and trends.
  • Product sales employees help the company convert ideas into effective customer solutions.
  • Services, solutions, and customer success employees leverage the company’s rich collection of solutions, hardware, and software to facilitate success for the company’s customers and partners.

Organization Objectives

  • The sales and marketing team aims to identify or anticipate customer needs and wants using products and solutions that help open up new market opportunities for customers.
  • It also aims to equip partners with the necessary tools and resources to help them undergo digital transformation, access marketing funds, reach more customers, and generate more revenue. Over 85% of the company’s revenue is generated by the company’s partner channel in which the company has over 60,000 partners.

Key Capabilities

  • The sales and marketing team’s key capabilities appear to be partner marketing, digital marketing, and digital sales transformation.
  • The team has a Cisco Marketing Velocity program that consolidates all the company’s marketing programs and resources for partners. The program, which puts tools and resources such as Marketing Velocity Central, Cisco Marketing Velocity Learning, Marketing Velocity Activate, and Funding for Marketing Velocity in one place, was organized with the knowledge that the purchase habits of B2B buyers have now changed, and that 61% of B2B purchases begin online.
  • With analytics, insights, automation, and technology at its disposal, the team can easily align with the company’s digital strategy and adapt to shifts in B2B marketing. The team is known to have “startup-style agility.”
  • The team also has an industry-leading digital sales transformation strategy in place. It tests new initiatives with a small group of sales representatives first to create champions who can help with the deployment of these new initiatives to the rest of the sales representatives. Sales representatives, who are 17,000 in number, also receive insightful data reports from marketers.
  • The team is equipped with an exceptional marketing technology stack that enables it to successfully engage with customers and partners as customers go through the following stages: awareness, purchase, installation, and renewal.

Intel

Key Roles and Responsibilities

  • The key roles and responsibilities of the sales and marketing team are categorized into four broad areas, namely, customer and partner sales, sales support, technical sales, and marketing.
  • Customer and partner sales employees build and manage the company’s relationships with customers, partners, and distributors.
  • Sales support employees manage interactions between customers, the factory, and the sales team to help the company attain its revenue goals.
  • Technical sales employees work closely with partners to satisfy and anticipate customer needs. They also offer technical expertise about Intel products.
  • Marketing employees serve as both corporate ambassadors and strategic partners. They develop campaigns to promote the company’s products.

Organization Objectives

  • The sales and marketing team, with its knowledge of the company’s products and its business and technical acumen, aims to understand customers and partners better and help them solve their pressing business problems.
  • It aims to “amplify the customer’s voice” and deliver best-in-class customer experiences by providing “personalized support with unrivaled expertise in every interaction.”
  • For the team, driving growth for the company and its customers while maintaining its uncompromised integrity is a key objective.
  • The team hopes to not only match customers with the right solutions but help shape future technologies as well.

Key Capabilities

Sources
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