Global Enterprises and Global Account Management

More Microsoft global customers will get special treatment in the future as Microsoft expands the number of companies to which it will dedicate global account teams. Such teams help the company’s enterprise sales structure mirror the way those customers operate, with staff who work at the customer’s headquarters, supplemented by staff at Microsoft’s headquarters and in each part of the world where the customer operates. However, expanding global management could have an impact on field sales personnel in Microsoft subsidiaries and on regional or local partners who work with these customers.

Global Account Management

Global customers often deal with local Microsoft subsidiaries when purchasing and seeking support for Microsoft products. Even where the subsidiaries perform well, inconsistencies may occur, complicating the purchase and management of software. Microsoft’s prices are not consistent worldwide, and licensing rules and contracts may vary depending on where software is purchased. Technical support services, financial terms, and products themselves can vary by region.