Innovation, Change Management, and Team Acceleration

Designing and operationalizing a product envisioning experience for Microsoft’s consultative sales team.

I led a team of senior experience strategists and product designers for the Microsoft Business Envisioning, Sales Enablement unit, focused on facilitating consultative sales experiences to foster executive collaboration, concepting, and buy-in to inform hyper-relevant Microsoft solutioning and ultimately empower the closure of larger Azure and AI deals.

Microsoft recognized if they wanted to more consistently close multi-million dollar deals they needed to be precisely attuned to the needs of their enterprise customers, specifically around the Microsoft Cloud and AI solutions. Our team of strategists got to work on the ground with their sales teams, uncovering the needs of sales team members and the customers they engage with to design a repeatable practice of human-centered executive engagement. 

We experimented with different methodologies to engage with and reflect knowledge to executive stakeholders. We established a successful model which included 1:1 executive engagement, workshopping, synthesis, and artifacting. We exemplified excellence within this working model for the team to learn from and began working on hand-off materials to supplement sustainable adoption. We provided the Microsoft team with templates, playbooks, risk assessment tools, guidance & procedures, training, and more to ensure their success in running consultative sales engagements after our departure.

Framework Launch

Our team received glowing feedback from Microsoft leadership, not only on the accuracy and success of the framework but also deep appreciation for the thorough resources to ensure the sustainability of this new working model. The re-servicing and upskilling of their team resulted in more consistent closure of higher value (multi-million dollar) deals.