But the sales model had changed; it was becoming less about shipping more boxes at fat margins and more about persuading people they should download your service, buy on a subscription, pay for what you use.
The world of Nadella and the current reality of Microsoft couldn’t be more removed from the world of Turner. Today it’s a more complicated sell: on-premises remains the core of Microsoft’s income – desktop and server – but Microsoft is desperately trying to grow its cloud and data businesses. Neither involves destroying the competition; rather, it’s a more nuanced sale, a sale you don’t win by simply trashing the rivals.
The notion that enterprise tech sales have gone beyond zero-sum is tantalizing, but hard to imagine. Let’s hope so.
Also, the quotes from sales meeting keynotes are so, so sales-y that it’s almost “ugh” feeling.