As vendor choice and solution portfolios increase, identifying and motivating businesses to invest in growing with Microsoft can be challenging. With limited in-house capacity, Microsoft teams often approach ResourceiT to help them get new partners out of the blocks, or onboard new capabilities in existing partners, as a fast-start project.
Deliverables:
• Data acquisition
• Proposition/messaging development
• Profiling
• Appointment setting
• Social media support – from kick through to prospect nurturing
The brief:
To identify, qualify and on-board five partners to commit to joint Azure business plans.
The approach:
ResourceiT supported Microsoft in identifying the optimal partner profile before approaching, then on-boarding, partners to the point of launching a go-to-market campaign.
Microsoft Investor:
Kevin Lief - Partner Business Development, ISV
Results:
50 prospective partners in pipeline
10 partners committed to FY16 business plans - double the target!
Projected $2.5M partner influenced revenue
“The ResourceiT team has great attention to detail, a clear logical approach and are always thinking ‘in the partners’ shoes’, as a result of their fantastic channel experience and execution. The conversions rate was much higher than expected and we are delighted with the results. We have over $2.5m pipeline from 10 newly recruited partners.”