Rob Romanzi , Solyspoint
Microsoft sees double digit revenue increase with channel program.
Challenge: Building consistency and effective marketing within partner community.
Solution: Structured, Six Month 1:1 Marketing Training and Execution Program. Drives targeted, consistent, credible marketing. Integrates training, action and reward: Learn by doing and creating usable materials. Each step to build on a previous step leading to an individual executable
Results: Minimal Microsoft field team involvement. Actions and follow-up were vendor driven. Partner managers receive monthly reports, escalated issues. Marketing Help Desk serves as extended resource to partner managers and partners:
- Strategy and product marketing: Average pipeline growth – from 2 to 10 leads.
- Increase revenue: Average of $32K per partner to an average of $53K for a total of $800K in incremental revenue.
- Partner satisfaction: 90% Partner Satisfaction with Program. Increased engagement with Microsoft Sales Team and Partner Readiness Offerings.