ResourceiT business engagement model

©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net

Powering Microsoft Partnerships

Summer 2010

http://www.resourceit.net/


About ResourceiT Consulting Ltd

Strategic supplier to Microsoft and its channel partners

• Strategic business advisors• Partner alliance consultants• Strategic marketing consultants• Marketing managers• Digital marketing consultants• Designers and copywriters• Telemarketers

Over 400 sales and marketing projects delivered

~£90m pipeline of opportunities created for the UK channel

Proven process and approach

Flexible access to team of experienced:

We wrote this too ...



Microsoft’s view...

“I would recommend ResourceiT services to partners who want to understand more about how to engage strategically with Microsoft for

mutual return”David Hobbs-Mallyon, SQL Server Product Manager, Microsoft UK Ltd

“ResourceiT supports Microsoft partners by providing an extension to their existing sales and marketing teams. Their processes and services help partners to open new routes to market and grow revenues through a

structured and considered approach”Clare O’Halloran, Emerging Business International Lead, Microsoft Ltd

“Love it!”Terry Smith, Senior Director, Public Sector, Microsoft Ltd


Example clients

http://www.thinkscape.com/Default.aspx


GSIDistributor

Dynamics

SBSInfrastructureDevelopment

SharePoint Expert

Unified Communication

s

Virtualisation

LAR

ISV

Business Intelligence Expert

Training company

Database expert

Web agency

Website developer

Competitive recruit

100% Microsoft

Technology agnostic

Horizontal

Vertical solution provider

Cloud focusedHosting provider

Local provider

National

Global

International

VAR

Partners come in all shapes and sizes...

OEM



Yet ask us the same questions ...

• How can we stand out?• What can we do to increase our

conversion?• Where should we invest?• What can we do to maximise our

Microsoft partnership?



How do we engage with you?

• 12 month revenue sprint or 36 month envisioning roadmap

• Evaluate most lucrative opportunities within Microsoft business practice

• Identify profile of highest value clients/partners

• Build marketing programmes toattract more of them ...



Definition of high value client/partner

LOW

LOW

HIGH

HIGH

REVENUE

MAINTENANCE



We will need to reveal...

1. Who are your highest value clients/partners?– What are you selling to them?– How much are they spending?

2. Where did the lead/introduction come from?– What was the pre-sales process?– How long did the deal take to close?

3. What is your capacity for more deals of this type?– How many do you need to achieve your targets?– What is “in it” for them?



So then what...?



Build compelling value propositions

Compelling value

proposition

Stakeholder organisation

Business drivers

Market drivers

Stakeholder individual

Stakeholder drivers

InfluencersStrategic and

tactical deliverablesKPI’s

Proof

Call to actionCommunication

vehicles



And then tell the right audience



Our services

Microsoft Partner Alliance

Business and Marketing Strategy

Marketing Planning and

Communications

Lead Generation

Sales coaching and

development



FY11 packaged engagement model

Strategic

Advanced

Standard

Foundation



Foundation

High quality, low cost SMB lead

generation model



Standard

Programmatic and dynamic

marketing aligned to MPN



Advanced

12 month business growth programme reviewed quarterly



Strategic

36 month business growth programme reviewed quarterly

and annually



How we work with you to calculate ROI

Scope•Engagement and success criteria

Establish•Priorities and USP’s

Recommend•Utilisation of existing capability

•Services engagement over 12 months

Agree•Fixed monthly investment

Review•Quarterly to ensure metrics are on target



Some Microsoft initiatives delivered ...

• BPOS qualification and partner activation• Oracle to SQL compete• SharePoint partner recruitment• Joint partner-to-partner engagements• Practice Builder Workshops• SharePoint partner - EPM opportunity generation• Web agency recruitment• Business Intelligence partner recruitment• Rev It Up sales campaign• OnTrack sales coaching and development• Microsoft portal content (P2P)• 100’s co-funded marketing campaigns• Co-authored MPN guidebook• Etc, etc, etc ...



A few more examples of our work ....


Microsoft OnTrack Programme FY11Microsoft OnTrack - A highly interactive programme, delivered in 3 distinct parts; specifically designed to enable partners to•Take maximum advantage of MPN•Demonstrate and implement excellence in sales and marketing•Explore the oppportunity for delivering Cloud-based solutions•Identify, manage and develop revenue generating Partner-to-Partner relationships

Q1 - Part One - Understand the Microsoft Solutions Sales Process (MSSP) and where MPN tools and resources will help you•Session 1: Plan and Prospect•Session 2: Qualify and Develop•Session 3: Solution and Proof•Session 4: Close and Sign

Q3 - Part Two - Explore the opportunity for delivering cloud-based solutions with your existing customers and within new markets •Session 1: Showcase of markets and customers that could benefit from cloud•Session 2: Developing a cloud-based value proposition•Session 3: Creating and delivering compelling Calls to Action for prospects•Session 4: Presentation skills - make the event go off with a BANG!

Q4 - Part Three - Identify the profile of your ideal partner/s and recognise and implement the right engagement model• Session 1: Showcase of real-world examples of effective partnering• Session 2: Create and develop the profile of your ideal partner• Session 3: Building a unique and compelling joint value proposition• Session 4: Next stage resources and support available to you

Action: Complete Action Plan template and assign priorities and ownership

Action: Develop customer-centric cloud offerings that work for your business

Action: Build an end-to-end business growth plan that delivers results


Clarified and refreshed website



Partner to partner case study



Microsoft 1 page “battle card”



SQL consolidation micro site



Work with us if you ..

..want a refreshed and innovative connection with your target audience

..want to grow your Microsoft business practice or maximise your investment in the Microsoft Partner Network

..need ad-hoc access to a team of Microsoft experienced, marketing and business alliance experts

..want to utilise a proven process and accelerate results



Get in touch ...

Julie SimpsonManaging Director

ResourceiT Consulting [email protected]


mailto:[email protected]

ResourceiT business engagement model

Business

microsoft partner network

microsoft ltdlove

microsoft ltd4

microsoft initiatives

microsoft uk ltdresourceit

team of microsoft experienced

partner activationoracle

marketing teams