As part of their ongoing commitment to partners, the Microsoft UK partner marketing teams wanted to implement a programme to help key partners accelerate their consumption of Microsoft Azure, over and above their agreed annual targets.
Each partner who qualified for the programme was unique in terms of their Azure readiness. Therefore, there wasn’t a one-size-fits-all programmatic solution that could be executed across all of the partners.
Using our tried and tested Accelerator Programme methodology, we kicked off with an intro call to set expectations and agree outcomes for the project. The discovery workshop provided the forum for discussion and understanding of the focus, objectives and readiness of each partner.
Using the insight gleaned from this session we developed bespoke recommendations plans for each partner. Using key building blocks – enablement, engagement and activation – we developed a relevant, executable plan which was reviewed in detail with each partner. After tweaks and adjustments, the approved plan was transformed into an activity roadmap detailing owners and dates for the agreed activities.
Over the initial 6-month engagement the Accelerator Programme enabled 3 key partners to focus a core project team on the Microsoft Azure opportunity. A combination of sales alignment, training and readiness was complemented by focussed plans to engage the partner with their resellers.
Due to its success, more partners were added to the Accelerator programme. Each partner was in a different state of Azure readiness, and individual, tailored plans were developed. We also identified additional partner needs and worked with them, and Microsoft, to facilitate a solution.