Our first step was to discover everything we needed to know about Softcat. We kicked off with a call with the Indirect CSP managers, to set expectations for the outcomes and outputs for the project, and also importantly, to identify the core project team we’d be working with.
A face-to-face workshop with the assigned project team was organised, which was our opportunity to learn about how Softcat were currently doing things and what made them unique. We were also able to identify where there were gaps in knowledge, resource and support materials for the sales team to be successful.
This provided us with the information we needed to develop their Indirect CSP positioning statement, and create our recommendations plan to further support this business unit.
Softcat pride themselves on being easy to work with and are highly experienced resellers of Microsoft Cloud solutions, so this combination formed the basis of their positioning. Using a S I M P L E acronym to articulate the key benefits of becoming a reseller with Softcat, which was used throughout the supporting collateral produced.
We also recommended and developed an entry-level partner programme, which also focussed on promoting the overall benefits of becoming an Indirect CSP resellers, as well as the added benefits of choosing Softcat. This included launch materials, collateral and a registration landing page, as well as advising on what should be developed and available for their new resellers within their eCat portal to provide them with additional support and value-add.