ResourceiT business engagement model
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Transcript of 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
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 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 ...
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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?
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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 ...
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Definition of high value client/partner
LOW
LOW
HIGH
HIGH
REVENUE
MAINTENANCE
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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?
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
So then what...?
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
And then tell the right audience
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Our services
Microsoft Partner Alliance
Business and Marketing Strategy
Marketing Planning and
Communications
Lead Generation
Sales coaching and
development
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
FY11 packaged engagement model
Strategic
Advanced
Standard
Foundation
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Foundation
High quality, low cost SMB lead
generation model
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Standard
Programmatic and dynamic
marketing aligned to MPN
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Advanced
12 month business growth programme reviewed quarterly
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Strategic
36 month business growth programme reviewed quarterly
and annually
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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 ...
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Clarified and refreshed website
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Partner to partner case study
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Microsoft 1 page “battle card”
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
SQL consolidation micro site
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
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
©ResourceiT Consulting Ltd, 22 Campbell Court Bramley Hants RG26 5EG T: +44 (0) 1256 881100 www.resourceit.net
Get in touch ...
Julie SimpsonManaging Director
ResourceiT Consulting [email protected]