ResourceiT business engagement model


Published on

An overview of how we help Microsoft partners to increase revenues - and the unique process we go through

Published in: Business
  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • 5 minutesWhy do you want to attract your ‘ideal customer’? The benefit of an ideal customer is not just about the revenue benefits but about the effort that goes into maintaining them. Company X wants customers that give the highest value for the lowest cost. Good communication and good account management are key to elevating your ideal customers to your best customers. 
  • JS 10 minutes
  • ResourceiT business engagement model

    1. 1. Powering Microsoft Partnerships<br />Summer 2010<br />
    2. 2. About ResourceiT Consulting Ltd<br /> We wrote this too ...<br />
    3. 3. Microsoft’s view...<br />“I would recommend ResourceiT services to partners who want to understand more about how to engage strategically with Microsoft for mutual return”<br />David Hobbs-Mallyon, SQL Server Product Manager, Microsoft UK Ltd<br />“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”<br />Clare O’Halloran, Emerging Business International Lead, Microsoft Ltd<br />“Love it!”<br />Terry Smith, Senior Director, Public Sector, Microsoft Ltd<br />
    4. 4. Example clients<br />
    5. 5. LAR<br />Training company<br />Unified Communications<br />Virtualisation<br />Dynamics<br />Local provider<br />OEM<br />Database expert<br />ISV<br />Global<br />Distributor<br />Web agency<br />GSI<br />Horizontal<br />100% Microsoft<br />Infrastructure<br />Website developer<br />Development<br />SBS<br />SharePoint Expert<br />Vertical solution provider<br />International<br />VAR<br />Competitive recruit<br />Business Intelligence Expert<br />Hosting provider<br />National<br />Cloud focused<br />Technology agnostic<br />Partners come in all shapes and sizes...<br />
    6. 6. Yet ask us the same questions ...<br />How can we stand out?<br />What can we do to increase our conversion?<br />Where should we invest?<br />What can we do to maximise our Microsoft partnership?<br />
    7. 7. How do we engage with you?<br />12 month revenue sprint or 36 month envisioning roadmap<br />Evaluate most lucrative opportunities within Microsoft business practice<br />Identify profile of highest value <br />clients/partners<br />Build marketing programmes to<br /> attract more of them ...<br />
    8. 8. Definition of high value client/partner<br />HIGH<br />REVENUE<br />HIGH<br />MAINTENANCE<br />LOW<br />LOW<br />
    9. 9. We will need to reveal...<br />1. Who are your highest value clients/partners?<br />What are you selling to them?<br />How much are they spending?<br />2. Where did the lead/introduction come from?<br />What was the pre-sales process?<br />How long did the deal take to close?<br />3. What is your capacity for more deals of this type?<br />How many do you need to achieve your targets?<br />What is “in it” for them?<br />
    10. 10. So then what...?<br />
    11. 11. Build compelling value propositions<br />
    12. 12. And then tell the right audience<br />
    13. 13. Our services<br />
    14. 14. FY11 packaged engagement model<br />
    15. 15. Foundation<br />
    16. 16. Standard<br />
    17. 17. Advanced<br />
    18. 18. Strategic<br />
    19. 19. How we work with you to calculate ROI<br />
    20. 20. Some Microsoft initiatives delivered ...<br />BPOS qualification and partner activation<br />Oracle to SQL compete<br />SharePoint partner recruitment<br />Joint partner-to-partner engagements<br />Practice Builder Workshops<br />SharePoint partner - EPM opportunity generation<br />Web agency recruitment<br />Business Intelligence partner recruitment<br />Rev It Up sales campaign<br />OnTrack sales coaching and development<br />Microsoft portal content (P2P)<br />100’s co-funded marketing campaigns<br />Co-authored MPN guidebook<br />Etc, etc, etc ...<br />
    21. 21. A few more examples of our work ....<br />
    22. 22. Microsoft OnTrack Programme FY11<br />Action: Complete Action Plan template and assign priorities and ownership<br />Action: Develop customer-centric cloud offerings that work for your business<br />Action: Build an end-to-end business growth plan that delivers results<br />
    23. 23. Clarifiedand refreshed website<br />
    24. 24. Partner to partner case study<br />
    25. 25. Microsoft 1 page “battle card”<br />
    26. 26. SQL consolidation micro site<br />
    27. 27. Work with us if you ..<br />..want a refreshed and innovative connection with your <br />target audience<br />..want to grow your Microsoft business practice or <br />maximise your investment in the Microsoft Partner <br />Network<br />..need ad-hoc access to a team of Microsoft experienced, <br />marketing and business alliance experts<br />..want to utilise a proven process and accelerateresults<br />
    28. 28. Get in touch ...<br />Julie Simpson<br />Managing Director<br />ResourceiT Consulting Ltd<br /><br />