Qurus Success: Partner discovery in Kenya, Africa

1. Success : Microsoft Kenya BPAM Project
Qurus ‘Feet on the Street’ breadthPAM team
Training Kit
Objectives
Identify and profile unmanaged resellers in Nairobi. Select
most promising resellers , brand their outlets and bring
then into the Microsoft channel.
Train managed and unmanaged resellers on Microsoft OEM
products, the local channel and licensing. Land key
local, regional and global campaigns.
Field Reports
Solution
Results
A dedicated and specially recruited team of Qurus BPAMS
walked the streets to:
• Find the resellers and gain their trust
• Gather vital MI data
• Give resellers the basic product and sales training they need
• Enroll and guide resellers through key campaigns
• Show resellers the benefits of buying from the channel
150 “new” unmanaged resellers discovered, surveyed, and
trained on Microsoft products, sales knowledge and the benefits
of buying from the channel.
Dashboard tool : detailed info on all resellers created to aid
management decisions around future engagements with the
unmanaged reseller space.