Qurus Demand generation and incentives innovates your marketing channels to drive your sales through an integrated approach to marketing execution, design of demand generation and channel incentive programs and gaining ROI insight.
2. Success: Microsoft Gulf Channel Incentives
Objective
Microsoft Gulf wants to improve engagement with their
unmanaged registered partners and drive sales of Microsoft
products such as Microsoft Windows Server OS, Windows 7
and Microsoft Office products.
Solution
Microsoft Gulf has set up a channel incentive program
where partners are able to earn “gold coins”, by ordering
selected Microsoft products. At the end of the campaign
period, partners will receive a prepaid credit card with their
earned “gold coins” in USD which they can spend at all VISA
points.
Deliverables
• qurus manages the logistic and financial flows with
relation to credit card fulfilment.
• qurus is the single point of contact and coordinate the
involved shipment, credit card, printing and fulfilment
companies.
• qurus ensures smooth fulfilment and card delivery on
time, and without major escalations.
Results
Qurus a trusted partner for Microsoft Gulf, supporting these
channel incentives every quarter since July 2009.
Scale: Per quarter 300 credit cards with a total credit card value
of $30,000 are delivered to 150 partners across the 5
participating countries in the Gulf region.
Microsoft revenue : In May, June, July 2011 the Gold Coin Gulf
Promotion saw a total revenue of $ 3.7M with a contribution
margin of 98%.
3. Success: Increase of Microsoft Office sales
Objective
The overall goal for this campaign was to stimulate
Microsoft MEA partners in 26 countries and increase their
sales of Microsoft Office Products. By offering marketing
services, Qurus contributed to the positive result of this
promotion.
Solution
After purchasing 5 eligible licenses, partners could claim a
250 USD gift voucher by sending in a web claim form via the
promotion website.
Qurus received, validated and managed fulfilment of all
claims and took care of the following activities:
1. Delivery of complete weekly and monthly reports incl.
promotion dashboard
2. Delivery of complete and consolidated payment file
3. Delivery of complete and signed SOW contract files
4. Validate all received claims per run within the agreed
timeframe and communicate the status to the partners
5. Take care of escalation responses from partners.
Results
In total 2769 claims were received of which 1793 claims were
approved.
Partner escalations were swiftly and professionally handled by
Qurus such that even though many claims had to be rejected
partners were always kept informed of the reason for rejection
and how to reapply if appropriate.
4. Success: Increase of Microsoft Server sales
Objective
The overall goal for this campaign was to stimulate partners
and increase their sales of the Microsoft Server OS in 4
countries/regions: Gulf (Oman, Bahrain, Qatar, Kuwait and
UAE), Turkey, Israel and South Africa. By offering marketing
services, Qurus contributed to the positive result of this
promotion.
Solution
After purchasing 2 eligible licenses, partners could send in a
web claim form for a 200 USD gift voucher via the
promotion website.
Qurus received, validated and managed fulfilment of all
claims and took care of the following activities:
1. Delivery of complete weekly and monthly reports incl.
promotion dashboard
2. Delivery of complete and consolidated payment file
3. Delivery of complete and signed SOW contract files
4. Validate all received claims per run within the agreed
timeframe and communicate the status to the partners.
5. Take care of escalation responses from partners.
Results
In total 764 claims were received, validated and fulfilled in the
agreed timeframe.
No partner CPE issues : escalations were swiftly and professionally
handled.
5. Success : CEE Channel Development
Objective
CEE (Central Eastern Europe) represents a number of unique
challenges for Microsoft. For instance, specific to CEE, there
is limited or no existing Microsoft organization, and
infrastructure in place with which to rollout a campaign such
as WGA (Windows Genuine Advantage). The objective of
this by engaging with local Distributors and System Builders,
and the delivery of a WGA Partner Readiness Campaign.
Solution
The pilot execution was divided in 4 stages.
•Initiation: including CEE country selection and
documentation.
•WAVE 1: analyze the Microsoft execution bandwidth in
these markets to engage OEM BG, Client BG and/or AntiPiracy persons to support the program, organizing local vteams and training them.
•WAVE 2: execute the WGA Readiness campaign at the level
of Local Distis and Local Named Accounts. This was done by
performing an inventory of willingness and readiness,
(knowing the distributors and contacting them).
•WAVE 3: execute the WGA Readiness campaign at the level
of SBC in cooperation with local distributors, to enable the
maximum level of channel reach.
Results
Desired partner readiness: more than 90% of the channel
was touched and 25% trained on the WGA campaign.
Big increase in channel development: Local distributors
enthusiastically engaged in WGA execution, thus
contributing to build the channel relationships
