Success : Microsoft Kenya BPAM Project
Qurus ‘Feet on the Street’ breadthPAM team
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.
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.
Success : Microsoft OPC Lite Concept
To offer the most important information and knowledge to
the breadth of the OEM channel in an easy and compelling
way via an effective, efficient and localized OPC website.
• Interactive Localised Website – created a template site which
could be replicated and localised, offering content to authorised
distributors, readiness material, marketing collateral, product
info, and Technical Support (drivers and downloads)
• Content Fulfilment Process – designed a process that balanced
the needs of a centralised content and hosting at Corp (technical
updates) with local information (Distributor contact info) while
allowing all OEM partners to have a consistent user experience
• Investment Model – that pooled organization resources to
work more efficiently allowing small Subs to scale with low
budget impact, min amount of time, and maximum
Expanded the Breadth Channel – rolled out and maintained up to
16 sites for smaller subs sites (MEA) and expanded mature subs
(WE) in 8 languages, providing their OEM partners with a deeper
connection to Microsoft (increased web site traffic)