"Consenna really help support our partner activities and execution, providing close working relationships with the channel, managing complex work through and with partners and delivering against timelines, KPIs and reporting needs, with a flexible approach and high quality and speed of delivery."
Keith Toh
Windows Pro and Edu Category Manager
Device Partner Solution Sales, UK
Customer Challenge
Despite significant investment in specific content and promotional incentives for educational establishments, Microsoft were concerned that reseller partners lacked awareness of what was on offer and could more fully exploit the promotional resources.
Solution
Better Reseller Partner On-boarding:
Consenna provided dedicated staffing and a technology platform to on-board partner sales teams. We encouraged the teams to engage with the specialist education market resources, together with reporting and analytics to measure participation and gain market insights.
Improved Partner Enablement Training:
‘Microsoft Shape the Future’ is a sales promotion that applies across all OEMs to make devices more affordable for schools and educational establishments. But utilisation across the education specialist partner community was relatively low. To overcome this we designed, developed and executed a partner training and certification programme to empower partners in helping their customers take advantage of the offer.
Superior Asset Marketplace:
Using our Proton platform, we built the ‘MC Centre of Excellence’, a specialist education-specific asset marketplace to enable partner sales and marketing teams with specific content. Powerful search and filtering tools now enable partner teams to rapidly find relevant assets, content and promotions to streamline the customer buying experience.
Consenna provided dedicated staffing and a technology platform to on-board partner sales teams. We encouraged the teams to engage with the specialist education market resources, together with reporting and analytics to measure participation and gain market insights.
Improved Partner Enablement Training:
‘Microsoft Shape the Future’ is a sales promotion that applies across all OEMs to make devices more affordable for schools and educational establishments. But utilisation across the education specialist partner community was relatively low. To overcome this we designed, developed and executed a partner training and certification programme to empower partners in helping their customers take advantage of the offer.
Superior Asset Marketplace:
Using our Proton platform, we built the ‘MC Centre of Excellence’, a specialist education-specific asset marketplace to enable partner sales and marketing teams with specific content. Powerful search and filtering tools now enable partner teams to rapidly find relevant assets, content and promotions to streamline the customer buying experience.
The Result
Within six months, the goals for partner on-boarding, sales team participation and proposal generation were all exceeded. The programme continues to outperform expectations in terms of educational customer acquisition and sales volume. The enhanced customer buying experience is helping partners generate and nurture leads, create personalised proposals and presentations, and ensure that customers take full advantage of the Shape the Future offers to make devices more affordable.
