The challenges:
Solution:
Outcome:
- MDF wasn’t being fully utilised or managed efficiently
- Offers were not defined and plans were not developed and agreed
- Partner marketing support resource limited but opportunity to develop a joint Atos / Microsoft Azure Stack value proposition
Solution:
- The need to properly understand Microsoft's MDF rules and develop plans to maximise the funding opportunity
- MDF management: submissions and claims for five regions
- Joint Atos / Microsoft value proposition development for Azure Stack
- Joint plan development
- Tactical execution of deliverables (copy and design) to initially enable the sales teams
Outcome:
- 100% utilisation of MDF
- Jointly developed messaging harnessing joint strengths to drive market penetration
- Jointly developed plan
- Fast development of tactical deliverables utilising joint value proposition to enable the sales teams and build a solid GTM plan