The challenges:

• 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