Microsoft has been a long standing partner, working with Ingram Micro Global Business Intelligence & Analytics (GBIA) since 2012. As the BI capabilities have increased, Microsoft has continuously participated in new programs.
Microsoft wanted to utilize data analytics target current and net-new partners to generate more sales, while providing educational content and actionable opportunities. Their focus was bringing current customers onto their new cloud-based solution and obtaining net-new partners purchasing complementary solutions.
Microsoft identified that a customizable Reseller Demand Generation program would be best aligned to meet their needs. The program provides end-user opportunities for high-intent reseller partners. Reseller Demand Generation focuses on providing end-user prospects to partners that would be strong targets to utilize their new cloud platform. The secondary focus was to target net-new partners that were quoting or purchasing devices that complemented their cloud solution.
The Reseller Demand generation program had generated 128 to 1 return on their investment with 761 reseller partners requesting to meet with Microsoft product specialists to further discuss their cloud solution. Due to the large success of the program, Microsoft has continued to utilize the Reseller Demand Generation program to grow additional product lines, with each program intelligently targeting high-intent reseller partners.