CHALLENGE
Dicker Data’s goal was to increase Azure sales by helping more Microsoft partners to become comfortable selling Azure solutions, and encouraging those already selling Azure to cross-sell and upsell to higher-value options. The focus spanned three key Azure sales plays: Azure Virtual Desktop (AVD), Migrate, Modernise and Secure, and Data Analytics Platform.
To accelerate the sales cycle, the approach centred on helping partners to easily identify customers with a high propensity to buy, simplifying the sales message, highlighting available Microsoft funding incentives, and providing go-to-market-ready assets they could customise to engage their customers.
STRATEGIC SOLUTION
Rocket Science worked closely with the Dicker Data Microsoft Azure technical and marketing lead to define what content assets were needed.
We agreed that for each of the three sales plays we would build:
- A partner presentation
- A partner how to sell guide
- A customer presentation
- A customer brochure
In addition, we would create an overarching incentives guide that was relevant to all three sales plays.
From there Rocket Science created a structured template for each of the four key assets that would be consistent across each of the three sales plays. We worked collaboratively with the Dicker Data technical lead who populated the templates with all the rich inputs that we needed so our copywriter could then create each piece of content in a way that was educational, engaging and lead to specific actions.
OUTCOME
Dicker Data now has a complete toolkit of partner and customer assets to help partners to accelerate conversations and sales across the three Azure solution areas.