When Microsoft Services focused a small team on mid-market solutions, the response was overwhelmingly positive. Most smaller companies acquired their Microsoft products through a third-party, so they saw real value in its Premier Support services, which provides a direct link into Microsoft to help solve complex technical issues. Microsoft Services turned to Ignition Point Consulting to help them define the longer-term opportunity in this space and to set a course to achieve their financial and market penetration goals.

“While our directive was to deliver a 5-year Sales plan, we had to consider the whole ecosystem around the sales process–support delivery, contracts and licensing, our partner channel as well as our direct product sellers. By including key stakeholder groups in the planning process, we reached significant team on our executive level communications to make sure we could land the message and win approval for the plan.”