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Microsoft Partner Program |
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Background
Microsoft's SMB group is responsible for product sales through the reseller and system builder channels. The group operates through various distributors in India who have the responsibility for physical distribution, sales and reach within the markets countrywide. Microsoft wanted to create loyalty by recognizing and rewarding the best distributors’ account managers
Accentiv' India
Contact :S-10, 3rd Floor, Green Park Extension Market
110016 New Delhi
+91 11 42399804
accentiv-in@edenred.com
http://www.accentiv.co.in
Objectives
Analyze current SMB Channel approach of Microsoft (India)
Formulate appropriate strategies and methodologies to extend reach
Design programs and schemes to improve reseller purchase frequency
Build loyalty among distributors’ account managers across the country
Action plan
Partner Relationship Program
– Market Analysis
– Program Development
– Program Implementation
– Program Monitoring and evaluation
Results
Maximum participation from the distributor's team for the program
Average resellers per sales account manager serviced grew 25%-65% indicating the success of the target based promotion at all levels
Reseller breadth increased by 20% from previous quarter
Overall sales jumped within the program period
Reseller purchase frequency grew with more resellers purchasing every month within the quarter
Targets
Distributors’ Account Managers (resellers)
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