Microsoft’s Surface proposition had the products, the story, the legacy and the vision to win over the commercial (B2B) sector. But it needed a way to get its message out and grow its revenue exponentially, without having to scale its sales force. Empowering the channel was the best way forward. However, channel partners found it difficult to tell the story and had low motivation since Surface was seen as a premium device that was difficult to sell.
Enter the Surface Modern Deployment Programme (SMDP): an integrated partner marketing programme that boosted sales growth for enrolled partners by 135%, compared to growth of 40% for partners not in the programme.
In financial terms, the programme netted $XXXm in partner pipeline and $X.Xm in partner closed deals.
The programme has generated a 1,083% ROMI against closed deals.