We're at Microsoft today, running a workshop for Microsoft partners on building a Windows Intune proposition. Windows Intune is Microsoft's subscription-based (Cloud) PC Management tool.

In this workshop we'll be sharing our experience on the best approach to market, looking at why customers buy Intune and how partners can best sell its value.

Included in the session is a tour of the Microsoft training, sales and marketing materials available to partners. If you are interested in selling Intune, read on for links to content on the Microsoft Partner Network (MPN) and Microsoft site, including videos on the benefits of Intune and a raft of sales and marketing content in the Partner Marketing Center.

The video 'Windows Intune Explained in 4 Minutes' is well worth a watch!

Back at the ranch, we've been running a campaign to test the Windows Intune messaging and deliver leads for Intune partners.

We've uncovered some cracking leads and there are certain messages that really stick!  Because it is web-based, it is a great fit for companies who need to manage mobile or distributed workers' PCs - removing the problem of PCs not being attached to the network.

One of the most recent leads was from an IT Manager who liked the idea of the bundled tools and simplified subscription model.

With a product that is so new to the market, partners have a few things to think about before starting to promote their Intune offering. We are finding people who have heard of Windows Intune but awareness is still building. Because of this and the subscription model, partners may need to revisit their marketing and sales approach. A low-touch, broad-reach model is a good fit for the likely size of opportunity.

If you are going to market with Windows Intune, think about your target customer, their needs and what you can offer them that sets you apart from competitors.

Here are some links to help you build your offer:

Partner Marketing Center
http://www.partnermarketingcenter.com

Demo Showcase Suite
http://demoshowcasesuite.com/Theme/ThemePage/windowsintune

Learning Plan Tool
http:// www.microsoftlearningplans.com/ViewPlan.aspx?package=570

Customer Lifecycle Management
https://partner.microsoft.com/uk/40180766

Windows Intune Website
http://www.microsoft.com/en-gb/windows/windowsintune/pc-management.aspx

Windows Intune FAQ
http:// www.microsoft.com/en-us/windows/windowsintune/faq/default.aspx

Video - Windows Intune explained in 4 minutes
http://www.youtube.com/watch?v=bzzjrlGxYKM 

Video - Benefits of being a Windows Intune customer
http://www.youtube.com/watch?v=ZUfnMbD9hUU

...and why.

Driven by partner demand, we're delivering a workshop for Microsoft today on 'Unlocking the Boardroom and Selling Systems Management to the CXO'.

You can invest a lot of effort in selling to the IT Manager or IT Director. Without buy-in from the very top, all your hard work can be lost with a  'No' from the ultimate decision maker.

There are all sorts of benefits to be gained from a strategy of selling to the CXO (CIO, CTO, CFO etc): a bigger commitment, more money on the table, a faster sales cycle, a stronger relationship with the business and much more certainty of closing the sale.

Today's session happens to be focused on System Center and Virtualisation, but the challenges can equally apply to other technologies where you need to translate a complex technical message into 'must-have' business benefits.

It's all too easy to be pushed back to IT when the business benefits aren't truly understood. This might also be more your comfort zone.

But who do you really need to convince? Who ultimately holds the budget? What will give you the biggest revenue opportunity?

So, what is stopping you reaching the board? Taking System Center as an example, you have a product that simplifies so many aspects of managing a company's IT. At a very high level, this means cost reduction and better support for business growth. Surely the CXO wants to hear about this.

The challenge is twofold. First you have a complex technical message that you need to translate into a strategic business message. Then you need to convince the CXO to talk to you - rather than all of the other suppliers who want a piece of his or her budget.

What are the issues facing CXOs? Business growth, managing talent, cost optimisation, innovation, government regulation. These are big, broad challenges. Even if, as is the case with System Center, this is something you can help with, you would probably feel a bit daft going to a CXO and asking "Can I help you with innovation?" You're also unlikely to get much attention.

You need to fix the thing that keeps the CXO up at night. These are the more specific 'private' issues that are causing the real pain. How can the business hang onto its margins? How can it avoid or manage redundancies? How does it handle the never ending stream of regulatory and compliance requirements?

There are two options for getting to the CXO. One is to try going straight to his or her door. But this is going to take a long time and mean a lot of knocking.

Do you remember the story of the tortoise and the hare? Slow and steady wins the race. Another approach is to use your existing contacts in IT to find an advocate who will take you on the journey up to the CXO - getting buy in from other stakeholders as you go along. This is called 'Socialising the Need'. 

If you gather evidence along the way to help you understand strategic private issues you will be well armed when you reach the boardroom door. Always talk business issues - not product and solution. You will close opportunities faster this way.

If you do want to go for the more direct approach there are some other steps that you must take. Do lots of research to make sure you have a full grasp of the pressing issues. Use your connections to help you open the door. You will need to demonstrate how you can help and prove it through knowledge and credibility. Remember to take your IT contact with you - they are your advocate and have a big stake in what you're selling.

If you're keen to explore this further, here are some useful links to help you develop your solution sales approach:

Hello and welcome 2012!

Here are just a few reflections on the past year here at ResourceiT and of course our plans for 2012…

SharePoint! SharePoint! SharePoint!

Microsoft's fastest growing product since Windows went to new levels of deployment and upgrade.  Thanks to a fabulously crafted marketing approach by the ResourceiT team (led by Rebecca Little) and Mark Johnston and Alistair Rees, we have generated a record-breaking number of SharePoint project opportunities during this quarter.  Thanks to all the partners who have helped to make this one of the most successful marketing projects we have delivered in our career so far!

Hitting the ground running with Microsoft Unified Communications

Our support of Polycom and its Microsoft partnership saw Polycom win the Microsoft UC Innovation partner of the Year award at WPC in LA, and become one of the first Microsoft Gold UC competent partners, globally.

Talking of WPC, it was great to see Westcon as sponsors of the Microsoft UK lounge. Even better was seeing  Guy Koster and Pete Woodhams dressed as Maverick and Goose from Top Gun (hilarious) at the UK party. A huge thank you to Microsoft UK for supporting this. 

We have been working closely with Steve Tassell and the Microsoft UC team to deliver a variety of very successful marketing campaigns with UC partners. These have resulted in an impressive pipeline of Lync Server opportunities due for close before the end of the financial year. 

Side by side with Microsoft's Tony Cocks and Malcolm Bullock, we've worked hard to recruit some hard core Ci**o partners across to Microsoft - and followed through by helping the new recruits to grow their Microsoft UC business by delivering "UC Sales Accelerators" (brainchild of Garry Corcoran and his Discover Demo Deal approach). We do love a competitive win.

Training Microsoft PAMs throughout Europe

One of the most strategic new partnerships we have developed this year has been with the Rudow Group. We have built a team of very high quality and experienced trainers to confidently and expertly deliver Rudow content for "Achieving Strategic Alignment with your Partners" to most Microsoft PAM's across Europe. This has been a lighthouse project for us - from Prague to Moscow, Madrid to Warsaw we have visited virtually every Microsoft sub-office in Europe.

The positive feedback received for our skilled training team combined with the depth and quality of Rudow content have been literally off the scale.  We are thrilled to see so many comments from Microsoft PAMs who have been in a position to apply the learning. Congratulations to Toni Kent, Tony Robinson and Paul McAdam at ResourceiT for a job very well done.  Thanks also to John Rudow for giving us the opportunity to work with him and a big pat on the back for John Rose (ResourceiT Head of Marketing Strategy) for his excellent management of this strategic project.  We look forward to deliveries in APAC and the rest of EMEA in 2012.

So what are we planning in the next 12 months?

2012 will see us significantly develop our offerings in a number of areas. 

It's all about the web

Digital Marketing Services and Online Reputation Management will be critical to our clients in the not too distant future (if not already).  We believe that the web is one of the biggest marketing tools of today - and without focus in this area more and more businesses will struggle to grow and develop.  We have worked hard to research and develop our digital offerings throughout this year to ensure that they we will deliver value and will be launching some exciting new services for Microsoft partners in the New Year.  Watch this space.

Remember it's your customers that pay the bills

Our Customer Surveys have proved invaluable to partners throughout 2011 and we have every intention of continuing this service in 2012.  We speak to your best customers on your behalf, find out how they view your services, why they selected you as a supplier and what they like and what don't like about working with you.  For what is a relatively small investment, this service has delivered deep and unique insight enabling partners to truly cement customer relationships and get direct feedback on what they are like to work with - the perfect platform for growth.

Helping you make money in the Cloud

Head in the clouds or in the sand?  Transforming an existing "services based" business to a commodity business remains a challenge for most businesses right across the IT channel.  We have seen a multitude of "transformation" or "strategy" offerings being delivered by various organisations in our sector (some more successful than others) but when all the talking and planning is done, how are you actually going to move your business forward? 

Taking our highly successful and proven Value Proposition process we have adapted and developed it to meet the needs of partners who want to develop a Cloud-based proposition and business practice.  Whether it's Office365, Windows InTune or SQL Azure that fits your business, we have deep and insightful experience to share for any Microsoft partners keen to explore the Cloud opportunity.

Wishing you a very Prosperous New Year!

Julie

Hello and welcome 2012!

Most successful businesses (particularly those within the technology sector) are heavily focused on the future: what we can do to grow market share, develop our offerings, become more profitable or win more clients?

That said, during December we inevitably find ourselves thanking our customers and partners for all their support and we can't help but think about the year gone by.  Here are just a few reflections on the past year here at ResourceiT and of course our plans for 2012…

2011 - Our absolute highlights of 2011

SharePoint! SharePoint! SharePoint!

Microsoft's fastest growing product since Windows went to new levels of deployment and upgrade.  Thanks to a fabulously crafted marketing approach by the ResourceiT team (led by Rebecca Little) and Mark Johnston and Alistair Rees, we have generated a record-breaking number of SharePoint project opportunities during this quarter.  Thanks to all the partners who have helped to make this one of the most successful marketing projects we have delivered in our career so far!

Hitting the ground running with Microsoft Unified Communications

Our support of Polycom and its Microsoft partnership saw Polycom win the Microsoft UC Innovation partner of the Year award at WPC in LA, and become one of the first Microsoft Gold UC competent partners, globally.

Talking of WPC, it was great to see Westcon as sponsors of the Microsoft UK lounge. Even better was seeing  Guy Koster and Pete Woodhams dressed as Maverick and Goose from Top Gun (hilarious) at the UK party. A huge thank you to Microsoft UK for supporting this. 

We have been working closely with Steve Tassell and the Microsoft UC team to deliver a variety of very successful marketing campaigns with UC partners. These have resulted in an impressive pipeline of Lync Server opportunities due for close before the end of the financial year. 

Side by side with Microsoft's Tony Cocks and Malcolm Bullock, we've worked hard to recruit some hard core Ci**o partners across to Microsoft - and followed through by helping the new recruits to grow their Microsoft UC business by delivering "UC Sales Accelerators" (brainchild of Garry Corcoran and his Discover Demo Deal approach). We do love a competitive win.

Training Microsoft PAMs throughout Europe

One of the most strategic new partnerships we have developed this year has been with the Rudow Group. We have built a team of very high quality and experienced trainers to confidently and expertly deliver Rudow content for "Achieving Strategic Alignment with your Partners" to most Microsoft PAM's across Europe. This has been a lighthouse project for us - from Prague to Moscow, Madrid to Warsaw we have visited virtually every Microsoft sub-office in Europe.

The positive feedback received for our skilled training team combined with the depth and quality of Rudow content have been literally off the scale.  We are thrilled to see so many comments from Microsoft PAMs who have been in a position to apply the learning. Congratulations to Toni Kent, Tony Robinson and Paul McAdam at ResourceiT for a job very well done.  Thanks also to John Rudow for giving us the opportunity to work with him and a big pat on the back for John Rose (ResourceiT Head of Marketing Strategy) for his excellent management of this strategic project.  We look forward to deliveries in APAC and the rest of EMEA in 2012.

So what are we planning in the next 12 months?

2012 will see us significantly develop our offerings in a number of areas. 

It's all about the web

Digital Marketing Services and Online Reputation Management will be critical to our clients in the not too distant future (if not already).  We believe that the web is one of the biggest marketing tools of today - and without focus in this area more and more businesses will struggle to grow and develop.  We have worked hard to research and develop our digital offerings throughout this year to ensure that they we will deliver value and will be launching some exciting new services for Microsoft partners in the New Year.  Watch this space.

Remember it's your customers that pay the bills

Our Customer Surveys have proved invaluable to partners throughout 2011 and we have every intention of continuing this service in 2012.  We speak to your best customers on your behalf, find out how they view your services, why they selected you as a supplier and what they like and what don't like about working with you.  For what is a relatively small investment, this service has delivered deep and unique insight enabling partners to truly cement customer relationships and get direct feedback on what they are like to work with - the perfect platform for growth.

Helping you make money in the Cloud

Head in the clouds or in the sand?  Transforming an existing "services based" business to a commodity business remains a challenge for most businesses right across the IT channel.  We have seen a multitude of "transformation" or "strategy" offerings being delivered by various organisations in our sector (some more successful than others) but when all the talking and planning is done, how are you actually going to move your business forward? 

Taking our highly successful and proven Value Proposition process we have adapted and developed it to meet the needs of partners who want to develop a Cloud-based proposition and business practice.  Whether it's Office365, Windows InTune or SQL Azure that fits your business, we have deep and insightful experience to share for any Microsoft partners keen to explore the Cloud opportunity.

And finally...

A Christmas update wouldn't be complete without some thanks and appreciation to some of the people and businesses that have supported us, believed in us and worked with us to achieve exponential growth this year - long may it continue.

In no particular order a HUGE ResourceiT thank you to:

Microsoft UK Ltd - without the individuals who work with us on a day to day basis and the backing of the business at an Exec level we simply wouldn't be achieving as much as we are for ourselves, for Microsoft or for our clients.  There are far too many people to mention everyone here but we feel a special, special thank you is due to:  Mark Johnston, Alastair Rees, Lara Kingwell, Alex Smith, Hela Giddings, Steve Tassell, Garry Corcoran, Lisa Dawson, Jeni Hunter, Daniel Langton, Ed Anderson, Tony Cocks, Malcolm Bullock, Kevin Leif, Ewan Dalton, Richard Watson, Julian Datta, Hayley Rixon, Shaun Frohlich, Nickie Wing, Howard Lewis and Caroline Smith.

iTeam - our FABULOUS IT support partner - we couldn't do it without you.

The CRM business - our FABULOUS CRM partner - we couldn't do it without you either.

Lane Mornington Wells - never under-estimate the value of your accountants.

Penningtons - or your solicitors.

ProActive - stunning performance and support this year from our best data provider and business partner.

Vizioz and Little Big Ideas - we just love our new site, thank you for bringing our vision to life.

Dom Hay - you are great.

Gabriella Ladogana - so are you.

And to all employees, partners and associates - you are all amazing and your passion and commitment to the ResourceiT business is genuinely appreciated.

Thank you.

Wishing a very Prosperous New Year to all!

Julie

As part of our Microsoft Alliance services we create battle cards for partners. They're a really useful thing to have but, perhaps unsurprisingly, the question we often get back is not 'Why?' but 'What is it?'

We're certainly not into trading card games or 'scratch and slay' games with warrior cards, which is what you'll find on Wikipedia if you search under 'battle card'.

So if they're not 'warrior cards', 'spell cards' or 'advanced combat cards', what are they?

Think of a battle card as a quick reference guide. You would use it to promote your business within Microsoft with a snapshot of strategic wins, areas of expertise and, the big one, licence revenue generated or influenced.

You could argue that if we keep getting asked what a battle card is, we should call it something different. And maybe that is something we will think seriously about.

The battle cards that we produce are all about helping you get attention with Microsoft. Not strictly doing battle! And we certainly don't think you should see it that way - perhaps another reason to change the name (although the name came from Microsoft in the first place and it's always good to use terms that make sense to the audience).

As with everything else with Microsoft, the key to a battle card is to focus. Look at where you can show real value (licence revenue, high profile customer wins, niche expertise) and demonstrate a really strong case - it's your one page showcase!

Like any 'weapon', a battle card is not much help if you don't know how to use it. Your battle card is only going to be of value if you have a clear idea of who it's for and what you want to achieve.  Get your battle card in front of the right people at Microsoft (the people you can help, and who can help you) and you're on to a winner.

Back to the name. I actually think it give creates a sense of purpose and determination. So, on reflection, let battle commence!