Pilot campaign tests Portal's
A Microsoft co-funded pilot campaign delivered great results for Portal's growing Cloud practice
Portal is one of the UK's leading business and technology consultancies. It has a long history of delivering IBM solutions and is a highly-regarded Microsoft Silver partner.
With existing customers demanding to know more about the possibilities offered by Cloud, and a growing relationship with Microsoft, Portal was in a great position for driving interest in its Microsoft Cloud offerings.
To exploit this opportunity, Portal needed to act fast: accelerate its relationship with Microsoft stakeholders, determine and focus its Microsoft technology message and engage with its target audience.
ResourceiT worked with Portal to develop a strong proposition to Microsoft around Online Services and design a customer campaign to create awareness, drive engagement and build a pipeline of qualified leads.
This process started with a Value Proposition Workshop to pinpoint the target market, proposition and messaging. Out of this collaborative session the concept of the Cloud Readiness Assessment was born - giving prospects a compelling reason to engage with Portal.
A clear value proposition in one of Microsoft's focus meant that Portal had a strong business case for campaign co-funding from Microsoft. Alex Smith, Online Services Partner Manager, contributed 50% of the budget to kick-start business development.
ResourceiT tested the messaging through a multi-touch pilot campaign, delivering immediate pipeline and giving Portal a firm foundation for building an ongoing conversation with Cloud customers.
Against an objective of 3 Cloud Readiness Assessment bookings, the initial pilot delivered 11 immediate bookings as well as a number of longer-term opportunities. Intangible results included increased awareness of Portal's Cloud propositions within the target market as well as increased visibility within Microsoft.
"When it comes to Microsoft, ResourceiT really know their stuff and it shows. With a clear message to the right targets, the hit rates were astounding. We are very impressed; it's been a great start to the project."
Andy Pointer, Cloud Computing Evangelist, Portal
"I would certainly recommend ResourceiT. Their Microsoft relationship and experience made our job much easier, and they were thorough from the start. It was a good project with great results; we'll definitely be working with them again."
Mark Sampson, Marketing Manager, Portal