Perspicuity

Perspicuity develops and implements SharePoint-based Enterprise Content Management systems. As part of an ongoing programme of marketing support, ResourceiT designed and delivered a telemarketing campaign to promote Perspicuity’s SharePoint ECM solution to the Housing Association market. In an initial 5-day pilot, we delivered four qualified level 1 leads.

BrightStarr

ResourceiT developed and ran an event-based campaign to help digital agency, Brightstarr, promote its MOSS For Internet Services solution to the Education sector: the campaign included event planning and promotion, internal promotion to Microsoft, event attendance and post-event follow-up to secure bookings for 1:1 workshops.

Simpson Associates

ResourceiT delivered an email and telemarketing campaign that generated five new customer contracts for Simpson Associates’ Purchase Ledger Recovery solution.

Serveline IT

Serveline IT is an IT managed services provider. ResourceiT helped Serveline IT develop a new value proposition and messaging. We incorporated this into Web content, an email template, call guide and short brochure to support a telemarketing campaign and business launch.

As a rapidly growing IT services company, it was essential that our managed IT services value proposition hit the mark with our target audience straight away. With the support of ResourceiT, we were able to develop the messaging on our website quickly and effectively and they also designed a PDF brochure and email template for us. Furthermore, they helped us to develop our lead generation strategy, enabling us to cost effectively engage with potential customers directly.

Andrew Price, Serveline IT Ltd

Esteem

In conjunction with Microsoft, ResourceiT provided SharePoint solution training to Esteem’s sales team, to help it position and sell MOSS solutions. Feedback comments include: "Valuable, enjoyable and useful"; "Good, often energetic... a lot of info in a short space of time"; "Got much more from it than I expected to”; “Would definitely recommend."

Sequence

Sequence is a MOSS partner and creative design agency. Through our marketing and business transformation programme, we helped Sequence to develop a SharePoint marketing strategy and lead generation plan.

Sitecore

Microsoft Gold Certified partner, Sitecore, had an opportunity to build its partner relationship with Microsoft. ResourceiT provided consulting services to help Sitecore articulate the value to Microsoft of its Web content management system, and made introductions to key Microsoft teams.

Parity

Parity is an IT recruitment and IT solutions provider. It turned to ResourceiT for support in entering new markets. ResourceiT helped Parity to build a value proposition based on strong customer references, and designed an integrated marketing campaign to deliver a pipeline of similar opportunities. We identified 30 qualified leads, including an immediate revenue opportunity and a number of warm projects. Our telemarketing team engaged in conversation with more than 500 new or confirmed decision-makers.

Alphameric

Alphameric, one of the top 40 Microsoft Dynamics Partners, came to ResourceiT for help with building its Microsoft relationship and improving lead generation. ResourceiT helped Alphameric define its value proposition to Microsoft, and created an action plan for engagement with key Microsoft stakeholders – resulting in marketing funding and support.

ResourceiT also planned and delivered, in collaboration with Alphameric, a series of targeted marketing campaigns. A campaign into the hospitality industry uncovered strong project opportunities, including large solution deployments for breweries Adnams and Scottish & Newcastle.(Alphameric was sold in 2008 to Torex Retail)

Badger Software

We were very impressed with ResourceiT’s no-nonsense approach. At our first meeting they got straight to the heart of the matter. They made some immediate recommendations for improving our sales ‘toolkit’ and gave us a capsule phrase that summed up what we do and what differentiates us.

We were really impressed with the level of detail and quality of the information we got back from the telemarketing calls that ResourceiT made. They obviously understood our product and the contacts they were speaking to. ResourceiT has built up a customer database for us with valuable information for both future sales and product direction

Rob Brigham, Managing Director, Badger Software

CIBER

ResourceiT has delivered 16 telemarketing campaigns for CIBER over a period of 5 years – generating a consistent pipeline of opportunities for Dynamics AX, SharePoint and Microsoft CRM solutions. These campaigns have covered Charity and Not For Profit, Professional Services, Finance (Insurance), Legal and Manufacturing industries.

Contemporary

Contemporary’s newly appointed Managing Director was keen to grow the Microsoft Business Intelligence business , but needed additional marketing and sales capacity to achieve company growth ambitions.

ResourceiT provided guidance on the business opportunity, potential target markets and success criteria. It also helped Contemporary develop a vertically-focused value proposition. With a well-researched target market, and a clear solution proposition that was aligned to target sector priorities, Contemporary successfully engaged with Microsoft to explore joint marketing and collaborative opportunities.

Content and Code

Content and Code wanted to drive a new pipeline of opportunities through targeted email and telemarketing campaigns. ResourceiT provided data profiling, telemarketing and e-marketing services to deliver a series of campaigns to Upper Mid-Market segments. These campaigns provided Content and Code with a number of valuable and qualified opportunities: including SharePoint and BPIO project opportunities at Gatwick Airport, Help the Aged, NHS, Institute of Chartered Accountants and Capita Business Services.

Fernhart New Media

ResourceiT's flexible and supportive approach seemed suited to a New Media business like ours. Other suppliers were seeking a more rigid approach to business development consultancy that we were unable to commit to in terms of time or budget.

ResourceiT has given us access to some valuable new decision makers in Microsoft and has helped us to understand the organisation structure and culture. In return there are people in Microsoft UK who have a much clearer understanding of what we do and are really excited about what we are doing with Microsoft technology. As a result we are discussing some exciting opportunities with some of the major players in broadcasting

Adrian Wright, Commercial Director, Fernhart New Media

Dot Net Solutions

ResourceiT worked collaboratively with Dot Net and its new partners Genesis Communication and Monochrome, to create and market a 3-way value proposition. This was based on the concept of ‘Design, Develop, Deliver’ to drive Microsoft ‘stack’ sales for Silverlight design, .NET development and Microsoft platform hosting. ResourceiT secured meetings with key Microsoft stakeholders and delivered a telemarketing campaign into the Manufacturing sector.

Dot Net was selected as one of Microsoft’s four preferred alliance partners for the Microsoft Technology Center - it was introduced into a customer project with DSGi (Dixons) within 24 hours of one of its Microsoft stakeholder meetings. ResourceiT also helped Dot Net secure Microsoft funding for a go-to-market campaign and initiated a worldwide case study for Design, Develop, Deliver.

Dreamspace

With minimal in-house sales and marketing resources, DreamSpace, a young and ambitious development partner, needed help to drive new business opportunities. ResourceiT helped DreamSpace define its value proposition and develop a set of marketing materials. This fed into a telemarketing campaign into the property and pharmaceutical markets. The campaign resulted in pharmaceutical market opportunities with Astra Zeneca, Boehringer, Ingleheim, Britannia Pharmaceuticals, Janssen Cilan and Mede Connect. And property market opportunities with Morgan James, Lifestyle Homes and Property for Sale.

Genesis Communications

Genesis Communications had a strategic goal to grow its channel partner network. It needed more clarity in its hosted v, onpremise value proposition and a better route to finding new partners. ResourceiT helped Genesis define its proposition and, through telemarketing services, find 18 new web agencies interested in a hosting partnership.

Kelway

Kelway had an opportunity to drive Exchange upgrade projects in conjunction with Microsoft. It had no internal telemarketing resources so turned to ResourceiT to run a telemarketing pilot. In 5 days, ResourceiT uncovered 8 qualified project opportunities (two of which requested quotes), 7 requests for call-backs to discuss business case information, and 7 further requests for more information.

Mando Group

A web agency new to the Microsoft Partner Program, Mando Group had a great opportunity to promote Microsoft-based solutions to its extensive client list. Where Mando Group needed help was in managing its Microsoft relationship and planning go-to-market activities that were aligned with Microsoft objectives. ResourceiT helped Mando Group to identify target markets in line with Microsoft strategy, and develop a target contact list for planned campaigns.

Microsoft asked ResourceiT to develop strategic messaging, templates and "How to" value proposition information for its partner portal. The content has received excellent evaluation feedback and the pages continue to experience a high hit rate.

Microsoft asked ResourceiT to deliver a 1-hour live meeting session on how to market better to retain customers and win new business. ResourceiT both developed and delivered the content. Feedback was extremely positive: out of 32 logged in, 28 remained at the end of the meeting. Comments included: ‘Excellent practical advice”, “Excellent material”, “Well presented with questions being answered clearly and specifically!”

Microsoft wanted better insight into its SQL server customer-base. Microsoft engaged ResourceiT for telemarketing to profile customers and generate leads. Throughout the 3 phases of the campaign, ResourceiT identified more than 60 leads and has had extremely positive feedback from the team at Microsoft.

Microsoft engaged ResourceiT to promote its Business Productivity Online Standard Suite (BPOS) 30-day free trial to partners – to help achieve objectives for trial sign-ups. We generated sixty plus strong leads in just three days of calling.

Microsoft launched its Business Productivity Online Suite in April 2009. To help drive adoption, ResourceiT was asked to position the value of BPOS and qualify the 720 customers and partners who had signed up to trial the new online tools. Over a period of 2 months, a team of seven telemarketers made over 7000 outbound calls and passed a number of ‘hot’ opportunities to Microsoft and partners.

Recognising that it needed to reach more of its breadth partners, Microsoft invested in a series of regional training events. Feedback from the first set of events showed that there was “too much PowerPoint” and “not enough interaction.”

Always keen to respond to feedback, Microsoft asked ResourceiT to improve the sales training content and to deliver it to the PTM audience. ResourceiT presented the new partner to partner content and conducted a live interview with Microsoft’s Scott Dodds (General Manager SMS&P).

With the release of Silverlight, Expression, Deep Zoom, PhotoSynth and Virtual Earth, came high targets for recruiting Web agency partners. ResourceiT interviewed and profiled a target list of partners to identify gaps in awareness about the Microsoft platform opportunity and delivered workshops on “How to engage effectively with Microsoft for mutual return.” As a result, a number of new partners are sharing prospect information with Microsoft.

In a jointly funded campaign, Microsoft and Phoenix Software engaged ResourceiT for outbound telemarketing. Having agreed target market, business proposition and sales lead follow-up process, ResourceiT called a target list of contacts and delivered an outstanding number of highly qualified and current project opportunities to Phoenix Software.

Ongoing demand from Microsoft partners led Microsoft to deliver sales and marketing training through a campaign called ‘Rev Up Your Revenue’. This was a series of online training courses, to help partners to up-sell and cross-sell to drive revenue, supported by a launch event to approximately 100 partners.

ResourceiT helped Microsoft to develop and present the content for the one day launch event. This included three 40 minute presentations: How to identify and attract your best clients; Driving your conversation forward; Accelerating off the grid. Feedback comments received included: “Great sales coach”, “Very useful and motivating”, “Very well presented”. A link to recorded content can be found at http://www.microsoft.com/uk/partner/revitup/rev-up-your-revenue.aspx

Following the success of the Rev Up Your Revenue launch, Microsoft asked ResourceiT to re-deliver the content at events in Edinburgh, Leeds and London. A further 100 partners attend the sessions. Mike Hoffman of Dumbrae Solutions said: “I feel like I have been driving all these years and just had a driving lesson. Thank you so much!”

Microsoft’s community of Small Business Server (SBS)partners had made requests to Microsoft for help in marketing themselves more effectively. A series of SBSC User Group roadshow provided the perfect opportunity. Microsoft engaged ResourceiT to develop and present “Marketing Fundamentals” sessions at events in Reading, London, Kent, Cardiff, Edinburgh, Leeds, Birmingham, Manchester and Bristol. More than 160 SBS partners attended the events, and rated the marketing sessions very highly.