Improving an indirect sales channel

XPLANE and Microsoft® teamed up to find the best way to engage all players in Microsoft’s indirect sales channel, including affiliates, partners and end users.

Challenge | Microsoft’s Embedded Windows and Unified Communications groups were being challenged when trying to communicate the process and value of client licensing software through their indirect sales channel. This was largely because of Microsoft needing to rely on an outside sales team to communicate all the pieces of its complex licensing program. Microsoft needed to organize and articulate the value in a way that each participant in the sales engagement could relate, including channel partners and end users.

Action | Microsoft engaged XPLANE to simplify its sales channel communication. A series of discovery sessions allowed the two companies to evaluate the specific process for each audience, map out the most appropriate messages and identify specific roles and benefits afforded each group. As a result, XPLANE created compelling print and interactive maps to improve content navigation on partner sites and clearly communicate the program’s process and value.

Results | XPLANE and Microsoft have established a long-term strategic partnership, involving regular discovery sessions to identify key challenge areas and drive alignment amongst stakeholders. XPLANE works with many of Microsoft’s businesses and provides ongoing strategic counsel and visual solutions to help Microsoft communicate with greater clarity.