Accelerate sales
step-by-step

Accelerate sales
step-by-step

Differentiate your services & win more business

Grow your business by meeting the growing demand for managed and cloud services based on Microsoft technologies. Follow the steps below to start your journey to greater revenue, supported by step-by-step guidance, marketing support, and incentives to maximize your profitability.

Get started in three steps:

1. Become a partner

As a Microsoft partner, you gain tools, resources, and support to build your business.

Learn more

2. Offer Microsoft solutions

Learn how to license the latest Microsoft solutions.

Sell Microsoft Cloud ServicesLicense Microsoft software to expand your service offerings

3. Grow your business

Explore solutions tailored for hosters and managed service providers.

Learn more

Drive Profit in the Cloud with our Partner-Customer Journey Framework

It’s no secret that winning more business is about making the most of every interaction with prospects and customers. To help you win more business, we’ve created the Partner-Customer Journey Framework. It’s a proven step-by-step Customer Lifecycle Management methodology to ramp up your service offerings with Microsoft cloud solutions, and then start converting prospects, presenting the right offer, onboarding new customers, and driving usage, upsells and retention.

Additionally, check out the Transformation Framework tool to assess your current stage in the Partner Customer Journey with recommended resources and actions for next steps.

Commit to sell Microsoft services/offerings to your customers and channel

MARKETING PILLARS

DEFINITION

Assess your market opportunity for selling cloud services to new or existing customers

Build a comprehensive business case defining the strategy, customer opportunity, margin, investment plan, and ROI for selling Microsoft services/offerings

A defined decision making process and set of procedures used to manage planning, implement decisions and communicate results to internal and external stakeholders

Reaffirm your initial commitment by signing Microsoft's agreement and supporting documentation

MARKETING PILLARS

DEFINITION

Review and agree to the Terms and Conditions of the agreement

Use CSP credentials to set up the cloud tenant in Partner Center

Create the business strategy for launching Microsoft services/offerings in your local and regional markets

MARKETING PILLARS

DEFINITION

Acquire industry research reports and or conduct primary research studies to inform the target market, verticals, and value proposition

Identify and translate trends from primary industry and market research to identify how to effectively go to market with the services/offering

Review best practices to inform the your GTM strategy and develop the offer definition based upon industry, market research, and customer insights

Create an agreed joint execution plan with Microsoft for offer development, technical enablement, and market launch

Ensure you have the technical competency to successfully transact in your markets

MARKETING PILLARS

DEFINITION

Execute Proof of Concept to trial new cloud services within your environment and develop technical expertise needed for launch

Define a plan and approach to the customer/reseller's provisioning and billing experience within your platform, either through custom API integration or third party control panel partners

Document requirements and process to identify separate entities, control access to resources based on predetermined user rights and limitations

Document requirements and process in which customer/resellers will purchase services/offerings through identified sales channels

Document the procedures, systems and capabilities needed to provide support and billing to customers/resellers

Leverage industry, market research, business case, and customer insights to structure the services/offerings. Identify additional technical requirements that will need to be fulfilled to provide the services/offerings to customers/resellers.

Create go-to market strategy and resources to promote Microsoft services/offerings in local and regional markets

MARKETING PILLARS

DEFINITION

A clear statement or promise that explains how the cloud service combined with an organization's capabilities meets a customer/reseller's needs; provides specific benefits or value; and validates why the customer/resellers should purchase from the organization instead of a competitor

The plan or approach for how content will be managed, developed and distributed internally and externally in an organization

Activities that will be executed to generate customer/reseller awareness about a service offering, product or brand

How new or existing customers/resellers are identified and nurtured through sales and marketing activities

Executing pre-planned activities across marketing and sales channels to drive promotions or services to customers/resellers

Identified marketing activities, tactics and mediums that will be used for campaign execution or promotion efforts

Activities and procedures that will be executed to support resellers providing an partner's services to their customers

Capability of the partner's sales channel to successful drive revenue from promoted Microsoft services/offerings

MARKETING PILLARS

DEFINITION

A process or approach used by an organization's sellers to provide promotions to new or existing customers/resellers across their entire services portfolio

Systems, structure and resources needed to support sellers and resellers

Steps a customer must complete in order to fulfill buying decision

Activities and plans that are executed with the goal of recruiting new resellers to provide a partner's services to their customers

Practices and activities in place to generate new or existing customers/resellers to target for customer acquisition and nurture them to the buy phase

The monetary benefit sellers or resellers will receive as part of their compensation or financial bonus for achieving sales or revenue targets

Planning, training, and execution activities structured to educate an organization's sellers on new service offerings and educate them on how to execute promotions and campaigns

The identified approach to upsell/cross sell additional services/offerings in order to make more profit and increase a customer's monetary spend with a partner/reseller

The process in which customers are provided accessibility and start consuming purchased services/offerings

MARKETING PILLARS

DEFINITION

The activities and transactions that occur between systems to provide customers/resellers with the purchased services/offerings

The process of preparing and equipping a customer/reseller with the required licenses for a service/offering

The process of granting accessibility to the provisioned licenses to user(s) at a customer or reseller organization for a purchased service/offering

The process and procedures in place to support customers/resellers during the deployment process

The activities and transactions that occur between systems to migrate customers/resellers data from one platform to another

Process and activities executed by the partner/reseller to onboard end users to utilize workloads of the service/offering

Measure and monitor how much the customer uses and consumes the service/offering

Managing the customer through various touch points (support, sales, marketing) to ensure consumption and identify opportunities to sell additional services

MARKETING PILLARS

DEFINITION

The procedures, data, and analysis that occur to measure and grow a customer's loyalty over time as they continue to purchase services from a partner/reseller

The execution of the upsell/cross sell opportunity in which customers are encouraged to purchase additional or complimentary services/offerings

Approach to support customers with service/offering issues and opportunity to promote the upsell/cross sell of additional services

  • PARTNER JOURNEY

    Commitment

    Commitment from the partner to sell Microsoft services/offerings to their customers and channel

    Marketing Pillars

    Partner Oppurtinity

    Definition

    Assess the partner's market opportunity for selling cloud services to prospect [new] or existing customers

    Partner business case

    Definition

    Build a comprehensive business case defining the strategy, customer opportunity, margin, investment plan, and ROI for selling Microsoft services/offerings

    Governance & ROB for Launch

    Definition

    A defined decision making process and set of procedures used to manage planning, implement decisions and communicate results to internal and external stakeholders

  • PARTNER JOURNEY

    Onboarding

    Partner reaffirms initial commitment by signing Microsoft's agreement and supporting documentation

    Marketing Pillars

    Contract Review

    Definition

    Review and agree to the Terms and Conditions of the agreement

    Set up cloud tenant

    Definition

    Utilizing CSP credentials to set up the partner's cloud tenant in Partner Center

  • PARTNER JOURNEY

    Offer planning

    Create the business strategy for launching Microsoft services/offerings in the partner's local and regional markets

    Marketing Pillars

    Industry and Market Research

    Definition

    Acquire industry research reports and or conduct primary research studies to inform the target market, verticals, and value proposition

    Customer insights

    Definition

    Identify and translate trends from primary industry and market research to identify how to effectively go to market with the services/offering

    GTM Best Practices, Offer Definition

    Definition

    Review best practices to inform the partners GTM strategy and develop the offer definition based upon industry, market research, and customer insights

    Joint Execution Plan

    Definition

    Create an agreed joint execution plan with Microsoft for offer development, technical enablement, and market launch

  • PARTNER JOURNEY

    Technical enablement

    Ensure the partner has the technical competency to successfully transact in their markets

    Marketing Pillars

    Proof of Concept

    Definition

    Execute Proof of Concept to trial new cloud services within their environment and develop technical expertise needed for launch

    API Integration & Control Panel

    Definition

    Define plan and approach to the customer/reseller's provisioning and billing experience within partner's platform either through custom API integration or third party control panel partners

    Identity Management

    Definition

    Document requirements and process to identify separate entities, control access to resources based on predetermined user rights and limitations

    Order Management

    Definition

    Document requirements and process in which customer/resellers will purchase services/offerings through identified sales channels

    Support & Billing

    Definition

    Document the procedures, systems and capabilities needed to provide support and billing to customers/resellers

    Offer Development & Implementation

    Definition

    Leverage industry, market research, business case, and customer insights to structure the services/offerings. Identify additional technical requirements that will need to be fulfilled to provide the services/offerings to customers/resellers.

  • CUSTOMER JOURNEY

    Marketing

    Create go-to market strategy and resources to promote Microsoft services/offerings in local and regional markets

    Marketing Pillars

    Value Proposition

    Definition

    A clear statement or promise that explains how the [cloud service] combined with an organization's capabilities meets a customer/reseller's needs; provides specific benefits or value; and validates why the customer/resellers should purchase from the organization instead of a competitor

    Content Strategy

    Definition

    The plan or approach for how content will be managed, developed and distributed internally and externally in an organization

    Promotions

    Definition

    Activities that will be executed to generate customer/reseller awareness about a service offering, product or brand

    Customer Acquisition for New/Existing

    Definition

    How prospect (new) or existing customers/resellers are identified and nurtured through sales and marketing activities

    Campaign Execution

    Definition

    Executing pre-planned activities across marketing and sales channels to drive promotions or services to customers/resellers

    Channel Mix

    Definition

    Identified marketing activities, tactics and mediums that will be used for campaign execution or promotion efforts

    Reseller Enablement

    Definition

    Activities and procedures that will be executed to support resellers providing an partner's services to their customers

  • CUSTOMER JOURNEY

    Sales & performance

    Capability of the partner's sales channel to successful drive revenue from promoted Microsoft services/offerings

    Marketing Pillars

    Sales Motion

    Definition

    A process or approach used by an organization's sellers to provide promotions to prospect (new) or existing customers/resellers across their entire services portfolio

    Sales & Channel Support

    Definition

    Systems, structure and resources needed to support sellers and resellers

    Purchase Process

    Definition

    Steps a customer must complete in order to fulfill buying decision

    Channel Recruitment

    Definition

    Activities and plans that are executed with the goal of recruiting new resellers to provide a partner's services to their customers

    Lead Management

    Definition

    Practices and activities in place to generate prospect (new) or existing customers/resellers to target for customer acquisition and nurture them to the buy phase

    Targets, incentives and compensation

    Definition

    The monetary benefit sellers or resellers will receive as part of their compensation or financial bonus for achieving sales or revenue targets

    Sales Readiness

    Definition

    Planning, training, and execution activities structured to educate an organization's sellers on new service offerings and educate them on how to execute promotions and campaigns

    Upsell Opportunity

    Definition

    The identified approach to upsell/cross sell additional services/offerings in order to make more profit and increase a customer's monetary spend with a partner/reseller

  • CUSTOMER JOURNEY

    Deploy & use

    The process in which customers are provided accessibility and start consuming purchased services/offerings

    Marketing Pillars

    Deployment process

    Definition

    The activities and transactions that occur between systems to provide customers/resellers with the purchased services/offerings

    Provisioning

    Definition

    The process of preparing and equipping a customer/reseller with the required licenses for a service/offering

    Assignment process

    Definition

    The process of granting accessibility to the provisioned licenses to user(s) at a customer or reseller organization for a purchased service/offering

    Deployment Support

    Definition

    The process and procedures in place to support customers/resellers during the deployment process

    Migration process and support

    Definition

    The activities and transactions that occur between systems to migrate customers/resellers data from one platform to another

    Workload adoption

    Definition

    Process and activities executed by the partner/reseller to onboard end users to utilize workloads of the service/offering

    Customer and user consumption

    Definition

    Measure and monitor how much the customer uses and consumes the service/offering

  • CUSTOMER JOURNEY

    Retain & upsell

    Managing the customer through various touch points (support, sales, marketing) to ensure consumption and identify opportunities to sell additional services

    Marketing Pillars

    Customer Lifecycle Management Integration

    Definition

    The procedures, data, and analysis that occur to measure and grow a customer's loyalty over time as they continue to purchase services from a partner/reseller

    Upsell/Cross Sell

    Definition

    The execution of the upsell/cross sell opportunity in which customers are encouraged to purchase additional or complimentary services/offerings

    Customer support

    Definition

    Approach to support customers with service/offering issues and opportunity to promote the upsell/cross sell of additional services