Groei-
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Groei-
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Companial manages over 1000 Microsoft partners in 75 countries. They help existing Microsoft Dynamics partners to scale their business and, together with Microsoft, grow the partner channel with new partners for Microsoft Business Central as part of the full Microsoft Dynamics offering.
As one of Microsoft’s preferred partners, Companial is tasked with finding new partners to extend the Microsoft Business Central (BC) channel, where BC is the most preferred ERP system for SME companies, initially kicking off in Belgium.
This is challenging because Companial has the need to grow its partner channel and Microsoft Belgium has the need to expand the channel with more capacity.
The challenge was simple: Find our golden nuggets and convert these ambitious fast-growing companies to Microsoft within a rather limited timeframe.
We started with finding out what the ideal partner (golden nugget) could be by organizing a workshop together with Companial and Microsoft at the Microsoft HQ in Brussels.
Based on the input of both Microsoft and Companial, we started building a ‘golden nugget’-database, reaching out to these companies by phone and refining the database, based on feedback and gained insights. Turns out that the ideal partner is not always the initial description the client had in mind. By refining the partner criteria step by step we ended up with an updated partner profile.
Parallel to finalizing the database, the first sales leads were already delivered to Companial. From our conversations, we learned that presenting a Powerpoint presentation wouldn’t be enough to take away the thresholds to switch to Microsoft.
That’s why we helped shift the mindset of the business development team from fast partnerships to sustainable partnerships. How? By taking the time to really listen to potential partners, understanding their market, and keeping leads warm, helping them overcome the last hurdles before switching to Business Central.
Sales Culture Transformation to help shift the mindset of the business development team on how to find valuable new partners contributing to the further success of Business Central and how to treat existing ones to become even more successful.
Sales Culture Transformation to help shift the mindset of the business development team on how to find valuable new partners contributing to the further success of Business Central and how to treat existing ones to become even more successful.
We ended up doing so much more than generating sales leads by opening up the Belgian market to Microsoft for initial competing partners, resulting in an increase of potential Business Central partners for Companial with a staggering 40% in 6 months!
However, not all results are measurable:
Companial succeeded in broadening its market to Financial Advisory and raising significant interest at some SAP partners to start a BC practice.
Sustainable growth by supporting several Microsoft partners
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