Client Reference Microsoft Value Proposition Development

When the Microsoft partner program was recently re-launched, Microsoft asked bChannels to re-build the partner value propositions for partners working in the Information Worker and System Builder competencies. We ran focus groups worldwide to do this.

bChannels services for Microsoft

• Partner Research - We ran focus groups with partners in all the major regions, the US, Europe, Asia and Latin America. Each focus group targeted partners with a particular specialism, including ISVs, SIs, VARs and Corporate Resellers.
  
• Analysis and Recommendations - Based on output from these focus groups and feedback from Microsoft stakeholders worldwide, we developed the key themes for the new value propositions. bChannels identified partners who could provide case studies in support of each value proposition.
  
• Value Proposition - We created a set of formal partner value propositions using a template we developed with Microsoft. The are used by the Microsoft country offices as a basis for marketing programs to each target group of partners in the Microsoft program.

Why this matters to Microsoft

The re-launch of the worldwide partner program was critical for Microsoft. bChannels supported in the break out of the old one size fits all channel value proposition to deliver content targeted specifically to each partner type, aligning with the competencies in the new program.