Better together: Powering Microsoft’s partner ecosystem
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The ‘nail it and scale it’ concept works great for one-to-many approach. We work with a representative group of partners to define the right positioning and go-to-market strategy and then scale it based on our learnings.
Werner Moison, Partner Paal15
SOLUTIONS
Driving value through multiple layers of the Microsoft ecosystem
Migrating a business’s datacentre to Azure can help improve running and managing applications, while providing a scalable and flexible environment to drive innovation. But moving to fully cloud or a hybrid model can be a tricky transition, which is why Microsoft wants to ensure partners are providing end-customers with a smooth migration and are then helping them get the most out of Azure.
Over the years, we've worked with Microsoft and countless partners to drive value through the partner ecosystem, across regions and for multiple partner types. From Azure Stack, to SAP, Mainframe to Azure, AEMSP, DCM, and more, Microsoft relies on us to help reach their goals by enabling their entire ecosystem.
One of our more recent joint programs focused on the Australian market. We designed and implemented a two-phase program for Microsoft around cloud migration to enable both distributors and their top partners with value propositions and marketing assets, ensuring every part of the value chain was empowered.
Making Orro stand out in the ecosystem
Orro was going through a series of mergers and acquisitions. At a time when it was imperative to stand out, both with customers and in the Microsoft ecosystem, Dicker Data chose them as one of the key partners for the joint program.
We developed their main value proposition, differentiators, target audience and key solutions, then narrowed in on their workplace solution to bring to market. By creating a repeatable model to take solutions to market, they are able to launch new offers quicker and better meet customers’ constantly changing demands.
Powering distributors
To launch the program, we worked with Rhipe and Dicker Data, top local distributor partners. We developed positioning and an accelerator programme for each distributor so they could effectively communicate the Azure opportunity and their added value to partners.
Powering their customers, the service providers
From there, we scaled out, developing a methodology to work with ten partners at a time. In the process, we were also building a model based on active learnings that the distributors could use to scale to an even wider audience.
Each distributor chose a number of partners for us to work with individually, developing value propositions, differentiators, and internal and external sales assets. The motion meant that each partner was able to accelerate their sales around a specific solution, combining services from Dicker Data and Rhipe, built on Microsoft technology but adding more value for customers.
RESULT
Microsoft was looking to increase sales and ensure customer needs are being met. Thanks to the joint program we developed, their distributors are now better articulating the value of Azure and how to maximise its benefits for their service provider partners.
By then running individualised work modules with top partners, at scale, we were able to focus on high level value proposition creation and bringing one solution per partner to market. This not only sets the partner up for future, but we also ensure service provider partners are helping customers maximise the Azure opportunity—driving sales and benefits throughout the entire value chain.
Microsoft was looking to increase sales and ensure customer needs are being met. Thanks to the joint program we developed, their distributors are now better articulating the value of Azure and how to maximise its benefits for their service provider partners.
By then running individualised work modules with top partners, at scale, we were able to focus on high level value proposition creation and bringing one solution per partner to market. This not only sets the partner up for future, but we also ensure service provider partners are helping customers maximise the Azure opportunity—driving sales and benefits throughout the entire value chain.
Data storage has grown in complexity. And hardware is just one piece of the puzzle.
IT has been evolving to a cloud, as-a-service and OpEx model, for decades now. Data storage should be more than an IT discussion—it’s about meeting and powering data-driven business needs.
Are businesses
stuck here?
When they should
be here?
Data
With growth in data-heavy technologies and applications, unstructured data is growing, putting much greater load on data storage infrastructure.
Business leaders are failing to realise that old data storage can limit their progress.
Sorted
Arranged
Structured
Explained
grow as you go.
“Pure has had a revolutionary impact on the business, completely changing our mindset and how the cloud infrastructure team functions.”
Keith Martin, Senior Director, Cloud Capacity EngineeringServiceNow
“Our data works as hard as our delivery drivers. It’s all about speed—the ability to ingest data, analyze it, and feed it back into actionable channels.”
Dan Djuric, VP of Global Infrastructure and Enterprise Information ManagementDomino’s Pizza
