Online Training for Go-To-Market Best Practices

Microsoft recognized that enabling their partner channel to sell more effectively will ultimately pay dividends back to Microsoft. And one of the areas in which many companies are challenged today is in the area of online sales of Software-as-a-Service offerings. Working in partnership with NewLease G2M, the two companies developed a complete framework for Go-To-Market best practices for Software-as-a-Service. This framework was developed through more than 300 engagement in which NewLease G2M was able to assess ISV maturity with respect to their Go-To-Market approach. But Microsoft has more than 400,000 partners that could benefit from these best practices, so the challenge was how to effectively disseminate the best practice information to these partners. Microsoft again turned to NewLease G2M for recommendations and assistance. NewLease G2M took the best practices for Go-To-Market success and developed more than 9 ½ hours of web-based training in order to allow the best practices to be accessed by Microsoft partners all over the world. The actual training materials were developed and delivered in only a 4 week development project, an example of a quick reaction project that still delivered high customer value.