Case Microsoft: Broader offerings, bigger business

A worldwide leader in software services and solutions

Starting point

Microsoft’s business has traditionally - and successfully - been based on technology and products. However, new approach and new capabilities are required to be able to create credible value propositions for the business-critical solutions. As advanced, integrated business solutions have a strong business impact, the investments are very often made at the executive level. In order to enable access to executives and to create capabilities for preparing relevant arguments to support solutions sales an outside support and partner was needed.

Objective of cooperation

The consideration of solution sales significance and potential in co-operation with Microsoft business executives indicated a lot to be gained. Vectia facilitated sessions for account managers and team leaders on how to prepare a sales process, and how to build relevant sales cases and create relevant offerings. In the process actual sales cases instead of just theory were utilized, which turned out to be crucial to the implementation.

Results and business impacts

The project led to organizational changes, which resulted in enhanced co-operation of account teams, improved communication and increased understanding of the benefits of organizational resources and enhanced usage of resources. Sales and Marketing Director Juha Koivisto praises the results: “Salespeople are more prepared and have more courage to meet business decision makers, as they have learned to build strong and relevant stories to support their sales pitches.”