How Skaled Transformed Microsoft’s IoT Central Go-to-Market Strategy to Increase Sales
In early 2017, Microsoft was developing their Go-to-Market Strategy for their IoT Central business unit. During that time they were facing long sales cycles and low conversion rates via direct and partnership channels.
With the rollout of a full suite of solutions planned in the months ahead they were aware of the complexity revenue generating groups would soon face if they did not adjust.
Microsoft desired a different deployment plan for their largest global partners and internal teams that highlighted how to sell and position the product properly to improve the customer experience and increase sales outcomes and efficiency.
With Skaled, Microsoft was able to identify the 4 rules for success when selling an IoT-based solution, train 500 top IoT-focused partners globally, and create a more effective Go-To-Market strategy.