Microsoft Business Solutions
Challenge
Microsoft Business Solutions is responsible for selling both Enterprise Resource Planning (ERP) and Customer Relationship Management (CRM) solutions to the mid-range market. This involves selling both Microsoft software and Microsoft services in a highly competitive marketplace. Since a large proportion of the business is fulfilled via partner organisations, this created a large and complex division within the company. Furthermore, Microsoft had become a victim of its own success: its ubiquity and the sheer range of the products it sold made it difficult to position individual applications or services.
Solution
Bluedge was asked to take a leadership role within Microsoft Business Solutions, pulling together a team of individuals from across the division who could help devise a strategic business plan for the next fiscal year. We ran a series of workshops and established project teams to analyse portfolio profitability, competitive positioning, industry trends, and client preconceptions, wants and needs. This integrated business and marketing plan was signed off with full budget approval.
Results
- Business grew by 30% in a market growing at 4–6%
- UK revenues grew at three times the rate of worldwide revenues
- Business partner satisfaction improved on previous year
- Secured new clients in key market segments
