Briefed to help Microsoft partners to improve their sales performance, Carpe Diem has created innovative training courses that continue to meet Microsoft's up-skilling needs.
The brief
Microsoft's Australia-wide partner network is responsible for the direct sales of Microsoft products. The company's Partner Readiness department recognises the value in up-skilling those at the 'coal face' to enhance their sales performance. With a focus on selling solutions rather than products, Microsoft's challenge is to ensure that their sales force is skilled in both the latest advances in technology and the most effective sales techniques.
As specialists in solution-based selling, Carpe Diem was engaged to tackle Microsoft's continually evolving challenge of up-skilling partners' sales effectiveness skills.
The solution
After being briefed on Microsoft's training needs, Carpe Diem developed draft training materials that were tested extensively with key internal stakeholders at Microsoft.
Following this extensive research and testing, Carpe Diem developed two courses, Effectively Selling Solutions (ESS) and Key Marketing Concepts and Techniques, enabling Microsoft to provide their partners with the ability to identify quality business opportunities and equip them with the latest go-to-market strategies.
The outcome
Over a period of four years, Carpe Diem's training courses have reached 1,800 individuals within the partner network and feedback from participants has been overwhelmingly positive.
"...a very powerful two days! It has made my time more productive as I am no longer chasing unqualified leads..."
"A great course that I would recommend to everyone..."
"Obviously based on real-world experience.provides an excellent basis for enhancing solutions based selling outcomes..."
Carpe Diem continually experiences repeat business from Microsoft partners, with 86% of respondents giving the course an extremely high satisfaction rating.
"Carpe Diem is continually enhancing the training courses to keep up with our technological advancements in products and solutions," said Ms Sharmilla Gosai, Development Manager of Microsoft's Partner Readiness team.
"Our partners often request training in specific areas and Carpe Diem has customised their training offerings accordingly, to the extent that one-on-one and industry-specific partner training is not unusual."
"The uptake of Carpe Diem's courses continues to be impressive. The training they have developed provides undeniable value in leading our partners to achieve successful solutions-based selling," said Ms Gosai.