Microsoft Technology Center (MTC) Case Study Program
Situation: Microsoft Technology Centers provide customers with strategy briefings, architectural-design guidance and proof-of-concept expertise to help them see the value of Microsoft solutions and accelerate the sales cycle. Between 2001 and 2005 the US MTC had published only 17 case studies (total) on how customers were benefiting from use of the centers. In 2005, Microsoft hired a vendor to produce another 10 case studies, but a year later, not one case study had been published.
"Projectline was like a virtual team member. They provided someone with professionalism whom I could trust implicitly." – Senior Marketing Manager
Solution: Microsoft then turned to Projectline to get the job done. Thinking creatively and strategically, Projectline professionals established a contest for the Microsoft sales force whereby individuals who submitted qualified leads within a month were rewarded with a $10 Starbucks gift card and a chance to win a larger prize. Starting from these leads, Projectline hit the team's 10-case-study-target, engaged 15 customer-to-customer references within a year, and built an inventory report enabling easy access and categorizing of this evidence.
"With their attention to detail, I don't have to think twice about it." – Senior Marketing Manager
Benefits: Microsoft Technology Centers have significantly more case studies and other evidence available for Microsoft sales and marketing professionals and their customers. In particular, this evidence provides a powerful incentive for customers who might otherwise be reluctant to take the time to travel to a center or worry that they would be subject to a sales pitch.
"The biggest and brightest result was that, for the first time in three years, I was able to say to my manager that the metrics for the case studies and customer references were right on target." – Senior Marketing Manager
Results:
- 10 case studies
- 15 C2C References
- Accurate report for getting content into the right hands
