QURUS | SUCCESS STORIESDEMAND GENERATION

Success: Microsoft Gulf Channel Incentives

ObjectiveMicrosoft Gulf wants to improve engagement with their unmanaged registered partners and drive sales of Microsoft products such as Microsoft Windows Server OS, Windows 7 and Microsoft Office products.

Solution Microsoft Gulf has set up a channel incentive program where partners are able to earn “gold coins”, by ordering selected Microsoft products. At the end of the campaign period, partners will receive a prepaid credit card with their earned “gold coins” in USD which they can spend at all VISA points.

Deliverables• qurus manages the logistic and financial flows with

relation to credit card fulfilment.• qurus is the single point of contact and coordinate the

involved shipment, credit card, printing and fulfilment companies.

• qurus ensures smooth fulfilment and card delivery on time, and without major escalations.

ResultsQurus a trusted partner for Microsoft Gulf, supporting these channel incentives every quarter since July 2009.

Scale: Per quarter 300 credit cards with a total credit card value of $30,000 are delivered to 150 partners across the 5 participating countries in the Gulf region.

Microsoft revenue : In May, June, July 2011 the Gold Coin Gulf Promotion saw a total revenue of $ 3.7M with a contribution margin of 98%.

Success: Increase of Microsoft Office salesObjectiveThe overall goal for this campaign was to stimulate Microsoft MEA partners in 26 countries and increase their sales of Microsoft Office Products. By offering marketing services, Qurus contributed to the positive result of this promotion.

Solution After purchasing 5 eligible licenses, partners could claim a 250 USD gift voucher by sending in a web claim form via the promotion website.

Qurus received, validated and managed fulfilment of all claims and took care of the following activities:1. Delivery of complete weekly and monthly reports incl.

promotion dashboard 2. Delivery of complete and consolidated payment file 3. Delivery of complete and signed SOW contract files 4. Validate all received claims per run within the agreed

timeframe and communicate the status to the partners5. Take care of escalation responses from partners.

ResultsIn total 2769 claims were received of which 1793 claims were approved.

Partner escalations were swiftly and professionally handled by Qurus such that even though many claims had to be rejected partners were always kept informed of the reason for rejection and how to reapply if appropriate.

Success: Increase of Microsoft Server salesObjectiveThe overall goal for this campaign was to stimulate partners and increase their sales of the Microsoft Server OS in 4 countries/regions: Gulf (Oman, Bahrain, Qatar, Kuwait and UAE), Turkey, Israel and South Africa. By offering marketing services, Qurus contributed to the positive result of this promotion.

Solution After purchasing 2 eligible licenses, partners could send in a web claim form for a 200 USD gift voucher via the promotion website.

Qurus received, validated and managed fulfilment of all claims and took care of the following activities:1. Delivery of complete weekly and monthly reports incl.

promotion dashboard 2. Delivery of complete and consolidated payment file 3. Delivery of complete and signed SOW contract files 4. Validate all received claims per run within the agreed

timeframe and communicate the status to the partners.5. Take care of escalation responses from partners.

ResultsIn total 764 claims were received, validated and fulfilled in the agreed timeframe.

No partner CPE issues : escalations were swiftly and professionally handled.

Success : CEE Channel DevelopmentObjective CEE (Central Eastern Europe) represents a number of unique challenges for Microsoft. For instance, specific to CEE, there is limited or no existing Microsoft organization, and infrastructure in place with which to rollout a campaign such as WGA (Windows Genuine Advantage). The objective of this by engaging with local Distributors and System Builders, and the delivery of a WGA Partner Readiness Campaign.

SolutionThe pilot execution was divided in 4 stages.

•Initiation: including CEE country selection and documentation. •WAVE 1: analyze the Microsoft execution bandwidth in these markets to engage OEM BG, Client BG and/or Anti-Piracy persons to support the program, organizing local v-teams and training them. •WAVE 2: execute the WGA Readiness campaign at the level of Local Distis and Local Named Accounts. This was done by performing an inventory of willingness and readiness, (knowing the distributors and contacting them). •WAVE 3: execute the WGA Readiness campaign at the level of SBC in cooperation with local distributors, to enable the maximum level of channel reach.

Results

Desired partner readiness: more than 90% of the channel was touched and 25% trained on the WGA campaign.Big increase in channel development: Local distributors enthusiastically engaged in WGA execution, thus contributing to build the channel relationships