david_rowe

Many people think of Microsoft as a technology company. Yes, we do technology. Microsoft is also a very expansive and efficient sales and marketing company.  I was recently reminded of this by an astounding comment made by Oliver Gajek, Sales and Marketing Director of Brainloop: “Working with Microsoft cuts our sales cycle by 50 per cent. The Microsoft sales teams support us in helping our customers manage confidential documents across the enterprise.”

The keys to achieving this co-marketing and sales partnership with Microsoft include (i) adding value above and beyond the Microsoft platform (Brainloop deliver best-in-class security across the life cycle of important documents that need to be protected from unauthorized access); (ii) addressing a particular customer segment or vertical (Brainloop have a sweet-spot within enterprises that require security, compliance and regulation e.g. telcos, legal firms – and Microsoft ourselves!); and (iii) pulling through the Microsoft platform with every sale (Brainloop solutions integrate seamlessly with Windows® Rights Management Services which helps drive sales of Windows Server 2003 as well as Office).

Fifty percent: that is a significant reduction in effective cost of sale and it highlights the benefits of selling with Microsoft. This partnership remains to be fundamental part of Brainloop’s strategy in attracting customers and increasing profitability. Read more in this EBT Success Story.

The success story also touches on the technology and platform acceleration Microsoft provided through direct access to our RMS product groups. But nothing grabs headlines quite like reduced sales cycles and increased profits!