2. Background
Service Lines:
Partner discovery,
qurus specializes in a range of channel partner survey and Partner readiness
communication and management services. recruitment. and training
qurus discovers, enrolls, trains, communicates with,
and incentivizes our clients’ partners. Our services Channel and partner CHANNEL Demand generation
deliver a return on investment by maximizing the data analysis and and channel
value of our clients’ channel marketing programs. insight. incentive programs
qurus has a proven track record of making execution a
competitive advantage. Via a “programmatic delivery Qurus Microsoft
” our services represent quality and value for money. CHIP support service.
qurus. For when you are serious about partnering
with your partners.
Selected Clients:
www.qurus.com
3. Background
Started in 2000, qurus Headquarters are in Leiden
(The Netherlands).
We have offices in
Nairobi (Kenya) and Dubai (UAE).
We are active throughout Europe, Africa, and the
Middle East.
Contact:
qurus | europe : Lucy Kennedy (+31 610 845 666)
qurus | africa : Dixon Karani (+ 254 724 234331)
qurus | middle east : Lucy Kennedy (+31 610 845 666)
3
4. Partner discovery,
Partner readiness
survey and
and training
Service lines
recruitment.
Channel and partner Demand generation
data analysis and and channel
insight. incentive programs
Qurus Microsoft
Partner discovery, survey and recruitment: CHIP support
service.
Efficiently expand your partner base by discovering
new potential partners, categorizing and recruiting 14 countries and 8 languages.
them to your channel. qurus create and maintain
partner websites with
balanced mix of open and
Depending on the country, market and your targets, registered partner only
qurus will select methods and execute activities content to encourage
which will ensure you reach the right partners and registration
grow your business.
Nairobi, Kenya. qurus sets up
a mobile team who discover,
train and recruit 150 new
Microsoft partners. A major
increase in the # of kenyan
partners.
5. Partner discovery,
Partner readiness
survey and
and training
Service lines
recruitment.
Channel and partner Demand generation
data analysis and and channel
insight. incentive programs
Qurus Microsoft
Partner readiness and training: CHIP support
service.
Effectively ensure your commercial and retail
partners from all across EMEA understand and are
correctly positioned to increase their sales of your Nairobi, Kenya. qurus in store
products and services. RSP’s doubled the Office 201
attach rate in selected
Safaricom stores
qurus has executed in store Office 2010
demonstrations in Kenya, touched a large partner
audience in Israel via a Hebrew content website,
and given face to face RSP sales skills trainings in
Russian.
HP MEMA. qurus sales skills
T r a i n i n g e x c e e d e d my training for HP in store RSP’s
e x p e c t a t i o n s . I t i s a shown to significantly increase
g r e a t t r a i n i n g b u t i t
AUP and revenues
i s n o t a b o u t t a k i n g t h e
t r a i n i n g i t i s a b o u t
a c t i o n s a f t e r i t .
Go n z a l o S a i z . HP P S G
Sp a i n .
6. Partner discovery,
Partner readiness
survey and
and training
Service lines
recruitment.
Channel and partner Demand generation
data analysis and and channel
insight. incentive programs
Qurus Microsoft
Demand generation and channel incentive CHIP support
service.
programs:
Drive (PULL) more customers to your partners and
incentivize (PUSH) your channel to sell more of your
products.
Blending PUSH and PULL elements, taking a multi
national approach, tracking progress at each stage
and drawing from our in house ‘ToolKit’ mean
qurus clients get professional, smoothly run
channel marketing programs which pay for
themselves.
For example Microsoft MEA Sales
Promotions. qurus centrally managed
campaign support desk, sales validation
and gift fulfillment. In one quarter Gold
Coin Gulf Promotion saw a total revenue of
$ 3.7M with a contribution margin of 98%.
7. Partner discovery,
Partner readiness
survey and
and training
Service lines
recruitment.
Channel and partner Demand generation
data analysis and and channel
insight. incentive programs
Qurus Microsoft
Qurus CHIP (Microsoft CHannel Incentives CHIP support
Program) support service: service.
qurus will ensure that Microsoft Partners make
maximum use of these cooperative marketing funds
with minimum effort.
qurus will take care of activity preapproval, claim
submission and make sure none of your claims get
rejected.
Si n c e 2008, Q u r u s h a s p r o c e s s e d
a l l o f M u s t e k ’s C H I P c l a i ms
s u c c e s s f u l l y , a c h i e v i n g a 100%
r e f u n d r a t e . Qu r u s h a s a l wa y s
p r o j e c t e d a p r o f e s s i o n a l
a p p r o a c h , u t i l i s i n g e f f i c i e n t
me t h o d o l o g y , a n d a l wa y s
c o mp l e t e s p r o j e c t s i n a t i me l y
f a s h i o n .
I wo u l d h a v e n o r e s e r v a t i o n s i n
r e c o mme n d i n g Q u r u s f o r a n y
s e r v i c e s o f t h i s n a t u r e , a s o u r
8. Partner discovery,
Partner readiness
survey and
and training
Service lines
recruitment.
Channel and partner Demand generation
data analysis and and channel
insight. incentive programs
Qurus Microsoft
Channel and partner data analysis and insight: CHIP support
service.
MEA OEM Channel Marketing Dashboard
Want to measure and track the health of your
channel , the effectiveness of your partners or a 1.600
# of Newsletter Subscribers
120%
H2 FY09 % Co-op Funds Claimed by Partners
1.400
particular campaign? 1.200
1.000
100%
80%
800 60%
600
40%
400
200 20%
-
0%
Nov-08
Sep-08
Feb-09
May-09
Oct-08
Aug-08
Jul-08
Dec-08
Jun-09
Mar-09
Apr-09
Jan-09
Waiting too see the sales role in is only half the
Nov-08
Sep-08
Feb-09
May-09
Oct-08
Aug-08
Jul-08
Jun-09
Dec-08
Mar-09
Apr-09
Jan-09
Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09
Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09
MEA - - - 173 1.510 977 1.360 - 289 - - -
MEA 0% 0% 0% 0% 0% 0% 18% 84% 84% 0% 0% 0%
Egypt - - - - - - - - - - - - Egypt 0% 0% 0% 0% 0% 0% 44% 100% 100% 0% 0% 0%
story and takes too long . Gulf
Israel
Saudi Arabia
South Africa
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
183
977
-
-
182
977
-
-
-
1.360
-
-
196
-
-
-
254
-
-
-
289
-
-
-
-
-
-
-
-
-
-
-
-
Gulf
Israel
Saudi Arabia
South Africa
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
35%
0%
0%
46%
97%
0%
23%
100%
97%
0%
23%
100%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0%
qurus works with our clients to, select a range of MEA. By tracking all aspects of “Channel Health”,
KPI’s that go beyond $$$$, we then collect the data for example # partners registered, trainings taken,
and present it in practical, visually informative website clicks etc. qurus guided Microsoft on
dashboards together with our analysis and where and how to invest, it became possible to see
conclusions. which campaigns would be successful ahead of the
sales data
9. Ensuring a ‘Delivery Experience”
Quality with impact > Defined process with tools and templates in place for rolling-out
Projects, programs and campaigns, using a structured approach, in a controlled manner,
with deliverables and built-in decision moments.
Intake Decision Purchase
3. Initiation Project Brief
(Step 1) (Step 2) Order
Intake Statement Functional
Brief of Work 4. Specification Design
Predefined
Predefined
5. Production Deliverable
Deliverable
Project Methodologies
Aligned with OARP
Aligned with PRINCE2 Evaluation 6. Close
10. In house ‘ToolBox’.
• Interim partner account managers to discover, survey, recruit, train and merchandize
partners.
• Content localization and translation for multi national communication
• Phone / email partner support desks
• Content creation ,printing and shipment
• Online incentive engines
• Range of retail sales skills training programs for sales and marketing managers , their
organizations and RSP’s
• Growing pool of experienced trainers able to deliver trainings in more than 10 local
languages
• Dashboards and other reporting tools
• Integration of social media elements
• Body shopping assignments
12. Success : HP Sales Skills EMEA Courseware & Certificates
Evaluation Dashboard
Objective
To improve the overall quality of sales skills of HP funded
Retail sales staff when selling HP computers with Microsoft
software. Drive a step change in customer experience,
channel readiness and ultimately increased sales of HP PCs.
Participant Interaction
Solution Results
Give HP funded retail sales staff from countries all across This program has been active since June 2010 and has now been
EMEA two days of high impact, small group, and highly extended to all corners of EMEA.
interactive sales skills training. • Scale: To date qurus has coordinated and trained 314
Knowledge: Pre and post knowledge checks at the start participants to Expert level in 21 countries in 10 languages
and end of each day take a snap shot of base and final with an average of 76 % post knowledge.
knowledge levels. Target is 80% post expert knowledge. • 99% of participants agreed or strongly agreed that the
High Impact. Highly Interactive and Customized: training was worth their time and that they felt the presenter
effectively delivered the subject matter of the event.
• Training content fits with HP PC line up.
• Inside into sales staff performance: HP is now able to link
• Training given in local language.
knowledge with sales performance.
• Small groups, no PowerPoint presentation, numerous
relevant role plays ensure participants experience and
practice, rather than learn the desired sales behaviors.
13. Success: Retail Sales Manager Skill Development
Objective
Hewlett-Packard’s Personal Systems Group needed to drive
a step change in the performance of their retail sales
organization by bringing the PC “To Life” for consumers
throughout EMEA. With Qurus already training their
customer facing RSP’s on Sales Skills the question came, do
our Trade Marketing Managers have the sales, negotiation
and leadership skills required to drive the needed change?
Answer NO.
Solution
Bring 30 key HP Trade Marketing Managers (TMM) from
countries all across EMEA and give them 3 days of high Results
impact, small group and highly interactive training covering
sales skills, negotiation and leadership : Feb 2011, 3 Qurus expert trainers gave 30 TMM 3 days of training
in Cannes, France.
Knowledge: Pre and post knowledge checks at the start and
end of the training take a snap shot of base and final • Knowledge Increase across the whole group increased from
knowledge levels. Target 80% post knowledge. 69% to 84%.
• 100% of participants agreed or strongly agreed that the training
High Impact. Highly Interactive: Small groups, no was worth their time, would make them more successful in
PowerPoint presentation, numerous relevant role plays their role and that they would recommend it to other TMM’s.
mean participants experience and practice rather than learn • Hewlett-Packard satisfaction. Qurus has been asked to give this
the desired sales, negotiation and leadership behaviours. training to the remaining TMM’s in EMEA.
T r a i n i n g e x c e e d e d my
I n t e r a c t i o n wi t h
e x p e c t a t i o n s . I t i s a
g r o u p me mb e r s w a s
g r e a t t r a i n i n g b u t i t
e x c e l l e n t , t h a n k y o u .
i s n o t a b o u t t a k i n g t h e
H u s s a m A l t a l . T MM H P
t r a i n i n g i t i s a b o u t
PSG Sa u d i Ar a b i a .
a c t i o n s a f t e r i t .
14. Success: HP Product Training in MEMA
Objective
Drive a step change in customer experience, HP retail
partner readiness and ultimately increased sales of high
value PC’s and accessories by training HP and non HP retails
sales staff on HP PSG (Personal Systems Group) products
and “How to Sell HP Products”.
Solution
Give Sales Staff a high impact and interactive product
training that shifts their focus away from product
specifications onto the customer benefits that the products
provide. Results
Design – a new interactive presentation deck was created by Impact: average 21% knowledge increase on how to translate
qurus to support the new training style and objectives. product features into customer benefits.
Knowledge – Pre and post knowledge checks at the start Satisfaction 100% of the participants would recommend this
and end of the training take a snap shot of base and final training to their peers.
knowledge levels. Target is 80% post knowledge. Implementation: 350 store sales staff in 9 countries have been
Implementation- Refresh and Deliver cycle set up to match trained. HP will repeat this 4 times a year.
the 4 product launch dates of HP through out the year
“t h i s w i l l r e a l l y h e l p i n i m p r o“t ih n g i
v e m y es r a al ce t s i ”v e
n t
s e s s i o n s g a v e u s
b e t t e r
u n d e r s t a n d i n g o f
15. Success : Microsoft Kenya BPAM Project
Qurus ‘Feet on the Street’ breadth-
PAM team
Training Kit
Objectives
Identify and profile unmanaged resellers in Nairobi. Select
most promising resellers , brand their outlets and bring
then into the Microsoft channel.
Train managed and unmanaged resellers on Microsoft OEM
products, the local channel and licensing. Land key local,
regional and global campaigns.
Field Reports
Solution Results
A dedicated and specially recruited team of Qurus BPAMS 150 “new” unmanaged resellers discovered, surveyed, and
walked the streets to: trained on Microsoft products, sales knowledge and the benefits
• Find the resellers and gain their trust of buying from the channel.
• Gather vital MI data Dashboard tool : detailed info on all resellers created to aid
• Give resellers the basic product and sales training they need management decisions around future engagements with the
unmanaged reseller space.
• Enroll and guide resellers through key campaigns
• Show resellers the benefits of buying from the channel
16. Success : Microsoft Kenya Software Activations
Objectives
To promote Windows 7 & Office 2010 awareness & sales
for Microsoft ESA in Nairobi.
Windows 7
sales activation
at the Sarit
Solution Centre Mall in
Nairobi, Dec
Deploy specially recruited and trained team of sales promoters
2010.
to major shopping malls and inside stores of selected official
resellers to do awareness and sales activations.
Gather vital MI: Sellout data and Customer FAQs
Demo product features: let customers experience the product
Sell Windows 7 & Office 2010: Close the deal on the spot
MS Office 2010 in-store
sales activation inside a
Results Safaricom Shop in
37% Office 2010 attach (double the norm) achieved during Nairobi, March 2011.
month long campaign in key Safaricom retail outlets in Nairobi.
Product awareness of Windows 7 and Office 2010 with the public
increased with sales activations in four major shopping malls in
Nairobi (Westgate/Sarit/The Junction & Nakumatt Mega.
17. Success: Microsoft Gulf Channel Incentives
Objective
Microsoft 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 Results
earned “gold coins” in USD which they can spend at all VISA
Qurus a trusted partner for Microsoft Gulf, supporting these
points.
channel incentives every quarter since July 2009.
Deliverables Scale: Per quarter 300 credit cards with a total credit card value
• qurus manages the logistic and financial flows with of $30,000 are delivered to 150 partners across the 5
relation to credit card fulfilment. participating countries in the Gulf region.
• qurus is the single point of contact and coordinate the Microsoft revenue : In May, June, July 2011 the Gold Coin Gulf
involved shipment, credit card, printing and fulfilment Promotion saw a total revenue of $ 3.7M with a contribution
companies. margin of 98%.
• qurus ensures smooth fulfilment and card delivery on
time, and without major escalations.
18. Success: Increase of Microsoft Office sales
Objective
The 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 Results
3. Delivery of complete and signed SOW contract files In total 2769 claims were received of which 1793 claims were
4. Validate all received claims per run within the agreed approved.
timeframe and communicate the status to the partners
5. Take care of escalation responses from partners. 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.
19. Success: Increase of Microsoft Server sales
Objective
The 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 Results
promotion website.
In total 764 claims were received, validated and fulfilled in the
Qurus received, validated and managed fulfilment of all agreed timeframe.
claims and took care of the following activities: No partner CPE issues : escalations were swiftly and professionally
1. Delivery of complete weekly and monthly reports incl. handled.
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.
20. Success : Vista & Office 2007 Readiness
Objective
To ensure the channel was well informed,
trained, and supported operationally for a
successful launch of Vista and Office 2007.
Solution
• Joint Communication Strategy –
weekly email with all key updates,
progress reports, and up to date
reporting (e.g., Distis pre-orders).
• Management Dashboards –
measured performance with
detailed reporting to allow
management to steer issues in the
channel (sales figures, SKUs mix)
• Marketing Support Desk -
address any question relating to
operations, business
management,and content for a Results
diverse group of people, extending
across the whole of EMEA High Degree of Preparedness in Channel – 38,000 partners trained. Specific to Office
2007, we managed 1,250 unique pieces of content, handled 2,500 email requests from
• Content Site – organized all
the field, over 2,800 technical questions answered, and more than 3,100 people helped.
marketing and campaign related
materials for OEM, IW, and Client
channels show-casing Groove.
21. Success: Get Your Partners “Office Ready”
Objective “H 2 h a s s e e n t h e
Ensure a successfull rollout of the Microsoft Office Ready PC program by supporting the s u c c e s s f u l l a u n c h
OEM and IW channels in MEA (Middle East Africa). The focus was on helping the o f t h e Of f i c e Re a d y
channels’ Distributors and Resellers to understand a new sales and distribution model. PC p r o g r a m i n t h e
ME A r e g i o n . T h i s h a s
Solution b e e n e x t e n s i v e l y
• Customised Action Plans - matrix of key tasks , s u p p o r t e d b y MS X /
activities cross ref with actions, owners, roles, M a r k e t P o i n t (o u r
timing, ma r k e t i n g p r o g r a m
v e n d o r ) a n d o v e r a l l
• Briefing Sessions – conducted webcasts for Customised Campaign Action Plans
t h e ORP C l a u n c h h a s
internal readiness , explaining ORPC Strategy,
b e e n a g r e a t e x a mp l e
and operational issues (OPK & MLK distribution)
o f v -t e a m i n g w i t h i n
• Data Scrubbing & Call Downs – srubbing s u b s i d i a r y I W a n d
contact data and contacting Partners to explain O E M g r o u p s .” - A l e x
sales model. Di a c r e
Results
• MEA was accelerated hitting its performance
targets - overcoming an initial gap in channel
awareness and readiness activities
• Distributors were overall well informed about
the new sales model
• Field and Channel Awareness was high relative
to other campaigns
22. Success: 100% utilization of Microsoft Coop fund
Objective
Mustek’s goal is to utilize 100% of their accrued Microsoft
Coop funds each half year. No more non-compliant
marketing activities or claims missing proof of execution
(POE).
What with lack of focus and knowledge of Coop rules and
guidelines Mustek had never managed to achieve this alone.
Solution
By outsourcing their Coop funding management, pre
approval and claim handling process to Qurus experts,
Mustek guarantees 100% funding utilization:
Funding Management: Every half year qurus ensures that all
funds are claimed in time. We make sure no deadlines are
missed and take into account the constant changing
regulations. Result
Pre-approval process: qurus takes care of ensuring that all 100% Utilization: Since 2009 100% of Mustek’s Coop funds, over
Mustek activities meet the Coop program requirements . By 800,000 USD annually have been utilized.
informing Mustek of these requirements Mustek are more
efficient in designing their marketing plans and activities. No more holes in their marketing budgets!
Claim Handling: qurus ensures that Mustek know what POE
materials are required for each activity, we make sure no
deadlines are missed and take care of POE collection and
claim submission via the online tool. All claims are followed
up till approval and payment are confirmed.
23. Success : Microsoft OPC Lite Concept
Objective
To offer the most important information and knowledge to
the breadth of the OEM channel in an easy and compelling
way via an effective, efficient and localized OPC website.
Solution
• Interactive Localised Website – created a template site which
could be replicated and localised, offering content to authorised
distributors, readiness material, marketing collateral, product
info, and Technical Support (drivers and downloads)
• Content Fulfilment Process – designed a process that balanced
the needs of a centralised content and hosting at Corp (technical
updates) with local information (Distributor contact info) while
allowing all OEM partners to have a consistent user experience
across EMEA.
• Investment Model – that pooled organization resources to
work more efficiently allowing small Subs to scale with low
budget impact, min amount of time, and maximum
committment.
Results
Expanded the Breadth Channel – rolled out and maintained up to
16 sites for smaller subs sites (MEA) and expanded mature subs
(WE) in 8 languages, providing their OEM partners with a deeper
connection to Microsoft (increased web site traffic)
24. Success : CEE Channel Development
Objective
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.
Solution
The 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.
Results
•WAVE 2: execute the WGA Readiness campaign at the level
of Local Distis and Local Named Accounts. This was done by
Desired partner readiness: more than 90% of the channel
performing an inventory of willingness and readiness,
was touched and 25% trained on the WGA campaign.
(knowing the distributors and contacting them).
Big increase in channel development: Local distributors
•WAVE 3: execute the WGA Readiness campaign at the level
enthusiastically engaged in WGA execution, thus
of SBC in cooperation with local distributors, to enable the
contributing to build the channel relationships
maximum level of channel reach.
25. qurus
T h a n k Yo u !
“Your Ambition, Our Execution”
NOTICE - The information contained in this presentation is Qurus B.V. Confidential. This presentation is a summary and is intended to be
utilized for informational purposes only. Qurus makes no warranties, express or implied, in this summary. Nothing in this presentation
modifies any of the terms and conditions of Qurus’ written and signed agreements.