Outbound Sales Services

In Brief About The Client

Microsoft Corporation is an American multinational technology company headquartered in Redmond, Washington, that develops, manufactures, licenses, supports and sells computer software, consumer electronics, and personal computers and services. Its best-known software products are the Microsoft Windows line of operating systems, Microsoft Office suite, and Internet Explorer and Edge web browsers. Its flagship hardware products are the Xbox video game consoles and the Microsoft Surface tablet line-up. As of 2016, it was the world’s largest software maker by revenue, and one of the world’s most valuable companies.

Laila Zviedre

Area Inside Sales Lead CEE

Generating sales and fulfilling Microsoft’s sales pipeline is not an easy job, so innotec is doing a great job for us.

The Challenge

Our major challenge was to generate sustainable revenue for all CEE countries. The target market was mid-size organizations from all industry segments. Additionally, innotec had to drive cloud revenue through a professional-partner campaign.

The Solution

After completion of an international tender, Microsoft chose Innotec International to manage CEE inside sales processes on its behalf in April 2015. The goal set was to efficiently manage the sales funnel by direct customer demand generation as well as through indirect partner management in multinational and multicultural IT and innovation-driven client ecosystems. Innotec established a world-class operations hub in Warsaw to drive SMB and enterprise business across 14 CEE countries. The preliminary investment involved transferring the initial 23 employees, transition management, training function implementation as well as further talent attraction and development on-site. Last but not least, a top-notch, centrally located office in Warsaw, Poland, with all the necessary technical infrastructure, hardware and software to deliver the expected and agreed level of performance: and all this in a record set-up time of only 5 weeks.

Benefits / Results

Today, this successful mid-market “Inside Sales Specialists Team” has developed to a multinational engine with more than 50 employees that is experienced in high-quality, high-response inside sales delivery processes, constantly contributing to Microsoft metrics: pipeline and revenue, delivering qualified opportunities and growing Microsoft partner channel sales in the CEE region. This includes full control of SLA deliverables, adhering to operational KPIs and alignment to the strategy and marcom needs of the client – and all to meet and exceed the performance expectations outlined.

The CTOM process, for instance, targets direct customer acquisition with the agent communicating directly with the client’s potential customer and building a relationship whilst, at the same time, transforming the lead into a valid and measurable pipeline – B.A.N.T. qualified – opportunity.

In the CloudSpark process on the other hand, the agent drives the client’s partner sales by activating, inspiring and optimizing the path of business growth for Microsoft partners, while managing the partner’s sales, thereby enabling knowledge transfer and providing marketing guidance on behalf of Microsoft within its partner ecosystem.

The Microsoft inside sales project in Warsaw continues to generate direct and indirect demand for the entire client service portfolio with a strong focus on cloud solutions. It provides a high ROI for Microsoft HQ in Europe. The Team is integrated into the Microsoft sales engine and drives valid revenue in the CEE countries.