How MeasureUp can help Microsoft partners boost their skill scores and earn more incentives

Marketplace Tactics
1

We’ve put together a new email sequence targeting to all Microsoft Account Executives to showcase how MeasureUp can help Microsoft partners boost their skill scores and earn more incentives. Before we roll it out, we’d love to get your feedback.

  • Is the content accurate?
  • Is it clear how MeasureUp can help Microsoft partners increase their skill scores and earn more incentives?
  • Is the value of our services well communicated?
  • Do you think the number of emails in the sequence is adequate?
  • Do you have any general suggestions to improve the email sequence?

workflows AE.docx (19.1 KB)

Please take a moment to check it out and let us know what you think. Your input will help us fine-tune our approach and better achieve our shared goals.

Thanks in advance for your time and comments. Looking forward to hearing from you soon!

1 Like
4

@trust_level_0 @trust_level_1

5

Hello @ecasado ,
Congrats on your first post in the community :slight_smile:

Feedback Response:

  1. The content is accurate - our understanding is you want to approach greenfield accounts. See our winning templates here

2 & 3 - On clarity and value - a few things to improve

  • AEs are not considering their customers as partners. You may want to revisit the wording by “customers”.
  • It is unclear as an AE - what exactly you bring on the table to help me reach quotas and in each product range you fall into. Please revisit Session 3 the Better Together Story with Microsoft

Consider making some tweaks:

  • Bring examples - it’s “hard” for an AE to connect the dots with what Certifications bring. Put it differently - this space usually live with another part of the company (Microsoft learning) so we need to illustrate prescreptively how MeasureUp is going to bring either:
  1. More sales on Azure / M365 /D365 or other MSFT products
  2. Retain customers more
  3. Or help customer achieve new scenarios with Microsoft.

Neither 1/2/3 are conveyed

  • This is a bit impersonal - if you’re targeting Enteprise AEs make it Enterprise focus in term of content. Personalization will be key.
  1. The value for the end customer is communicated but not clear for a Microsoft AE.

You need to run the exercise of the Better Together (session 3)

  1. 4 emails it’s okay - but do you consider going multi channel (see session 6) ?
  • As a CTA, instead of a general meeting request, you can make it more specific.
    For eg.: Can we set up a 15-minute call to discuss how your customers can**…… (benefit/value add)**?

General suggestions for this and your future communication emails:

  • Consider using Microsoft terminology. AEs are familiar with this terminology, and it helps in framing your offering into their sales priorities.

  • After getting meeting. Make it actionable for the AEs. Consider providing a 1-pager doc, or a quick link that they can forward to their partners. Ideally they even transfer this to customes on the call with you.

Here are some playbooks you can refer to for your future communication emails:

Playbooks Thread

Playbook Focus Use It For
Better Together Playbook Crafting a Microsoft-aligned sales narrative (“Better Together” story) Strengthen alignment to Microsoft solution areas and address AE pain points
Better Together P2P eBook Partner-to-partner (P2P) strategy and bundling with VARs, MSPs, and SIs Explain how MeasureUp supports Microsoft resellers’ path to designation
Microsoft Sales Roles Playbook Microsoft sales org structure and engagement best practices Tailor language and CTAs for Account Executives (AEs), SSPs, ATSs
Microsoft Programs Microsoft co-sell programs, Marketplace Rewards, MACC, and ACR incentives Call out incentive-related benefits (MACC, Marketplace Rewards, co-sell enablement)
Partner Profitability Playbook How partners drive profitability through certifications, services, and revenue sharing models Communicate the business case to AEs for helping partners certify faster