Project Microsoft

Messaging – xxx
Now, how do you get clients from the different sectors to actually buy your solution?
First, you need to get their attention. Here, you start with light, educational content, conveyed through whitepapers, social media or videos.
Focus the messaging on the question “What is the product?”, to grab the attention. For example, what is hybrid cloud, for the public sector.
In the consideration phase, you go a bit deeper. How can your solutions actually create value for the specific sector? For the public sector, that’s for example through the ease of use and greater insights.
Customer Success Stories are a great way to achieve that, as they show the real-world business impact.
Lastly, for the customer to decide for a product, pains need to be mitigated. At this point, you really have to go in-depth with the customer, offering trials and demos, demonstrating that the pain point is relieved through the solutions provided.
Needless to say, you must convey different messages per industry based on their value proposition.

Slide 20: Implementation Plan – xxx
Now, let’s have a look at the implementation plan.
The first step is to align the new GTM strategy with the EMEA Head and get approval for its implementation. We considered a short adjustment period, in case changes are required for the strategy’s implementation.
When the adjustments are integrated, we suggest a kick-off event with the enterprise services team, so that the implementation starts with the fourth quarter 2021.
Then, we have three main bands to look at.
First, the offerings and channels must be adapted to the industry specifics as presented within the GTM strategy.
That involves adjusting the pricing, mainly for the public sector industry, which we suggest having finished for the first quarter of 2022.
Then, with a new GTM strategy also comes a new sales strategy. Here, we believe that the newly built Industry Excellence Unit should be involved, which we will address in a minute.
The marketing plan should be adapted based on the sales strategy.
As mentioned, we believe that it is crucial to build a IEU, which involves hiring industry experts and integrating the new unit into the CCE strategy. The new unit could be operational starting 2022, and must then be synced or integrated with the other existing units.
With the new pricing, sales and marketing strategy in place and the IEU running, the success of the new strategy can be measured starting in Q2 2022.
Coming to the sustainable initiatives, which start with mentoring activities for the academic year 21/22
Then, the benefits and workplace flexibility should be adapted for the next year and the automatic voice capturing functionality for teams should be requested by the engineering team.
Finally, the website or application portal for non-profits and charities is proposed to be set up until the end of the year, with the first projects starting in the first quarter of 2022. We think that one of such projects per quarter would be feasible.
In one year from now, there should be a strategy review to assess the strategy’s effectiveness and identify necessary changes. So basically, the strategy should be revised in yearly iterations.