QURUS | SUCCESS STORIESPARTNER READINESS

Success : HP Sales Skills EMEA

Solution

Give HP funded retail sales staff from countries all across EMEA two days of high impact, small group, and highly interactive sales skills training.

Knowledge: Pre and post knowledge checks at the start and end of each day take a snap shot of base and final knowledge levels. Target is 80% post expert knowledge.

High Impact. Highly Interactive and Customized:• Training content fits with HP PC line up.• Training given in local language.• Small groups, no PowerPoint presentation, numerous

relevant role plays ensure participants experience and practice, rather than learn the desired sales behaviors.

ObjectiveTo 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.

Courseware & Certificates

Participant Interaction

Evaluation Dashboard

Results

This program has been active since June 2010 and has now been extended to all corners of EMEA.• Scale: To date qurus has coordinated and trained 314

participants to Expert level in 21 countries in 10 languages with an average of 76 % post knowledge.

• 99% of participants agreed or strongly agreed that the training was worth their time and that they felt the presenter effectively delivered the subject matter of the event.

• Inside into sales staff performance: HP is now able to link knowledge with sales performance.

Success : CEE Channel DevelopmentObjective 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.

SolutionThe 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. •WAVE 2: execute the WGA Readiness campaign at the level of Local Distis and Local Named Accounts. This was done by performing an inventory of willingness and readiness, (knowing the distributors and contacting them). •WAVE 3: execute the WGA Readiness campaign at the level of SBC in cooperation with local distributors, to enable the maximum level of channel reach.

Results

Desired partner readiness: more than 90% of the channel was touched and 25% trained on the WGA campaign.Big increase in channel development: Local distributors enthusiastically engaged in WGA execution, thus contributing to build the channel relationships

Success: Retail Sales Manager Skill DevelopmentObjectiveHewlett-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 impact, small group and highly interactive training covering sales skills, negotiation and leadership :

Knowledge: Pre and post knowledge checks at the start and end of the training take a snap shot of base and final knowledge levels. Target 80% post knowledge.

High Impact. Highly Interactive: Small groups, no PowerPoint presentation, numerous relevant role plays mean participants experience and practice rather than learn the desired sales, negotiation and leadership behaviours.

ResultsFeb 2011, 3 Qurus expert trainers gave 30 TMM 3 days of training in Cannes, France.

• Knowledge Increase across the whole group increased from 69% to 84%.

• 100% of participants agreed or strongly agreed that the training was worth their time, would make them more successful in their role and that they would recommend it to other TMM’s.

• Hewlett-Packard satisfaction. Qurus has been asked to give this training to the remaining TMM’s in EMEA.

Training exceeded my expectations. It is a great training but it is not about taking the training it is about actions after it. Gonzalo

Saiz. HP PSG Spain..

Interaction with group members was excellent, thank you. Hussam Altal. TMM

HP PSG Saudi Arabia.

Success: HP Product Training in MEMAObjectiveDrive 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.

Design – a new interactive presentation deck was created by qurus to support the new training style and objectives.

Knowledge – Pre and post knowledge checks at the start and end of the training take a snap shot of base and final knowledge levels. Target is 80% post knowledge.

Implementation- Refresh and Deliver cycle set up to match the 4 product launch dates of HP through out the year

Results Impact: average 21% knowledge increase on how to translate product features into customer benefits.

Satisfaction 100% of the participants would recommend this training to their peers.

Implementation: 350 store sales staff in 9 countries have been trained. HP will repeat this 4 times a year.

“this will really help in improving my sales” “the interactive sessions gave us better understanding of customer benefits”

ResultsHigh 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 the field, over 2,800 technical questions answered, and more than 3,100 people helped.

Success : Vista & Office 2007 ReadinessObjectiveTo 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 diverse group of people, extending across the whole of EMEA

• Content Site – organized all marketing and campaign related materials for OEM, IW, and Client channels show-casing Groove.

Success : Microsoft Kenya Software Activations

SolutionDeploy specially recruited and trained team of sales promoters to major shopping malls and inside stores of selected official resellers to do awareness and sales activations.Gather vital MI: Sellout data and Customer FAQsDemo product features: let customers experience the productSell Windows 7 & Office 2010: Close the deal on the spot

Objectives To promote Windows 7 & Office 2010 awareness & sales for Microsoft ESA in Nairobi.

Results37% Office 2010 attach (double the norm) achieved during 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.

Windows 7 sales activation at the Sarit Centre Mall in Nairobi, Dec 2010.

MS Office 2010 in-store sales activation inside a Safaricom Shop in Nairobi, March 2011.

Solution• Customised Action Plans - matrix of key tasks , activities cross ref with actions, owners, roles, timing,

• Briefing Sessions – conducted webcasts for internal readiness , explaining ORPC Strategy, and operational issues (OPK & MLK distribution)

• Data Scrubbing & Call Downs – srubbing contact data and contacting Partners to explain sales model.

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

Success: Get Your Partners “Office Ready”“H2 has seen the successful launch

of the Office Ready PC program in the MEA region. This has been

extensively supported by MSX / MarketPoint (our marketing program vendor) and overall the ORPC launch

has been a great example of v-teaming within subsidiary IW and

OEM groups.” - Alex Diacre

Goal Activity Desired Outcome (Completed task) Track Track Track Track Track

AWARENESS PHASE East Med.

(16-3)Egypt (20-2)

Gulf (26-3)

Israel (14-3)

NA (30-3)

Educate key Microsoft teams and personnel about the importance of being Office ReadyORPC Briefing Session Live Meeting OEM and IW Leads to attend LiveMeeting or download recording to ensure correct briefing

ORPC Content Site (Groove) Access OEM and IW Leads to receive invite for ORPC site and setup Groove on PCs

Sub Briefing about Action Plan OEM Leads to schedule meeting with v-Team to walk through Action Plan

Local Country Specific ORPC Marketing Plan OEM Marketing Manager to draft marketing plan and place this on the Groove

Spend ORPC Excellence Fund on Marketing PO Created (if applicable) OEM Marketing Manager to submit request for Excellence Fund

Spend ORPC Excellence Fund on Marketing PO Invoiced (if applicable) OEM Marketing Manager to submit invoice for Excellence Fund

FY07 Launch Campaign Kits & Execution Guide OEM Marketing Manager orders Launch Kit

ORPC SME Briefing Session Live Meeting Prep OEM and IW Leads to send key questions to V-Team about outstanding questions attend LiveMeeting or download recording to ensure correct briefing

ORPC SME Briefing Session Live Meeting Run OEM and IW Leads to attend Live Meeting

Educate every Disti about marketing materials available and drive orders of OPKs & MLKsEducate Disti(s) about new sales model, offerings Team with OEM Disti Account Managers to brief distis on the new Office Ready distribution and sales model

Provide Disti(s) with sales materials Team with OEM Disti Account Managers to send materials provided from Office Ready BOM

Confirm Contract Completions (CTA) OEM Disti Account Managers to confirm signed CTAs with Disti(s)

Confirm Distribution of OPK Masters from AR OEM Disti Account Manager to confirm (via email/telephone) with the Disti that they ordered the master installation discs called the Microsoft Office OPK Master Kits.

Customised Campaign Action Plans

ObjectiveEnsure a successfull rollout of the Microsoft Office Ready PC program by supporting the OEM and IW channels in MEA (Middle East Africa). The focus was on helping the channels’ Distributors and Resellers to understand a new sales and distribution model.