Exclaimer is a leading Microsoft ISV, offering email signature solutions based on Office 365 and Azure. It has over 50 million users worldwide and a diverse customer base including international organisations such as: Lloyds Bank, Sony, Mattel, Morgan Stanley and the BBC. 


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Deliverables:

• Ongoing channel support, introductions and stakeholder mapping

• Full HubSpot system, integrated with existing CRM solutions carrying an entire partner focus

• Design and guidance on workflow creation

• Emails to attract and nurture partners through HubSpot workflow

• Social & Digital media consultancy and execution

They also transact over $500k of Azure consumption and influence millions of Office 365 seats worldwide. Despite this – Microsoft was unaware of their impact and future value.

The brief:

With acquisition injecting fresh investment into the business, Exclaimer wanted to make best use of its funds to drive the next phase of business growth. This led to the retention of ResourceiT to help establish Exclaimer’s channel business and build a profitable partnership with Microsoft.

The approach:

Based on our experience of supporting ISVs including Sitecore, Mimecast and BinaryTree in achieving similar objectives, we began by identifying the ideal partner type and devising a channel development strategy to recruit, onboard and jointly go to market with the partners.

Alongside this, we worked with Exclaimer to create their Microsoft Value Proposition and identify key stakeholders.


Results:

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Without ResourceiT’s assistance, it would have taken Exclaimer significantly more time to build our channel strategy and Microsoft relationship. They have rapidly sped up our time to market.
— Neal Stanborough, Global Sales & Marketing Manager, Exclaimer