Just under half of Enterprise Ireland’s software clients use Microsoft technology in some shape or form. Working with Microsoft is a key part of the strategy for these clients, hence the ongoing engagement with Microsoft that we in the Software Division have been working on.

Paul Solski travelled from the US to meet and talk with over 50 Enterprise Ireland clients. He covered working with Microsoft, working with Partners and gaining success in the US Market.  I’m not able to do justice to the full breadth and depth of Paul’s talk (4 years experience with Microsoft designing the partner programme, 25 Years experience in partnering and IT overall, all  condensed into 2-and-a-half hour session), but here are a fraction of the points made;

• Ireland’s economy is the  size of the US state of Nevada; It is  possible to be very successful addressing only part of the US (and you may get more mind-share with regional US partners).
• There is a big difference between having a  partner and having a successful partner; Key success factor is the partner recognising that you are strategic  i.e. dedicating a resource to selling your product. You have a three months ‘sweet spot’ to get joint sales plan in place and self-made sales before the relationship starts to sour.
• If you get it right, there is a very strong business case for both sides of the partnership; Increased reach, increased sales to existing customers, increased execution capability. Of course, it’s not easy to get right.
• Recruiting and engaging partners is a process similar to a direct sales cycle; Prospect, Recruit, Activate and Grow. Allow a significant amount of time (between 1 and 3 months) to successfully carry out each step. For prospecting the IAMCP (International Association of Microsoft Certified Partners) is a good first step.
• Key words to engage with Microsoft; Market Share, Revenue, Satisifaction and Adoption. These are key to the compensation package of people at Microsoft.
• Microsoft people have a mixture of  Revenue targets and commitments (specific promises, targets agreed with manager) – ask them (how you can help!). High degree of internal competition.

The next step is for individual clients to work one to one with Paul to follow through into the US Market.  If you missed the session get in touch, as  Enterprise Ireland will continue to work with clients in this area to create more exports, and export led jobs.

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