Case Study: Microsoft achieves higher IoT sales performance with Skaled Consulting

How Skaled Transformed Microsoft’s IoT Central Go-to-Market Strategy to Increase Sales

Microsoft was developing the go-to-market strategy for its IoT Central business unit and was facing long sales cycles and low conversion rates through both direct and partner channels. To address the growing complexity expected from a broader solution rollout, Microsoft brought in Skaled Consulting to help refine how the product should be positioned and sold.

Skaled Consulting identified the four rules for success in selling an IoT-based solution, trained 500 top IoT-focused partners globally, and helped Microsoft create a more effective go-to-market strategy. As a result, Microsoft improved sales enablement for its internal teams and partners, with the work aimed at increasing sales outcomes and efficiency.

Microsoft

Rahul Garg

Senior Program Manager