Solution Provided : Partner Relationship Management

The SMB Distribution Group of Microsoft is in the business of providing applications software to key clients in the SMB segment.

Microsoft's SMB group is responsible for product sales through the reseller and system builder channels. The group operates through five distributors in India who have the responsibility for physical distribution, sales and reach within the markets countrywide. Distributors have been selling Microsoft products to their existing channels. However, Microsoft (India)wanted to:
> Expand the distribution breadth, that is, extend the reach to a larger reseller base.
> Create a sense of loyalty and commitment among distributors’ account managers responsible for Microsoft products, by recognizing and rewarding high-performers.