In our previous blog, we explained why Microsoft partners should create a buyer persona. But what to do after you’ve mapped your ideal customer? Once you know your target group through and through, you’ve gathered invaluable information. Now it’s time to build a solution that doesn’t help out one, but multiple companies. Armed with your new proposition, you will want to adopt a very focused approach to reach your target group. But where to start? And how can tech companies build sustainable relationships with (potential) customers?

What problem can you solve for customers?

Let’s start with your offer. To transition to a new business model, you should identify a difficult problem that your ideal customer struggles with. Look for a hard-to-solve issue, defining it as clearly as you can. If you find it difficult to specify such a problem, have a look at your many years of experience: is there a particular issue you’ve solved several times? Or have you helped companies in a certain industry over and over? The answers to these questions will often lead you to amazing new ideas.

Once you’ve identified the problem, make sure your solution completely eliminates it. Here, too, you should rely on your own expertise. The ingredients for a solution probably already exist within your organization. You even might have built it before on a project basis for one of your customers!

Building sustainable relationships: 3 tips

When you’ve created your solution, it’s time to communicate about it with your target group. You will want to let them know you’re a Microsoft partner that clearly distinsguishes itself from the many other partners out there. How to go about it? We’ll give you 3 basic tips!

  1. Publish valuable content and share it with your target group. Avoid (veiled) sales pitches. If you clarify what you have to offer by sharing your knowledge, you’ll build a reputation as an expert in your field.
  2. Provide consistency and continuity. If, for example, you share a blog with your mailing list every 2 weeks, don’t deviate from your schedule. This ensures you’re top of mind with your business contacts.
  3. Measure your (potential) customers’ online reading behavior. Did someone click through on your website to learn more about your solution? Did a blog reader download a whitepaper? Don’t sit back and wait. Invite them to a webinar or introductory meeting. This is how you capitalize on opportunities!

Want to learn more? Don’t hesitate to contact us. Our coaches are happy to discuss your opportunities for growth.