Microsoft Corporation
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Growing Microsoft's Software Assurance Business
Microsoft’s Software Assurance was a business under pressure, facing declining renewals that put substantial revenue at risk. Working with Strategyn, the company used the ODI methodology to better understand their customers' needs and address them. They discovered customers were having trouble tracking the number of PC licenses they owned, training employees on upgrades, and preventing internal security violations.
The resulting solution, however, didn't require a "big idea" or new innovations. Instead, Microsoft was able to repackage the Software Assurance offering, add products it was using internally to create value, and develop a more effective marketing strategy and marketing message.
As a result of this innovative solution, Microsoft was able to substantially grow the Software Assurance business and increase customer satisfaction -- a true service innovation
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