EMM helps Rackspace with their selling strategy and sales materials for the new service offering.
Rackspace expanded their support services offering for Microsoft solutions with Fanatical Support® for Microsoft® Azure™. With Azure added to their portfolio, Rackspace gained the ability to provide expert-level support for their customers who wanted to leverage public, private and hybrid cloud environments built on the Microsoft Azure platform. Rackspace hired Extra Mile Marketing (EMM) to help with their launch, focusing on the selling strategy and sales materials for the new service offering.
EMM created three selling tools for Rackspace’s sales teams; a customer sales deck, a sales playbook, and a sales battlecard. The customer sales deck focused on educating new potential prospects about the essential benefits of Rackspace’s Fanatical Support® for Azure service offering, as well as essential benefits of Azure. The sales playbook and battlecard provided an overview of the service offering, key sales messages, product information, and tactical sales messaging for Rackspace sales people to use as a resource when selling against a competitor or opposing support offering.
For solution selling, EMM created four different solution-based documents. These consisted of a complete Rackspace Fanatical Support® for Azure solution sheet, an Azure hybrid cloud solution sheet, an Azure DevOps solution sheet, and an Azure SQL database sheet. Each solution-based document focused on identifying the customer's pain points in certain scenarios, and showing how Rackspace and Azure can help solve those pain points.
Finally, to educate and drive partnership with Microsoft, EMM also created a slide deck for Rackspace field sales to present to Microsoft. It was focused on teaching Microsoft’s sales team about the Fanatical Support® for Microsoft® Azure and outlining what benefits Rackspace provides that is above and beyond Microsoft’s standard support offerings.