About the Client

Our client is a leading Managed Service Provider (MSP), trusted by enterprise organisations
to deliver cloud, cybersecurity, data, and workplace solutions at scale. With decades of
experience and a strong presence across multiple sectors, the business helps organisations
modernise their IT estates and unlock the full potential of digital transformation.

The Challenge

Following major organisational change, alliance engagement, particularly with Microsoft and
AWS, had slowed. This created gaps in how partner marketing was contributing to pipeline
growth and left the wider marketing approach without clarity or direction.

The challenge for Define It Agency was to:
● Reignite Microsoft and AWS alliances by rebuilding the foundations of partner
marketing.
● Reframe marketing’s role in driving revenue growth across service lines.
● Define a GTM approach that could scale across campaigns, alliances, and sectors.

Our Approach

We embedded ourselves into the client’s business to understand the landscape, uncover
gaps, and define a path forward. Our approach included:

● Alliance Reset: Re-establishing joint value with Microsoft and AWS, clarifying
objectives, and aligning campaigns to funding priorities.
● Foundation Building: Creating a marketing framework that tied partner activity directly
to revenue impact.
● Clarity & Alignment: Helping the business define what it was setting out to achieve,
not just in partner marketing, but across the whole of marketing.
● Campaign Design: Developing a repeatable GTM structure that positioned the
business as an industry leader in cloud, security, data, and workplace solutions.

The Outcome

With strong foundations in place, the MSP was able to:

● Re-engage Microsoft and AWS alliances with clear joint value and funding alignment.
● Create a unifying annual company-wide marketing campaign spanning every service
line, every partnership, and every sector story, telling the business’s story in a way
that connects, engages, and drives an emotional response.
● Lay the groundwork for an industry-first experience campaign launching in early
2026, combining technology, immersive storytelling, and virtual reality in a way the
technology sector has not seen before.
● Elevate marketing from tactical to strategic, ensuring consistency, clarity, and
measurable impact across all alliances and sectors.

Results Snapshot:

● Over £100K in partner funding discovered and leveraged
● 6 months of funded delivery secured through alliance alignment
● Re-engagement of Microsoft and AWS alliances with clear joint value
● Foundations established for an annual company-wide campaign spanning all service
lines, partnerships, and sectors
● Groundwork laid for an industry-first immersive experience campaign set to launch in
early 2026
● Shift from tactical to strategic marketing, embedding clarity, consistency, and
measurable growth impact