Step 1

▶️ Tally Prime - Accounting Software

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Reasoning

• It’s an industry I work in, so it's more relatable for me.
• Wide Market Appeal: Tally Prime is designed to cater to a broad spectrum of businesses, from small and medium enterprises (SMEs) to larger corporations. This diverse market appeal makes it an attractive product for potential partners who seek to offer value-added services to a wide customer base.
• Established Brand Reputation: Tally Solutions, the company behind Tally Prime, has a strong brand reputation in the field of business management software. This reputation can lend credibility and trust to potential partners, making the prospect of a partnership more appealing.
• Strong User Community: Tally has a strong user community, which can be a valuable resource for partners in terms of insights, feedback, and collaborative opportunities. Engaging with this community can lead to improved product offerings and customer satisfaction.
• By partnering with other products or services, they can address specific concerns about reporting needs of their users.

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Step 2

🖋️ Map the user journey for your product on whimsical. Identify gaps in service, possible customer pain points, customer requests for a particular feature.

Based on your analysis, explain if the partnership can close gaps in service, solve for customer pain-point. Can you build the requested feature yourself? If no, can partnership solve for this?

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The current reporting facilities in the tally are basic, to say the least. They leave a lot to be desired. Customers are asking for it. We ourselves need it and know a lot of customers that do.

In the above flow, there are two touchpoints

• IT Vendor
• • The IT vendor is typically the person that provides them with tally as well a ms office license.
  • So a partnership with Microsoft/Google can allow the company to have better license sales for themselves and their partner company as well.
• CA
• • CAs are often required to provide MIS reporting to the management/Finance function head
  • CAs rely heavily on Spreadsheet tools and reporting products already.
  • An integration between a company offering reporting tools and Tally, can unlock an opportunity for better dashboarding and more dynamic reporting in tally

Step 3

🔬 Conduct a litmus test to check whether your product is ready for partnership.

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▶️ Final Litums Test Result: Yes

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Apply the Partnerships Framework​

Go to each page to step-by-step formulate your partnership strategy

Step 4 - Identifying the right partner

👉🏼 State the following for your product:

1. Who is your ICP?
2. What are your brand values?
3. What is your current market? (Types of companies, industry sectors, geographical reach)
4. Create a list of possible partners and perform a partner fitment test.
5. What does your partner gain from this partnership? </aside>

👉🏼 Explain your ICP here:

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ICP 1: Small and Medium-sized Enterprises (SMEs)

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ICP 2: Growing Startups

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👉🏼 Mention your brand values here:

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• Simplicity - This is one of the core values of tally. The strive to keep their software simple and easy to use. Even for non-accounting background audience
• Passion for SMB software- They have a passion for delivering reliable software for SMBs. They have been in this for 3 decades.

👉🏼 Explain your current market here:

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Tally Solutions current market consists of two type of ICPs mentioned earler.

They are primarily SMEs or startups. They are focused on having the right accounting and right reporting.

The current marketing challenges are:

1. Competition: Lot of indie developers are providing niche industry specific products that keep chipping away from Tally’s customer base.
2. Tech landscape changes: Ai and cloud computing has rapidly changed the tech landscape while Tally still relies on legacy technology. Customers are increasingly expecting a better product
3. Regulatory Changes: The turn around time for updates and ease of updating the software is required since a lot of regulatory changes need to be sent as updates across all users to ensure the software usable at least as far as compliance related features are concerned

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👉🏼 Share your list of possible partners here:

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Microsoft: Microsoft can provide an entire ecosystem where the Tally Prime software can run in containers and be converted into a streamed application. This will be a deviation from its current major offline only audience.

• Microsoft also has deeper integration with CoPilot
• • This has led to a series of changes across Microsoft product offerings
• Most Tally users are also Ms Office product users
• • This can allow for future license bundling offers for SMEs

Google:

• Google also provides the same ecosystem as Microsoft for running a containerized application.
• However, there is a constant struggle between users of Finance choosing to use Microsoft Excel and PowerBi over Google sheets and looker. Thus the preference tends to shift towards Microsoft more.

💡Perform a partner fitment test using the template below

Scoring Method Yes - 1; Maybe - 0.5; No - 0

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Microsoft - a better partner

Enhanced Data Analytics and Reporting

• Integration with Power BI: Tally Prime users could leverage Microsoft's Power BI for advanced data analytics and visualization. This integration would enable more robust, detailed, and customizable reporting capabilities.
• Real-Time Insights: The partnership could provide Tally Prime users with real-time business insights, enhancing decision-making processes.

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Improved User Experience

• AI-Driven Features: Integrating Microsoft Copilot into Tally Prime could enhance user experience through features like predictive analytics, automated data entry, and intelligent suggestions.
• User-Friendly Interface: Microsoft's expertise in user interface design could be leveraged to make Tally Prime more intuitive and easier to use, particularly for users who are already familiar with Microsoft products.

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Increased Market Reach and Brand Strength

• Access to Microsoft's Customer Base: The partnership could open doors to Microsoft's vast global customer base, significantly increasing Tally Prime's market exposure.
• Co-Branding Opportunities: Associating with a global tech leader like Microsoft would enhance Tally Prime's brand credibility and prestige.

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Technological Advancement​

• Leveraging Microsoft's Tech Infrastructure: Tally Prime could benefit from Microsoft's advanced cloud infrastructure, security protocols, and technology stack.
• Innovation Opportunities: Collaborating with Microsoft could lead to innovative product enhancements, leveraging the latest in AI, cloud computing, and data analytics.

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Expanded Product Offering

• Bundled Solutions: Offering Tally Prime as a bundled solution with Microsoft products (like Office 365, Power BI, and Azure services) could provide a more comprehensive toolset to customers.
• Customization and Flexibility: The partnership could lead to more customizable solutions for diverse business needs, given Microsoft's extensive software ecosystem.

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Enhanced Scalability and Cloud Integration

• Cloud-Based Solutions: Integrating Tally Prime with Microsoft’s cloud platforms could facilitate the transition of Tally’s services to the cloud, offering scalability and remote access.
• Improved Data Management: Utilizing Microsoft's cloud storage and data management capabilities could enhance Tally Prime’s data handling efficiency and security.

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Access to Global Markets

• Global Reach: Microsoft's global presence could help Tally Prime enter new international markets more effectively.
• Localized Solutions: Leveraging Microsoft's worldwide infrastructure could aid in creating localized versions of Tally Prime for different markets.

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​Customer Confidence and Trust

• Trusted Technology Partnership: Collaboration with a renowned technology leader like Microsoft can increase customer confidence in Tally Prime’s capabilities and reliability.
• Enhanced Support and Training: Microsoft’s extensive support network and training resources could improve the overall customer support experience for Tally Prime users.

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Step 5 - Outreach strategy

📝 Create a list of possible PoCs

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👉🏼 Mention your PoC list here

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Product Manager at PowerBi

Business Development Managers

Channel Partnership Managers

Use the decision framework to finalise your first outreach PoC

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Scoring Method Yes - 1; Maybe - 0.5; No - 0

Draft your first outreach message to the PoC. Mention clear subject, your introduction, the ‘why’, goal alignment, and clear CTA.

Write your outreach message here​

Product Manager at PowerBi

Dear [Product Manager's Name],

I hope this email finds you well. My name is [Your Name], and I am [Your Position] at Tally Solutions. I am reaching out to discuss a potential collaboration between our Tally Prime software and Microsoft's Power BI.

At Tally Solutions, we are constantly seeking ways to enhance our offerings and provide more value to our users. Tally Prime, our flagship product, is widely recognized for its robust accounting and business management features. We believe that integrating Tally Prime with Power BI could bring significant advancements in data analytics and reporting capabilities for our mutual customers.

Such an integration would not only enhance the user experience by providing more dynamic and insightful data visualization but also streamline business processes through more efficient data management. We envision a seamless integration where Tally Prime's comprehensive data can be effectively leveraged through Power BI's advanced analytics tools.

We are eager to explore how we can collaborate to make this integration a reality. Our team is ready to provide any necessary resources and work closely with Microsoft's experts to ensure a successful and mutually beneficial partnership.

Could we schedule a meeting to discuss this opportunity further? I am available for a call or a virtual meeting at your earliest convenience. Please let me know a time that works best for you, and I will make the necessary arrangements.

Thank you for considering this opportunity. I look forward to the possibility of working together and bringing our products to the next level of customer satisfaction and innovation.

Best regards,

[Your Name]

[Your Position] Tally Solutions [Your Contact Information] [Your LinkedIn Profile (optional)]

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Business Development Managers

Dear [Business Development Manager's Name],

I hope this message finds you well. My name is [Your Name], and I am the [Your Position] at Tally Solutions. I am reaching out to discuss a potential strategic partnership between our two esteemed organizations, focusing on leveraging Microsoft's technologies to enhance the capabilities of our Tally Prime software.

Tally Solutions has been a leader in the business management and accounting software industry, particularly known for Tally Prime, which is widely used by SMEs and large enterprises alike. We believe that a partnership with Microsoft could open new avenues for innovation and growth for both our companies.

Our primary interest lies in exploring how Tally Prime could integrate with Microsoft's suite of products, particularly with a focus on Power BI for advanced analytics and Azure for cloud-based solutions. We are confident that such integration could significantly enhance the value we offer to our customers, providing them with more powerful, scalable, and efficient business solutions.

We are keen to discuss how we can align our efforts, combine our strengths, and create a mutually beneficial partnership. I would greatly appreciate the opportunity to have a more detailed conversation with you about this. Could we schedule a meeting to explore this possibility further? Please let me know a date and time that suits your schedule, and I will make the necessary arrangements.

Thank you very much for considering this proposal. I am excited about the potential of what our companies can achieve together and look forward to the opportunity to collaborate.

Warm regards,

[Your Name] [Your Position]

Tally Solutions

[Your Contact Information]

[Your LinkedIn Profile (optional)]

Channel Partnership Managers

Dear [Channel Partnership Manager's Name],

I hope this email finds you well. My name is [Your Name], and I am the [Your Position] at [Your Company Name]. I am writing to you to explore potential channel partnership opportunities between our two organizations.

At [Your Company Name], we specialize in [briefly describe your company’s products/services and market]. We have identified Microsoft as a key player in our industry, and we believe that a strategic channel partnership could be mutually beneficial, leveraging our unique strengths to enhance both our offerings and market reach.

We are particularly interested in [specifically mention any Microsoft products or services you are interested in, e.g., Azure, Office 365, Dynamics 365, etc.]. We see significant potential in integrating these solutions with our [products/services], thereby providing enhanced value to our collective customer base.

Our goal through this partnership is to [mention your goals – e.g., expand market reach, enhance product offerings, improve customer satisfaction, etc.]. We are confident that our combined efforts could lead to increased business opportunities, stronger market presence, and a competitive edge in our respective fields.

I would greatly appreciate the opportunity to discuss this further with you. Could we arrange a meeting or a call at your earliest convenience to explore how we can collaborate effectively? Please let me know a time and date that works best for you, and I will make sure to accommodate your schedule.

Thank you for considering this potential partnership. I am looking forward to the possibility of working together to achieve our shared business goals.

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Warm regards,

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[Your Name]

[Your Position]

[Your Company Name]

[Your Contact Information]

[Your LinkedIn Profile (optional)]

🚨 Uh oh! Imagine haven’t received a response for any of your outreaches. Your filled out their partner form, tried contacting them on LinkedIn, found a POC from the company but to no avail.

Use the FES job matrix to identify potential follow ups approaches for different POCs.

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What would your strategy be to get your foot in the door to reach a meeting?

Outline the channel you’ll reach out on, the message you’ll send, and any follow-ups you might want to do. Build a comprehensive strategy from A-Z on how you’ll reach out on email, socials, cold calls etc.

👉🏼 Submit your strategy here

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​Product Manager at Power BI

Frequency: Moderate. Follow up once every two weeks. Emphasis: Focus on technical integration and product enhancement details. Style: Direct and technical. Provide concise, data-driven points on how the integration benefits both products. Follow-Up Approach: Send an email summarizing potential technical synergies and customer benefits. Offer a brief demo or a technical white paper.

Business Development Manager at Microsoft

Frequency: Less frequent. Follow up once a month. Emphasis: Strategic benefits and long-term partnership value. Style: Formal and strategic. Highlight market opportunities and potential for revenue growth. Follow-Up Approach: A succinct email emphasizing strategic alignment and potential market expansion, including a request for a brief meeting to discuss partnership possibilities.

Channel Partnership Managers

Frequency: Regular. Follow up every two weeks. Emphasis: Channel growth opportunities and mutual customer benefits. Style: Balanced between formal and informal. Use a mix of data and narrative to paint a picture of mutual growth. Follow-Up Approach: Reach out with an update on market trends or a recent success story relevant to the partnership, reiterating how collaboration could be beneficial.

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Step 6 - First Call Design

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Before the call

Research your partner’s current goals (what do they talk about on their website, social handles, content blogs, recent events, other resources)

👉🏼 Write partner’s current goals:

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1. Cloud and AI Focus: Microsoft has been emphasizing its commitment to expanding cloud services and AI capabilities. This is evident from their recent product launches and updates, focusing on Azure and AI-driven tools.
2. Empowering Digital Transformation: Microsoft often discusses helping businesses in their digital transformation journeys, showcasing a goal to be an integral part of this global shift towards more digitized operations.
3. Expanding Partner Ecosystem: Recent communications suggest a focus on expanding their partner ecosystem, aiming to collaborate with a diverse range of companies to offer comprehensive solutions to customers.
4. Sustainability Initiatives: Microsoft has been vocal about its sustainability goals, aiming to reduce its carbon footprint and encouraging eco-friendly practices within its operations and through its partnerships.
5. Enhancing User Experience and Accessibility: Through their product updates and blog posts, it’s clear that improving user experience and making technology more accessible to a wider audience is a key goal.
6. Innovation in Business Intelligence and Analytics: With advancements in Power BI and related tools, Microsoft is focusing on providing superior business intelligence and analytics solutions.
7. Growing Small and Medium Business (SMB) Segment: Microsoft’s recent marketing efforts and partnerships indicate a strategic focus on the SMB segment, offering tailored solutions to meet the unique needs of these businesses.

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Do these goals align with your current goals?

👉🏼 Justify your reasoning here

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1. Cloud and AI Focus: Tally Solutions, with its software like Tally Prime, is likely focusing on integrating more cloud-based solutions and AI capabilities to stay competitive and meet the evolving needs of its users. This aligns well with Microsoft's emphasis on cloud services and AI, offering a platform for collaboration in these areas.
2. Empowering Digital Transformation: Tally Solutions aims to help businesses, especially SMEs, in their digital transformation journey by providing efficient and scalable accounting and business management software. This goal is complementary to Microsoft’s objective of aiding businesses in digitalization.
3. Expanding Partner Ecosystem: Tally's interest in partnering with Microsoft indicates a desire to expand its own partner ecosystem. This dovetails with Microsoft's goal of broadening its network of partners, suggesting a mutual benefit in co-creating integrated solutions.
4. Sustainability Initiatives: While this may not be a primary product-focused goal for Tally Solutions, aligning with a global leader like Microsoft that prioritizes sustainability could enhance Tally’s corporate responsibility profile and appeal to environmentally conscious stakeholders.
5. Enhancing User Experience and Accessibility: Tally Solutions' continuous innovation in making its software more user-friendly and accessible aligns with Microsoft’s focus on improving user experience and accessibility. This common goal can drive synergies in product development.
6. Innovation in Business Intelligence and Analytics: Tally Solutions' integration with Microsoft's Power BI directly aligns with this goal. It allows Tally to offer enhanced business intelligence and analytics capabilities to its users, a clear shared objective.
7. Growing Small and Medium Business (SMB) Segment: Both Tally Solutions and Microsoft are focusing on the SMB segment. Tally’s software is predominantly used by SMEs, and this partnership could provide these businesses with more comprehensive solutions, addressing a shared target market effectively.

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Why should the partner consider you? Perform a competitive analysis + identify mutual customer pain point to find your edge against the competition

Competitive Analysis Template

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Create a value prop for your partner

👉🏼 Submit your value prop design here

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📞 During the call

Create a conversation design for your first call with your partner PoC. Set expectations, discuss how your joint solution benefits mutual customers, build trust, outline deliverables

Optional: Take a feeler on possible GTM opportunities you could explore

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👉🏼 Submit your conversation design here:

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After the call Create a summary that you’ll send to your partner PoC

Submit your summary here:

Dear [Partner PoC's Name],

Thank you for the insightful conversation today. I am writing to summarize the key points of our discussion and outline the proposed next steps for our potential partnership between Tally Solutions and Microsoft.

Discussion Summary:

1. Microsoft's Priorities and Vision: We appreciated learning about Microsoft's current goals, particularly in cloud services, AI, and expanding the partner ecosystem. Your insights were invaluable in understanding how we can align our efforts for mutual benefit.
2. Tally Solutions' Value Proposition: I presented an overview of Tally Prime, emphasizing our strengths in the SME segment, our focus on user-friendly, customizable, and scalable solutions.
3. Joint Solution Benefits: We discussed the potential integration of Tally Prime with Microsoft’s products like Power BI, aiming to provide enhanced data analytics capabilities to our mutual customers, particularly in the SME sector.
4. Addressing Customer Pain Points: We agreed on the importance of addressing mutual customer challenges, especially in simplifying complex data analytics and providing scalable solutions for growing businesses.
5. Building Trust and Initial Deliverables: I reiterated Tally Solutions’ commitment to quality and customer satisfaction. We proposed starting with a pilot project or a joint case study as initial deliverables, with a tentative timeline discussed.

Proposed Next Steps:

1. Follow-Up Meeting: Arrange a follow-up meeting involving broader teams from both Tally and Microsoft to delve deeper into technical and strategic aspects of the partnership.
2. Preliminary Project Plan: Begin drafting a preliminary plan for the proposed pilot project, which we will review and refine together in our next meeting.
3. Further Research and Information Sharing: Both teams to conduct further research and share additional information as needed to facilitate a more detailed discussion in the next meeting.

I look forward to continuing our conversation and exploring how we can collaborate effectively. Please feel free to reach out if you have any questions or need further clarifications.

Thank you once again for your time and the opportunity to discuss this exciting potential partnership.

Best regards,

[Your Name]

[Your Position]

Tally Solutions

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Step 7 - Company buy-in and alignment

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👉🏼 Stakeholder concerns:

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Stakeholder Concern from Tally's Perspective:

One potential concern from Tally's stakeholders regarding the partnership with Microsoft could be the apprehension about maintaining the uniqueness and core value proposition of Tally Prime in the face of integration with larger platforms like Power BI. Stakeholders may worry that the product's distinct identity and appeal, especially to its loyal user base, could be diluted or overshadowed by Microsoft's dominant market presence.

Addressing this concern

1. Emphasizing Complementary Integration: Clearly communicate to stakeholders that the integration with Microsoft’s products, such as Power BI, is designed to complement and enhance Tally Prime's features, not overshadow them. The goal is to leverage Microsoft's advanced analytics and cloud capabilities to enrich Tally Prime’s functionalities, thereby offering an improved experience to the users without losing the essence of what makes Tally Prime unique.
2. Maintaining Brand Identity: Ensure that while integrating, Tally Prime maintains its brand identity. This can be achieved by keeping the user interface and user experience of Tally Prime consistent, even as new features from Microsoft are integrated.
3. Focused Communication Strategy: Develop a communication strategy that highlights how the partnership brings additional value to Tally Prime users. Showcase specific use cases where the integration with Microsoft’s technology solves existing challenges or unlocks new capabilities for Tally Prime users.
4. Stakeholder Involvement: Involve key stakeholders in the integration process. Regular updates and feedback sessions can help them see the progress and understand how the integration aligns with Tally’s strategic goals.

👉🏼 Product team concerns:

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​Product Team Concern from Tally's Perspective:

A major concern for the Tally product team regarding the partnership with Microsoft could be the potential complexity and resource allocation required for integrating Tally Prime with Microsoft’s Power BI and other technologies. The team might worry about the challenges in aligning Tally Prime’s existing architecture with Microsoft’s platforms, the need for additional technical expertise, and the possibility of extended development timelines impacting their current roadmap.

Addressing the Concern:

1. Resource Allocation and Planning: Establish a dedicated team within Tally for the partnership project, ensuring that regular product development remains unaffected. This team could consist of members with expertise in both Tally Prime and Microsoft technologies or could be supplemented with external experts if necessary.
2. Clear Integration Roadmap: Develop a detailed integration roadmap, outlining the phases of the project, milestones, and expected outcomes. This roadmap should align with Tally’s overall product strategy to ensure that integration efforts are complementary and not disruptive.
3. Regular Training and Knowledge Sharing: Arrange for regular training sessions for the product team to familiarize them with Microsoft technologies. Encourage knowledge sharing between Microsoft and Tally experts to enhance the team’s technical capabilities and confidence in handling the integration.
4. Incremental Integration Approach: Adopt an incremental approach to integration. Start with simpler, less resource-intensive integrations and gradually move towards more complex functionalities. This phased approach can help manage the workload and allow for troubleshooting and optimization at each step.

Marketing team concerns:

Marketing Team Concern from Tally's Perspective:

A concern for Tally’s marketing team in the partnership with Microsoft might be ensuring that the messaging and branding of Tally Prime remain distinct and not overshadowed by Microsoft’s larger brand presence. The team could also be worried about effectively targeting and communicating the benefits of this partnership to both current and potential customers, balancing the existing value propositions of Tally Prime with the new features brought by the integration.

Addressing the Concern:

1. Distinct Brand Messaging: Develop a marketing strategy that clearly highlights Tally Prime's unique value proposition alongside the added benefits of the Microsoft partnership. Ensure that Tally's brand identity and messaging remain distinct and prominent in all co-branded materials.
2. Targeted Communication for Different Segments: Segment Tally’s customer base and identify how different groups will benefit from the partnership. Tailor marketing communications to address the specific needs and interests of each segment, ensuring relevance and effectiveness.
3. Co-Marketing with Microsoft: Leverage Microsoft’s marketing channels and resources to increase reach. Collaborate on creating co-branded marketing materials, case studies, and success stories that showcase the synergies and benefits of the integration.
4. Utilize Data for Insight-Driven Marketing: Take advantage of the data analytics capabilities of Power BI integration to gain deeper insights into customer behavior and preferences. Use these insights to refine marketing strategies and create more targeted campaigns.

​5. Engagement Through Educational Content: Produce educational content, such as webinars, tutorials, and blog posts, that explain the benefits and functionalities of the integrated products. This helps in building customer awareness and engagement.

6.Celebrating Customer Success Stories: Share stories of customers who have benefited from the integrated solutions, highlighting practical applications and real-world benefits. This approach can be very effective in illustrating the value of the partnership to potential customers.

📝 Create your stakeholder pitch. Make a small ppt (max 8 slides) to get your stakeholders and teams onboard. It must include the following:

• Partnership objective
• Value prop
• Impact on your org’s north-star metric
• Customer needs and user base analysis
• Competitive analysis
• Effort required from various teams
• What does success look like? </aside>

👉🏼 Upload your ppt here:

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Step 8 - Building Trust

💡 Solving for trust and engagement with the partner

1. Create a strategy for building trust with your partner at each step of the partnership
2. Create a strategy to improve transparency between you and your partner
3. Create a strategy to increase engagement with your partner </aside>

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👉🏼 Strategy for trust building

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👉🏼 Strategy for improving transparency

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👉🏼 Strategy for increasing engagement

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Step 9 - Plan and Launch GTM

💡 Before creating your GTM strategy, answer these questions:

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👉🏼 What is the problem you are solving for?

• The primary problem being addressed is the need for enhanced data analytics and reporting capabilities in accounting and business management software. Many small and medium-sized enterprises (SMEs) using Tally Prime require more advanced, intuitive, and real-time data analysis tools to make informed business decisions. The integration with Microsoft's Power BI aims to provide these capabilities, bridging the gap between complex data management needs and accessible, user-friendly analytics.

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👉🏼 Is there demand for your offering?

• Yes, there is a demand for this offering. The current market trend shows a growing need among businesses, especially SMEs, for comprehensive solutions that not only handle their accounting and financial transactions but also offer in-depth data analytics and insights. The integration with Power BI caters to this need by enhancing Tally Prime’s functionality, making it a more appealing solution for businesses looking to leverage data for strategic decision-making.

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👉🏼Who’s your brand offering for?

• The brand offering is primarily targeted at SMEs and growing startups that use Tally Prime for their accounting and business management needs. These businesses are looking for affordable, efficient, and scalable solutions to manage their financial data and gain insights for better business planning and execution. The integration with Microsoft's tools also makes the offering appealing to larger enterprises seeking a comprehensive solution with advanced analytics capabilities.

👉🏼 Where does your ICP spend most of their time?

ICP 1: Small and Medium-sized Enterprises (SMEs)

• Physical Business Environments: Owners and managers of SMEs spend a significant portion of their time managing day-to-day operations within their business premises, which could range from retail stores to small manufacturing units or service centers.
• Digital Platforms for Business Operations: They frequently use digital platforms for various business operations, including accounting, inventory management, and customer relationship management.
• Online Business Forums and Communities: These individuals often participate in online forums, social media groups, or communities related to small business management, seeking advice, sharing experiences, and networking.
• Industry-Specific Trade Shows and Events: SME owners and managers regularly attend trade shows, seminars, and networking events specific to their industry to stay updated with market trends and establish business connections.
• Professional Development Platforms: They may also spend time on professional development platforms, such as LinkedIn Learning or industry-specific webinars, to gain insights into business growth and management strategies.

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ICP 2: Growing Startups

• Co-Working Spaces and Startup Hubs: Startup owners and employees often work in dynamic environments like co-working spaces or startup hubs that foster collaboration and networking.
• Tech and Business News Platforms: They are likely to keep themselves updated with the latest in technology and business through news platforms, podcasts, and blogs that focus on startup growth, technology trends, and innovation.
• Online Networking Events and Webinars: Given their inclination towards technology and innovation, they frequently engage in online networking events, webinars, and virtual conferences focusing on tech advancements, venture funding, and entrepreneurship.
• Social Media and Tech Forums: They are active on social media platforms, particularly those like LinkedIn, Twitter, and tech-specific forums, where they share insights, follow industry leaders, and engage with content relevant to startups and technology.
• Software and Tech Product Review Sites: Considering their reliance on technology solutions, they often visit software review sites, tech blogs, and forums to explore and evaluate new tools and technologies that can aid in their business growth.

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💡 Create a value matrix for your mutual customers.

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​If the co-marketing is on the partner’s real estate, please mention the approach you'll take

👉🏼 Write your approach here

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Step 10: Channel Partners

• Agency vs Affiliate Partners<aside> 📝 Choose either or both, and give justification based on your product & problem statement</aside>Agency Partners:Affiliate Partners:Choosing Both:
• • Role: Agencies typically have specialized expertise and offer a range of services like marketing, sales support, or technical integration. They can be instrumental in effectively positioning and promoting the integrated Tally Prime and Microsoft product suite.
  • Justification: Given the technical nature of the integration and the need for specialized marketing and sales strategies, agency partners can provide the necessary expertise and resources. They can assist in reaching the right audience, especially in markets where Tally Solutions might not have a strong presence.
• • Role: Affiliates promote products to their audience in exchange for a commission on sales. They are valuable for increasing reach and generating leads, especially through digital channels.
  • Justification: Affiliate partners can be effective in targeting SMEs and startups, which are key segments for Tally Solutions. By leveraging affiliates who have a strong presence or influence in these segments, Tally can increase its visibility and market penetration.
• • Given the scope of the product and its target market, a combination of both agency and affiliate partners would be beneficial. Agency partners can handle specialized tasks such as market entry strategies, localization of marketing content, and technical support for integration. Meanwhile, affiliate partners can expand the reach of the product through their networks, driving awareness and lead generation among SMEs and startups.
  • This dual approach ensures that while the product is being technically and strategically positioned in the market by expert agencies, it is also gaining widespread visibility and traction through affiliates.
• Onboarding Plan
• 📝 Build a plan that enables you to Educate, Empower & Activate Channel Partners
• Partner Directory
• 📝 Think of innovative ways in which you can showcase your partners and gamify the process of earning incentives.

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