India’s Only Structured 60–90–180 Day Channel Growth Framework for SMB Cloud Acceleration Powered by Pulp Strategy
To accelerate SMB cloud adoption and energize partner ecosystems across India, Microsoft partnered with Pulp Strategy to launch Season 3 of Cloud Champions 11, a channel-first transformation accelerator.
Not a marketing campaign. Not a training series.
A structured 60–90–180 Day Partner Growth Engine, built to scale pipeline, enable performance, and forge long-term channel loyalty. 3 Seasons, 4 awards, 3000+ partners engaged
The Growth Engine
Cloud Champions 11 was architected with a replicable, modular framework that combined structured learning, performance nudges, and recognition into one seamless journey:
- Partner Cohort Segmentation by SMB focus, maturity, and growth potential
- White-labeled Engagement Journeys with CRM-linked content, gamified scoring, and leadership shoutouts
- Automated Campaign Templates to run sales surges, digital activations, and event invitations
It wasn’t a program. It was a platform for channel momentum.
Three Core Layers of the Framework
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Strategy + Training
- Partner Maturity Mapping: Partners were segmented by growth readiness and GTM needs.
- Masterclass Series: Expert-led sessions across Azure workloads, licensing, sales techniques, and vertical opportunity planning.
- Leadership Enablement Tracks: For partner business owners and sales leaders, focused on conversion, upsell, and pipeline health.
- Gamified Leaderboards: Motivation infused through live leaderboards, badges, and campaign-based wins.
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Enablement Content + Tools
- Sales Playbooks: Ready-to-deploy content stacks, pitch decks, objection handling sheets, and industry GTM templates.
- Campaign Kits: Co-branded templates for events, emailers, WhatsApp nudges, and virtual roundtables.
- Microsite Portal Whitelabled: Partner microsite with centralized dashboards, learning calendars, and performance benchmarks.
- LinkedIn & Email Assets: For partner self-promotion, customer outreach, and storytelling.
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Execution & Monitoring
- Sales Surge Campaigns: Regional and cohort-led accelerators tied to trial-to-deal nudges and Azure sales growth.
- Recognition Engine: Monthly shoutouts, surprise pizza parties, LinkedIn badges, and leadership AMAs.
- Performance Dashboards: Attendance, activation, pipeline metrics, and leaderboard movement tracked in real-time.
- Events & Drop-ins: Hybrid activations, virtual engagement rooms, and partner-first brand experiences.
Templates Included
- Standard Partner Onboarding Workflow
- Monthly Sales Surge Blueprint
- Recognition & Rewards Tracker
- Partner Email & Social Content Templates
- Performance Monitoring Dashboard
Impact & Business Outcomes
- Nationwide Partner Activation: 100+ cities activated, including Tier 2/3
- High Retention Enablement: Zero dropouts across training cohorts
- Pipeline Surge: Significant month-on-month growth in cloud leads and customer conversions
- Elevated Sentiment: Partners called it a “God-sent” in a post-pandemic growth economy
- Internal Accolades: Recognized within Microsoft for scalable innovation and execution excellence
Conclusion: More Than a Campaign, A Channel Growth Engine
Cloud Champions 11 Season 3 proved that high-impact enablement is not about content—it’s about cadence, structure, and transformation by design.
Built by Pulp Strategy, this framework-driven approach redefined how Microsoft drove partner success.
Scalable. Repeatable. Measurable. Human-first.
