Pitch Perfect
Where vision meets execution
- Challenge
Microsoft Surface has built a reputation for device innovation—from flexible 2-in-1s to high-performance laptops and desktops. With over 10 device types in market, the portfolio was powerful, but navigating it effectively required a more focused pitch approach.
With the fiscal year-end approaching, Microsoft set its sights on deepening partner sales enablement. The goal was clear: drive 5% quarter-over-quarter growth through key channel partners. A small number on paper, but a meaningful lift given the scale of Surface sales.
To meet that target, Microsoft looked to empower their channel sales teams with sharper messaging and pitch confidence.
- Approach
We built a program to strengthen the single most important tool in a sales rep’s arsenal: the pitch.
Surface Pitch Perfect was a first-of-its-kind challenge for partner sellers. Participants were invited to pitch Surface devices to a panel of Microsoft judges for cash prizes and bragging rights.
Sales reps received a fictitious customer brief, pre-read materials, and pitch guidance. They had three weeks to prepare a three-minute pitch that would demonstrate how Surface could meet diverse customer needs.
The incentive: a cash prize for the top performers and a spotlight on best-in-class sales strategy.
To drive awareness and participation, we made engagement easy. A streamlined registration page. Partner-ready email templates. Clear, clean creative. We also activated Microsoft’s Channel Ambassadors, who were rewarded for securing high participation from their internal teams.
By focusing on sales reps’ competitive instincts, we earned attention quickly. This wasn’t another resource drop. It was a shot to stand out.
- Outcome
Pitch Perfect worked. Sales reps got sharper. Their confidence grew. And most importantly, Surface sales surged.
The program tripled its revenue growth target, achieving a 15% quarter-over-quarter lift through key partners. Feedback from participants was equally strong: they felt better equipped to pitch Surface devices and energized by the format.
One seller called it “the best pitch contest I’ve ever participated in.”
Another said, “It improved my confidence in speaking about Surface as a whole.”
A smart idea, well executed. And a perfect pitch to close the fiscal year.