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Modernization for All: How Nimble is working with Microsoft to modernize the partner community

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Born and bred in the cloud

Nimble is a born in the cloud software-as-a-service (SaaS) provider. Their flagship product, a CRM sales and marketing platform, is a proven tool for transforming small to midsized customers, giving them the tools to succeed and thrive with a modernized social sales and marketing engine.

Nimble’s journey began as a part of the Google Apps ecosystem, but the company has since pivoted towards Office 365 to grow their reach. Nimble integrates tightly across Microsoft products, with leading cloud productivity solutions, and is ideally suited to customers who often find themselves hamstrung by traditional, manual sales and marketing processes.

Nimble’s decision to join the Microsoft partner community was motivated by factors beyond product integration. Nimble believes that reseller partners are uniquely positioned to benefit from the value Nimble provides and ultimately, to extend that value to their own customers. This approach enables Nimble to effectively grow while evangelizing their product.


The impact of WPC

When Dwight Foster, Vice President at Nimble, attended WPC 2016 (now Microsoft Inspire), he heard a call for modernization that resonated with Nimble’s product and approach.

“During one of the keynotes the speaker presented a slide highlighting the 4 pillars of modern sales and marketing. The message advocated for partners to modernize sales and marketing techniques and resonated with the value we provide. What we didn’t hear was a roadmap partners could follow to get there. We sent a mail during the keynote itself to let the speaker, Gavriella Schuster, know that we had the product to help partners make this a reality, and we were willing to provide that product to the entire Microsoft partner ecosystem at no charge (similar to Microsoft’s internal use rights or IUR).” – Dwight Foster, Vice President, Nimble

This offer stands for any Microsoft partner looking to modernize their sales and marketing systems using Nimble’s flagship product.
Michael Spoont, the CEO of IV4 - 2016 Microsoft SMB Cloud Partner of the Year for the Northeast – also attended WPC in 2016. Foster and Spoont made a connection at the event and, knowing that IV4 would be a perfect fit for Nimble’s offering, quickly got to work on a proof of concept.

Nimble is a simple, easy to use CRM/Social Sales and Marketing platform that eases the transition for customers looking to modernize their sales and marketing tools. The platform readily integrates with Office 365 and Nimble’s team provides comprehensive training and demonstrations to help customers best realize the value of the product.

For many small and midsized customers, their attitude towards modern marketing and sales techniques is aspirational – an ideal place they know they would like to be.

The issue lies in taking this aspiration and marrying it to a powerful product and a team with the ability to guide partners through the first steps. Nimble’s mission is to help the entire Microsoft partner ecosystem take this step towards modernization, giving small and mid-sized customers the tools to compete and scale their businesses beyond the capacity afforded by traditional marketing and sales techniques.

In addition, Nimble is a great first CRM step for Microsoft partners and customers to experience the power of CRM and provides an onramp for migration to Dynamics CRM as their needs and sophistication grows.


Social selling and campaigns

Small partners commonly aspire to incorporate some form of social selling to their sales and marketing approach. Foster has spoken to many of these customers and partners and understands that, in many cases, they simply need a better tool to do the job.

“One of the challenges we see for a lot of traditional resellers is they know they want to leverage social selling but they just don’t know how best to do it. Many companies hire social media managers whose only requirement is they are young and familiar with social media and they simply don’t get any return on their investment.” – Dwight Foster, Vice President, Nimble

Social Selling leans on the massive amount of data generated by customers’ social media properties. By leveraging this information, companies can target likely customers and use actionable insights derived from social data to develop targeted marketing campaigns that speak intelligently to customers’ needs.

Nimble’s platform is built with social selling in mind. Nimble automatically enriches contacts with details from public and private databases, including social profile information and company demographics. The social section of Nimble then allows for quick segmentation and searches based on social profile information. Targeted campaigns and group messages then enable quick and simple outreach.

After WPC 2016, Nimble engaged with IV4, a mid-sized Microsoft Gold Competency Partner, to demonstrate how they can enhance their Social Selling and Marketing capabilities. Working with IV4, Nimble ran a trial of their solution with Spoont and VP of Sales Tony Harris, loading IV4’s existing customers into Nimble. The two teams then developed a webinar, set a date, created the messaging and began a campaign using Nimble’s solution. The Webinar generated 50 RSVPs which resulted in 25 attendees and 3 sales.

One of the challenges we see for a lot of traditional resellers is they know they want to leverage social selling but they just don’t know how best to do it.

- Dwight Foster, Vice President, Nimble

Integrating social selling with Outlook and Office 365

Nimble’s platform is designed to work seamlessly with Office 365 and their add-in for Outlook is emblematic of this integrated approach. The add-in enriches contacts within Outlook with social data, automatically matching social and public details for people and companies. Insights on individual contacts include their company name, title, biography, location, work experience, education and social identities.

Nimble is offering the add-in to all Office 365/Outlook commercial users and it is available today. By integrating their social selling functionality tightly with the value already present in Office 365, Nimble succeeds in extending the value of Office 365 for their customers.

A repeatable approach to opening the door

Foster has been working with partners across the Microsoft partner ecosystem to empower resellers with a simple, modern CRM system – provided at no charge (similar to Microsoft’s IUR). This calculated risk is backstopped by Foster’s faith in the dramatic results his product can have on Microsoft partners’ sales and marketing results.

“We are offering Nimble to any Microsoft partner at no charge (similar to Microsoft’s IUR) and we will train their employees and get them up and running. We can do this because we are confident that once partners have used Nimble to modernize their sales and marketing, they will want to do the same for their customers.”
– Dwight Foster, Vice President, Nimble

Ultimately, Nimble’s approach to working with Microsoft partners is founded in an idea that a rising tide will lift all boats. Nimble’s play – to provide their product up front, knowing that the value partners see will translate to their own customers – is a testament both to their faith in the product and their commitment to partnership.

“At the end of the day, all of our partners and all of their customers need to grow their businesses to succeed. As people become more connected and the quantity of information grows, users and resellers alike want a single solution to run their business. We have the solution, and we want to be the partner to make good on the promise of sales and marketing modernization for the entire partner community.” – Dwight Foster, Vice President, Nimble

As people become more connected and the quantity of information grows, users and resellers alike want a single solution to run their business. We have the solution, and we want to be the partner to make good on the promise of sales and marketing modernization for the entire partner community.

- Dwight Foster, Vice President, Nimble

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