Microsoft pays software companies to move customers onto Azure. This company kept all of that funding internal, so nobody in the deal had a reason to finish the paperwork that unlocks it, and the money sat.
The problem
The funding only unlocks after the customer signs off and completes a short survey. This company kept every dollar internal, so the customer had no reason to sign and the deal team had no reason to chase it. The steps ran by hand, late, and inconsistently. At kickoff in March the pipeline stood at $2.46M against a $3M annual ceiling, with a Microsoft rule change tightening the program on July 1.
What Carve did
The customer, the deal team, and the client's central fund each take a share of every pre-sales fund. Completing consent and surveys stopped being an unpaid favor and started being worth money to everyone involved.
Every qualifying deal now has to be logged in Partner Center to be eligible for funding, so nothing slips through unclaimed.
A single intake form kicks off automated customer consent and survey requests, with reminder cadences that chase completion so the team doesn't have to.
Claim-level visibility showed exactly which claims needed attention. When the ratio drifted to 4:1, we cleaned up expired and inactive claims and brought it back inside 3:1.
The outcome
By June the program had reached its ceiling, $1M already paid and $2M approved and in flight, and Microsoft agreed to raise the cap by half again. Giving the customer a real reason to sign closed the gap that had stalled every claim, and the dashboard keeps the program inside Microsoft's rules. The engagement is ongoing.
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