Intercity is a leading UK-based IT managed services provider, renowned for its commitment to innovation and delivering measurable commercial value to clients. In 2023, the business took a significant step in its growth journey by acquiring Centrality, another Microsoft partner. This strategic move aimed to expand Intercity’s capabilities and strengthen its position within the Microsoft partner ecosystem.
The acquisition of Centrality presented Intercity with both opportunity and complexity. Integrating a new business unit meant not only aligning teams and processes but also ensuring that the commercial and technical benefits of the Microsoft partnership were fully realised.
The business quickly identified several key challenges:
Recognising these challenges, Intercity engaged Noteworthy, a consultancy with deep expertise in Microsoft partnerships, even before the acquisition was finalised. Noteworthy’s initial role was to support due diligence by reviewing Centrality’s Partner Center and validating its status. However, the relationship quickly evolved into a strategic partnership that would underpin Intercity’s Microsoft journey.
Beyond our initial engagement, we have:
Conducted a comprehensive Partner Center review, ensuring all information was accurate and up to date, the relevant benefits were being utilised and that no money was being left on the table.
Supported with ongoing governance by establishing a framework of monthly scorecards to track submissions, designations, and potential risks, providing Intercity with a clear view of its standing and areas for improvement.
Implemented a set of OKRs to drive continuous improvement in key areas such as incentive claims, accreditations, and commercial outcomes.
Helped Intercity identify and claim all available Microsoft funding, including MCI pre-sales and post-sales funds, and optimised the use of Co-op and other incentive programmes.
Facilitated introductions to key contacts within Microsoft and other MSPs in the ecosystem, enabling Intercity to access additional support, arrange expert speakers, and validate technology decisions through peer networking.
The partnership between Intercity and Noteworthy has delivered the following:
Professionalisation and governance – as a result of our work, Intercity have a more structured, professional approach to managing its Microsoft partnership. The introduction of regular scorecards and OKRs has brought new rigour to commercial governance, ensuring that opportunities are identified and acted upon in a timely manner.
Optimised funding and incentives - Intercity has been able to identify and claim previously untapped Microsoft funding, driving up effectiveness in key areas such as Co-op and PAL registrations, which has not only improved financial outcomes but also enabled Intercity to deliver greater value to its customers.
A strong Microsoft relationship – Intercity has vastly improved access and visibility with key Microsoft stakeholders, allowing the business to maximise the commercial benefits of the partnership.
Broader industry collaboration - Intercity can now access valuable peer insights and references, supporting decisions on platforms and solutions and fostering a culture of collaboration and continuous improvement.
By partnering with Noteworthy, Intercity turned the complexity of Microsoft’s partner ecosystem into a source of competitive advantage. The result is a more professional, agile, and commercially successful business - one that is well positioned to continue its growth journey and deliver even greater value to its clients.