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Case Studies



"Utilizing its extensive international expansion and channel development experience, AIM has developed outstanding content that is available for our program, and it enables ISVs to assess their international expansion readiness and guides them with insights and best practices. AIM also packaged a set of practical business development assistance services that can effectively accelerate ISVs’ success in new markets. AIM’s depth of knowledge and quality of content has been an asset to us throughout." Brett Shoemaker, Director, Worldwide ISV Go-To-Market Services, Microsoft Corporation

"Microsoft has engaged AIM (AEUSA International Marketing) to develop a structured, repeatable and scalable process which results in our ISVs more effectively, prospecting, recruiting, activating and growing their reseller channels. We chose AIM for this work because of its international experience, in-depth knowledge of the Microsoft Dynamics business and its partner-to-partner channel building expertise. The feedback from our participating ISVs has been excellent." Darlene Perfetto, Senior Director, US Dynamics ISV Business Development, Microsoft Corporation

We recognized that to build a new partner channel quickly and effectively, we needed specialized expertise that knew the Microsoft ecosystem and could deliver results based on proven experience. We engaged AIM to develop our partner program, identify potential partners and help us recruit an experienced partner manager. AIM used its proven methodologies to design a partner program tailored to our specific needs. AIM’s knowledge of Microsoft, its partners and how to position our solution has been invaluable and our new partners are giving us excellent feedback.  Nick Sprau, VP Marketing, Metafile

"Paul is well structured and has a clear lead in how to collect all the information needed. He has also a huge experience that allows him to give advice and guidance. He never contradicts but he brings other thoughts that let you to rethink your point. It was a pleasure for us to work with him and we received partner materials on a very high-quality level. We will now meet potential partners in the US and in Germany and use the Material from Paul." Pedro Braegger, Product Manager, Swisscom, Switzerland

“At Invensys, (now Schneider Electric) we have ambitious growth plans for our manufacturing and asset management solutions. To help us develop our go to market strategies and focus our investments, we turned to AIM International to develop a three-year global expansion business plan.
Consequently, AIM built a tailored end-to-end plan that included the specific market opportunity by country for each of both our solutions, pinpointing where our future growth will come from, developing the strategies and tactics to realize this growth and identifying partners with vertical market expertise to sell through internationally. AIM’s insights and experience were invaluable in achieving the results, providing us with an excellent plan that aligns our organizations and is immediately executable.” Kathleen Regan, Microsoft Alliance Director, 

“To-Increase is a global provider of business solutions for mid-market construction, manufacturing, distribution, retail and professional services companies. Over 1,000 clients depend on To-Increase solutions for their business-critical operations every day. 
We needed to build a structured, scalable partner program to enable us to ramp up our growth through partners. We chose AIM for this work on Microsoft’s recommendation and because of its demonstrated knowledge in partner channel building. 
As a result, we now have the processes and tools that enable us to focus and align our organization to drive better engagement with partners across the entire life-cycle. Partners are already seeing a new level of preparedness and professionalism from us. AIM did an outstanding job in combining our industry specific needs with its own experience to build a tailored program that we can immediately apply towards driving new revenues.” Luciano Cunha, CEO, To-Increase

"Hoover’s is the world’s largest provider of business insight on industries, companies and executives. We saw an opportunity to dramatically expand our market penetration by integrating access to our database with Microsoft Dynamics CRM and then recruiting Microsoft partners to sell our solution, Access Hoover’s, with every CRM system. 
We engaged AIM to develop our partner program to enable us to scale out our partner recruitment and activation at an accelerated rate with quality and professionalism. Applying its extensive channel building expertise and in-depth knowledge of Microsoft partners, AIM delivered outstanding results; providing us with the roadmap and tools to build a partner channel that has the industry knowledge, technical competency and motivation to grow our business." Heidi Tucker, Vice President, Business Development
"Following our success in the UK, we have decided to expand into the United States to address a much larger market opportunity. We turned to AIM to help us develop our strategy for market entry and growth through partners. Consequently, AIM helped us build the partner program, sales model, business terms and partner value propositions which we are now using to recruit new partners. 
Unlike many management consulting firms who offer advice but leave the work for the client to do, AIM not only provided us with US market insights and guidance but also impressed us by the structure, thoroughness and detail of the program and materials they developed - which we could immediately put to use to get faster results. AIM did an outstanding job." Michael Dolan, Managing Director, CareWorks