The Problem: High Volume, Low Yield

A Microsoft Dynamics 365 Partner had spent 18 months generating over 1,200 MQLs through webinars, whitepapers, and in-house outbound. But despite the volume, the results were disappointing:

• Fewer than 20 meetings booked
• No clear buyer signals or verified contact roles
• Reps left to do their own research, killing productivity

They were sitting on a sea of top-of-funnel data, but none of it was turning into real conversations.
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The Pivot: Investing Microsoft Co-op Funds in Contact Activation

Instead of continuing with the same motion, the partner redirected $19,000 in Microsoft Co-op Funds into a LeadGenius Contact Activation campaign—a performance-based lead generation program designed to turn content and account lists into actual conversations.

Campaign Objectives:

• Activate dormant accounts from CloudAscent MALs
• Identify real Dynamics 365 decision-makers by title and function
• Use the partner’s existing content as bait (guides, case studies, white papers)
• Validate interest with live outbound calling, custom questions on forms fills, etc.

The Results

Within 30 days, LeadGenius delivered:

• 95 fully qualified Leads (MLs, MILs, MQILs, SLs)
• Each SL verified through:
  • A content download
  • 3 custom qualification questions
  • Live-call confirmation with a decision-maker or budget holder
• Leads included verified titles, firmographics, and solution interest
• 11 Opportunities worth $640,000 in pipeline created within 60 days of launch

Most importantly, every dollar of the $19,000 investment was eligible for reimbursement via Microsoft’s co-op claims process.
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Why This Worked (And Why ZoomInfo Didn’t)

Most data vendors provide stale contact info or generic enrichment. That wasn’t enough.

LeadGenius delivered:

• Verified contacts, not just accounts — including titles like Director of Business Applications, Head of IT, and Practice Leaders
• Multi-layer qualification — combining firmographic filters, tech installs, and live interest signals
• Rapid lead activation — with daily lead delivery and full CRM integration

How Microsoft Co-op Made This Free

This campaign was:

• Built on Microsoft’s approved CloudAscent MALs
• Executed with approved co-op claim documentation
• Fully reimbursed within the partner's existing co-op allocation

The result? A pipeline-generating campaign with zero net cost to the partner.