Converting Microsoft prospects is no mean feat. Convincing IT Managers that software is strategically sound with the potential risk of disruption to end-users is not a quick decision. Microsoft gave IBM the opportunity. And results show that. We generated 24 responses and with average conversion rates of 25%, we forecast 6 wins at £14.5K each - a total return of £87K – not to mention the lifetime value of the customer and potential cross-sell opportunities.