Case study: Microsoft's SMB focus

Tamtek, a Microsoft Gold Certified Partner, saw the potential to provide a solution to one of its customers in the finance industry. Like many of its counterparts, Kim Scott Financial Planning was heavily reliant on large volumes of paperwork for the every day running of the business, which presented an opportunity for Tamtek to streamline its operations.

“Kim Scott had progressed and we sat down and asked them what their pain points were. They pulled out a paper diary and we realised there were a lot of antiquated things being done,” said Janine Brown, managing director, Tamtek. “Then we came up with a plan for the company.”

A client of Tamtek for 10 years, Kim Scott was open to suggestions from the reseller who was considered a trusted technology advisor. According to Brown, the project was a great success, with the client saving $150,000 in the first year of implementing the solution.

“We were able to meet the needs of the client,” said Brown. “We look at what we’ve done and how much you’ve saved … we are then able to approach potential clients and tell then what this system can save you this month.”

Tamtek is aware that a little boasting can go a long way in the SMB space and doesn’t shy away from broadcasting the savings made by Kim Scott. Brown claimed this tactic will draw attention to the program as it provides a real financial example of what a company can achieve.

“It’s about getting the best bang for your buck,” she said.

The Microsoft Small Business Specialist program is in its third year of implementation, with 7000 partners internationally (450 in Australia). Analyst firm Gartner predicts that 2008 will see a rise in IT spending by SMBs, creating new opportunities for resellers in this market.

Inese Kingsmill, SMB Director, Microsoft Australia said: “We are growing our Small Business Specialist community and building value. There is huge opportunity in Australia for small businesses.” ...