Case study: Microsoft's SMB focus

Features of the program include a welcome kit containing training, tools and connections to aid partners in selling and implementing Microsoft solutions. Members will also feature in the Microsoft Small Business Solution Finder, a website enabling customers to search technology partners that offer products, services and solutions based on Microsoft technologies.

“We provide training and support by assessing the business and technical requirements of partners and providing a toolkit to be used by our Small Business Specialists,” said Kingsmill. “We also help partners sell and market Microsoft solutions.”

In the case of Kim Scott Financial Planning, Tamtek was able to provide a tailor-made solution and specialised ongoing support. There were also lifestyle benefits for founder, Kim Scott.

“She has a family and we were able to help her achieve that work/life balance,” said Brown. “Kim also had clients moving out of the area and through the program she is still able to service them.”

Since the completion of the project, the reseller regularly checks in with Kim Scott, providing services such as remote access and assistance in the event of a technical problem.

“It’s about the proactive things … aside from the regular monthly service we like to touch base and see how things are going,” explained Brown. “We all like to know about how our cars are running, IT is the same, we like to know about our servers.”

To ensure the program remains relevant to partners, Kingsmill claimed that Microsoft obtains feedback on an ongoing basis. She describes the process as a ‘round table discussion’ where open dialogue is encouraged.

“We want to find out what customers want and provide our partners with the tools they need to better sell to the market,” she said ...