Case study: Microsoft's SMB focus

Microsoft has found the main concern among resellers is the local skills shortage. Kingsmill explained that partners are not having difficulty acquiring customers, rather attracting and recruiting skilled IT workers. The vendor has therefore undertaken several initiatives in an attempt to improve the situation.

“Microsoft is working with universities to elevate the profile of IT. It’s an issue we’re treating very seriously and we’re working with the channel to address it,” said Kingsmill.

While there is a general consensus that having the Microsoft branding is advantageous, Tamtek is also confident that its own reputation as a solution provider - specifically with regional customers - is the reason for its continued growth in the SMB space.

“The preliminary interview with clients, understanding business functioning as a whole to offer the best solution we possibly can is something we’ve been doing for some time, Microsoft has simply refined it,” said Brown. “The combination of the product from Microsoft and the people we have to implement it has made it a successful solution.”

She adds that the offering from Microsoft has opened doors for many small businesses. “Microsoft provides good tools for SMBs. They can do things that the big boys can do, Microsoft has brought it down to the SMB and we’re really excited.”