Small Business Partner Turns Product Knowledge into Product Sales

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1 Microsoft Customer Solution Customer Solution Case Study Small Business Partner Turns Product Knowledge into Product Sales Overview Country: Denmark Industry: IT Solutions Provider Customer Profile Based in Otterup, Denmark, Nanok Consulting is an IT solutions provider that serves a wide variety of small business customers in Denmark and Greenland. Business Situation Nanok Consulting wanted to increase its knowledge of small business solutions to boost sales, and felt that it would be most effective to establish a closer connection with Microsoft Denmark. Solution To gain increased technical knowledge and sales training, Nanok Consulting joined the Microsoft Small Business Specialist Community. Benefits Closer connection to technical and sales expertise Expanded product knowledge Increased revenues Strengthened competitive advantage After we became more aware of the OSL agreements through the Small Business Specialist program, our sales of Microsoft products increased by 153 percent compared with last year. Thorbjørn Stegelmann, general manager Founded in 2002, Nanok Consulting is an IT solutions provider that serves a wide variety of small business customers with between 2 and 100 desktops located in Denmark and Greenland. A Registered Microsoft Partner with five staff members, the company s primary expertise is servicing and maintaining Microsoft Windows platforms. Nanok Consulting knew that it was limiting its sales by only selling products with which it was familiar. To deepen its knowledge of Microsoft products and better understand the Microsoft license policy, Nanok Consulting joined the Microsoft Small Business Specialist Community. As a result of increased technical knowledge and marketing expertise available through its new relationship with Microsoft Denmark, Nanok Consulting has expanded its solution portfolio, increased its sales of Microsoft products, and strengthened its competitive advantage.

2 "We received all the support we could ask for in terms of both technical training and marketing material." Situation Nanok Consulting sees knowledge as the key to growth, both for itself and for its customers. Founded in 2002, Nanok Consulting is an IT solutions provider that serves small business customers in Denmark and Greenland. A Registered Partner with five employees, several of whom are MCSE and MCSA certified, Nanok Consulting considers its primary expertise to be servicing and maintaining Microsoft Windows platforms. The company also analyzes and corrects customers failed IT solutions and provides qualified personnel to keep their technical operations up and running. The company s diverse customer base includes small businesses with 2 to 100 users in a wide variety of industries. Its mission is to help customers grow by leveraging the experience the staff gains from working on larger solutions. Our goal is too reuse knowledge so our customers can pay less, explains Thorbjørn Stegelmann, General Manager of Nanok Consulting. Nanok Consulting faced a number of challenges regarding its sales of Microsoft solutions. The staff members felt that they did not have a deep enough knowledge of Microsoft products and therefore were only selling products with which they were familiar namely Windows XP. They also believed that they did not understand the Microsoft license policy to a sufficient degree. Another issue was that many small business customers were using unlicensed software. Nanok looked to Microsoft for help in addressing these issues. We had major difficulties getting through to Microsoft, comments Stegelmann. We simply didn t know where to search for information from Microsoft that was directly relevant for us as a small business. Solution Microsoft Denmark invited Nanok Consulting to a meeting that introduced the Microsoft Small Business Specialist partner program, which is designed to provide selected partners with increased technical knowledge and sales and marketing training. This helps the partners to better serve small business customers. We felt that this program was needed because it gives us a much better chance to address the challenges of serving small business customers, says Stegelmann. Nanok Consulting decided to join the Small Business Specialist Community for two main reasons. According to Stegelmann, First, it was an opportunity for us as a small business to come closer to Microsoft. Second, we were looking for ideas to increase our sales in general. Stegelmann felt that the key to increasing sales was to build the company s knowledge of Microsoft products. We wanted to be able to offer customers a complete portfolio of small business products so they wouldn t have to use several suppliers. Specifically, we wanted to learn more about SharePoint [Products and Technologies]. Nanok Consulting hoped that the lower price of Small Business Server that is available through the program would help its customers legalize their licenses. Price has possibly been the reason why all customers don t have registered software. Commenting on the support offered through the Small Business Specialist program, Stegelmann says, We received all the support we could ask for in terms of both technical training and marketing material. Of particular value were the product seminars, to which Nanok Consulting could invite its customers. We were especially impressed with the Outlook 2003 seminars. As a small supplier, we would not have been able to

3 Our experience in working with Microsoft as a partner has been very positive. Although we are a little partner, we have been heard. arrange such a professional seminar ourselves. As a Microsoft Registered Partner, Nanok Consulting is using the Small Business Specialist designation as a stepping stone toward becoming a Microsoft Certified Partner. Since we have many MCSA and MCSE employees, this goal shouldn t be too far away, comments Stegelmann. After that, we ll follow the yellow brick road. Benefits Since becoming a Microsoft Small Business Specialist, Nanok Consulting has established a direct connection to Microsoft Denmark, expanded its product knowledge, and strengthened its competitive advantage all of which has led to significantly increased revenues. Closer connection to technical and sales expertise As Stegelmann had hoped, joining the Small Business Specialist Community opened the lines of communication between Nanok Consulting and Microsoft Denmark. During this period, we were able to make a better connection with the sales and technical departments. They also contacted us outside of normal office hours which in our mind shows commitment. Now they contact us regularly with relevant sales material and offers to participate in technical seminars. its offerings for small business customers. We no longer just sell the products we know, says Stegelmann. We follow the development of new products and opportunities instead of hanging onto old program packages or ways of handling data. Now, when we sell PCs and servers, we are aware of selling more software products than just Windows XP. Stegelmann explains how Nanok Consulting has turned product knowledge into profits. We have found a way to receive more information from Microsoft, which in turn has increased our sales. Small Business Server is made for businesses that don t have an IT staff. Because of the Open Subscription Licence (OSL) agreement, which came to our attention because of joining the Small Business Specialist Community, we are now visiting our customers at least once a year, thereby making our presence felt. In the short term, this is increasing customer satisfaction and in the long term, it will increase sales, explains Stegelmann. Increased revenues Nanok Consulting started seeing financial results within about five months. After we became more aware of the OSL agreements through the Small Business Specialist program, our sales of Microsoft products increased by 153 percent compared with last year, says Stegelmann. Commenting on the partnership, Stegelmann says, Our experience in working with Microsoft as a partner has been very positive. Although we are a little partner, we have been heard. If we had any questions, Microsoft tried to find the best answer as quickly as possible. Expanded product knowledge The Small Business Specialist designation has helped Nanok Consulting deepen its product knowledge and further differentiate This financial good news extends to the company s customers. Now we are able to give better advice to our customers, selling solutions that meet their needs without being too costly. It s about helping them do more with less, says Stegelmann. For example, many of the company s small businesses customers have a Microsoft Windows NT 4.0 platform. With Small Business Server 2003, Nanok Consulting is able to provide a solution that meets the

4 demands of today s businesses, such as more security with the ISA Server and the ability to access with an Exchange Server. connectivity for PDAs and mobile phones, says Stegelmann. But with our close connection to Microsoft, we can deliver on their expectations. By making the sales procedure more effective, our customers save at least 70 percent. The reason for this is mainly because they can buy Exchange Server and SQL Server through Small Business Server 2003, says Stegelmann. The Small Business Specialist designation has given us the opportunity to put our name beside the name of the software giant, thereby strengthening our name with our customers. Strengthened competitive advantage Nanok Consulting has also noted that it has a stronger competitive advantage by being a member of the Small Business Specialist Community. Stegelmann explains, The Small Business Specialist designation has given us the opportunity to put our name beside the name of the software giant, thereby strengthening our name with our customers. It s easier for us to attract customers, because we can use Microsoft in our marketing. Our relationship with our customers has improved because of the Microsoft seminars, the Outlook 2003 book, and because we have an annual meeting in relation to the OSL agreements. Customers feel that we are not just focused on earning money. We are also able to give them better guidance. In addition, Nanok Consulting has been able to secure more customers in competitive situations. I think the Small Business Specialist designation has given us the edge in some situations, where we not only made a sale ahead of the competition, but also gained a satisfied customer because Microsoft has a very powerful solution with Small Business Server nobody else has a product like it. Customers now have higher expectations of Nanok Consulting as a result of the Small Business Specialist designation. They now focus on things such as security and remote

5 For More Information For more information about Microsoft products and services, call the Microsoft Sales Information Center at (800) In Canada, call the Microsoft Canada Information Centre at (877) Customers who are deaf or hard-ofhearing can reach Microsoft text telephone (TTY/TDD) services at (800) in the United States or (905) in Canada. Outside the 50 United States and Canada, please contact your local Microsoft subsidiary. To access information using the World Wide Web, go to: For more information about Nanok Consulting ApS products and services, call or visit the Web site at: Microsoft Small Business Specialist Community Part of the Microsoft Partner Program, the Small Business Specialist Community enables partners to become qualified suppliers of small business solutions. The Small Business Specialist Community is the result of extensive research into small business needs and pilot testing of how partners can best profit by meeting those needs. Partners enrolling as Small Business Specialists have access to marketing materials and specialized training to enhance technical and consultative skills. For more information on small business opportunities, go to: Microsoft Corporation. All rights reserved. This case study is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. Microsoft, Microsoft, Windows, Windows NT, Windows Server, Outlook, and SharePoint are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Document published July, 2005 Software and Services Microsoft Windows Server System Microsoft Windows Server 2003 Standard Edition Microsoft Windows Small Business Server 2003 Microsoft Windows NT Microsoft Office System Microsoft Office Outlook 2003 Microsoft Windows XP Professional Technologies Microsoft SharePoint Products and Technologies

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