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Microsoft Equips Partners for Success in Small and Medium Business Markets | |
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| Time: 11:47 EST/16:47 GMT | News Source: Microsoft | Posted By: Jonathan Tigner | ||
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For solution providers that specialize in serving small and midsize businesses (SMBs), the statistics point to a startling level of opportunity: these partners report that no-charge tools, best practices and guidance found in the Microsoft Infrastructure Assessment Framework (IAF) can help boost deal-close rates up to anywhere between 70 and 90, according to internal Microsoft surveys. “Previously, my sales team was lacking the detailed guidance to aide them in making conversations in the customer engagement process more strategic,” says Paul Russell, Head of Consulting, Servo Computer Services Limited. “The Infrastructure Assessment framework enables us to prepare before a customer engagement meeting, which triggers discussions with customers that are deeper, and more about the business than just technology.” That, in turn, is turning up to nine out of 10 customer sales engagements into sales and service contracts, according to the same Microsoft survey data, and that’s impressive, considering the SMB market is ripe with opportunity. | ||
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