Microsoft unveils VAR community to aid SMEs

Microsoft is pumping further resources into the lucrative small-business sector by creating a dedicated VAR community to serve the needs of SMEs.

IT giant creates Small Business Specialist Community to focus on the needs of SMEs

The software giant unveiled its global Small Business Specialist Community, which has been piloted in Italy and Denmark, prior to launch at its Worldwide Partner Conference in Minneapolis last week.

John Coulthard, director of small business at Microsoft, said the development had come about after lengthy consultation with partners. He expects the Community to have around 2,000 members in the UK, consisting of Registered members, Certified and Gold Certified partners and system builders.

“Generally our aim is to deliver solutions to SMEs, but issues such as retaining customers, and competitiveness in terms of keeping costs down, is important to our partners. As is security and making the most of employees and resources. End-users see resellers as local IT suppliers and it is important that these partners are given the right support from us,” he said.

“This is a worldwide programme, but it is also local to the UK in terms of technological, sales and marketing support from Microsoft.”

Qualifying as a Small Business Specialist, which involves additional sales and marketing, and technical accreditation, partners will get access to additional resources such as marketing materials, special partner offers and the ability to use the Small Business Specialist logo in marketing materials, Coulthard explained.

Terry Docherty, chief executive of Microsoft partner Doherty Associates, welcomed the creation of the Community.

“At the moment there is a limited number of places where SMEs can go and receive the necessary help and support for their IT needs, and where they will be treated as important customers. They understand that buying a PC from a shop doesn’t work. If they want to collaborate or have employees working from home, it requires a level of skill and ongoing support that only partners can offer. This Community will help deliver the right message to the end-user,” he said.