Microsoft Dynamics CRM

United States
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Case Study Details


BMS Digital Solutions

IT Solutions Provider Closes More Sales, Gets More Leads with Mobile Sales Partnership

7/17/2008

BMS, an IT solutions provider in the UK, wanted to sell Windows Mobile®-based solutions to small and mid-sized businesses, but found limited awareness of mobile products and solutions. BMS formed a strategic partnership with a telecom company that now passes business leads to them in return for device leads. BMS has enjoyed both an increase in sales leads and an improvement in converting business leads into closed sales.

 Business Needs

An increasing number of small to mid-sized businesses in the UK are employing mobile workers. BMS Digital Solutions recognized that a valuable business opportunity existed in selling Windows Mobile®-based solutions to them.

BMS gained mobile expertise in 2007 when it successfully deployed a solution based on Windows Mobile, Windows® Small Business Server, and Microsoft® Exchange Server for its field sales and technical teams. “Our field staff experienced firsthand how mobile solutions can lead to much more timely interchange of information and increased productivity,” says Steve Wright, CEO of BMS.

With client relationships often extending ten years or more, BMS’s focus on close customer relationships placed the company in an ideal position to provide added value for its clients. “We really understand our customers’ businesses,” Wright says. “We were confident we could incorporate Windows Mobile into our portfolio of Windows Small Business Server and Exchange solutions for our own loyal customer-base, as well as for new customers.”

However, despite the growing trend of businesses using mobile devices and the increasing knowledge of mobility, BMS found that many of its customers had a limited understanding of mobile products and solutions, and were often unaware of all the benefits associated with mobility.

Solution

Success in selling mobility starts with personalizing the sale. BMS’s team began offering its customers truly tailored solutions that clearly demonstrated how Windows Mobile could help solve their pain points, increase productivity, and help them become more responsive to their own customers and colleagues. “We started offering service packages of Windows Small Business Server and Windows Mobile–based solutions, instead of losing customers to a third-party for the mobile side of things,” Wright says.

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* We closed 15 percent more business deals last year due to the adoption of Windows Mobile, and saw an increase of 25 percent in new business inquiries.  *

Steve Wright
CEO, BMS Digital Solutions

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In addition to its own offerings to address this situation, BMS enlisted the support of telecom company Trojan Communications to help spread the word about Windows Mobile. Building upon its own expertise in mobile solutions, BMS staff was able to offer a training program to its business partner’s staff. “We formed a strategic relationship with a telecom company, and trained their sales staff in the benefits of Windows Mobile devices when connected to Windows Small Business Server and Exchange Server,” Wright says.

Trojan’s sales team is now able to provide full and accurate information to its own customers, strengthening the proposition offered by BMS. ““Our [telecom] partner now passes leads to us for network infrastructure based on Windows Small Business Server and Exchange Server,” says Wright. “They provide us with a lot of new business leads we wouldn’t have gotten previously.

“In turn, we recommend Windows Mobile devices to our customers and pass those leads on to our telecom partner, who provide the devices and the tariff. We then charge the customer for installation, and to set up their phones to use push e-mail and other functionality via their Windows Small Business Server and Exchange Server.”

Benefits

This strategic partnership provides mutual benefits for each company. The increased understanding of how to position the breadth and value of Microsoft’s offerings has helped override competitive propositions; whereas before the Trojan sales team would have pushed the Blackberry Enterprise Server, they now pass leads to BMS for network infrastructure based on Windows Small Business Server, Exchange Server, and Windows Mobile. The telecom company earns a commission on any leads that BMS converts into a sale.

By adding Windows Mobile to its sales portfolio and developing a strategic partnership to sell mobility solutions, BMS has enjoyed both an increase in sales leads and an improvement in converting business leads into closed sales. “We closed 15 percent more business deals last year due to the adoption of Windows Mobile, and saw an increase of 25 percent in new business inquiries due to leads generated by the relationship,” Wright says.

BMS has also strengthened its relationships with existing customers who have already chosen Microsoft server solutions, furthering their investment by adding Windows Mobile to their mix, thus enhancing customer loyalty. As a result, BMS generates an average of 7 percent more recurring monthly revenue on managed support contracts.

The integrated approach adopted by both business partners is reflected in the sales process experienced by the customer. “Specialist IT and telecom expertise can be called upon where necessary to ensure that the correct mobile solution is provided to best meet the customer’s individual needs,” says Wright.


Solution Overview

Software and Services

Microsoft Office Basic 2007, Windows Mobile 6, Microsoft Dynamics CRM 4.0, Windows Small Business Server 2008 Standard, Microsoft Exchange Server 2007 Standard Edition


Vertical Industries

IT Services


Country Regions

United Kingdom


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