Chicago Partner Affiliates with Master VAR to Grow Practice


Over the course of Microsoft FY13, we’ll share a variety of partner evidence highlighting the benefits of the Microsoft Dynamics Master VAR program. Since its inception last year, more than 30 organizations have affiliated with the three US Master VARs: SBS Group, Socius, and Tribridge. As the Microsoft Partner Network (MPN) has evolved, Master VAR introduced an option for partners to collaborate to drive growth.

Lakeshore Consulting wanted to take their business to the next level, but found it difficult to make the deep capital and human resource investments required.

“We realized that, in order to grow, we needed to make a change somewhere,” said Paul Silvani, General Manager, SBS Group Chicago. “We wanted to get bigger, we wanted to grow, but it’s hard to try to get to that next level.”

Silvani reached out to the SBS Group, and in 2010 became part of the SBS network of service providers, changing the name of his practice to SBS Group Chicago.

Joining SBS Group has enabled Silvani to grow his practice, including hiring an additional consultant to handle the added workload. Using SBS sales resources has enabled Silvani’s group to close deals involving products they hadn’t previously sold, including Microsoft Dynamics CRM and Microsoft Dynamics AX.

Regarding marketing, Silvani voices a challenge common to many smaller partner organizations. “When we had time, we would do it, and when we got busy, we would be very up and down. Now, because marketing is being done at the group level, we’re seeing more leads, and our customers are getting more involved in the process.”

Access the complete partner case study on the Microsoft Case Studies website to learn more.

–Kevin

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