In the competitive landscape of IT consulting, small businesses have become a focal point for growth and opportunity. Microsoft Small Business Server (SBS) has emerged as a popular networking suite among these enterprises over the past seven years. This has led to a surge in small business computer consultants, systems integrators, and value-added resellers adopting Microsoft SBS. To truly capitalize on this trend and boost your consulting profits, consider these essential strategies tailored for the small business server market.
Despite the popularity of Microsoft Small Business Server within IT circles, it's important to recognize that many small business owners may not be familiar with the product. A survey by Clutch found that 40% of small businesses don't have a website, which suggests a potential lack of technical sophistication and awareness of IT solutions. Therefore, when approaching potential clients, it's more effective to address common pain points such as cybersecurity, spam, and virus protection, which are issues they are likely more aware of and concerned about.
The true value in offering Small Business Server solutions lies not in the software itself, but in the ongoing relationship you establish with your clients. By positioning your company as an outsourced IT department, you cater to the small business owner's need for reliable and continuous support. This approach not only sets the stage for selling Microsoft SBS but also fosters long-term partnerships that are more profitable than one-time sales.
It's a little-known fact that Microsoft initially intended for Small Business Server to be simple enough for non-technical users to set up on their own, as evidenced by the product's original code name "SAM" and its initial distribution through warehouse clubs like Sam's Club. Although Microsoft later shifted its strategy to rely on the reseller channel, this history serves as a reminder that consultants should not solely depend on Microsoft SBS for their business model. Diversification and a focus on your own company's value proposition are key.
To succeed in the small business server consulting arena, it's crucial to go beyond just selling a product. By understanding your market, prioritizing client relationships, and maintaining a diversified approach, you can ensure a profitable and sustainable business. For more insights and strategies on Small Business Server consulting, consider attending free training seminars like those offered at SmallBusinessServerTips.com, founded by IT consulting veteran Joshua Feinberg.
Joshua Feinberg, with 15 years of experience in computer consulting, has been featured in industry publications such as CRN, VARBusiness, and TechRepublic. His expertise is widely recognized, and he provides valuable resources for consultants looking to thrive in the small business server market.
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