November 8th, 2011
Technolutions Licensing Solutions Power Sales with Help from Pinpoint
Technolutions, an IT outsourcing and software licensing company near Cape Town, South Africa, has always parlayed its superior knowledge of Microsoft volume licensing into winning new business. But with Microsoft Pinpoint, even more engagement opportunities are presenting themselves.
“Pinpoint is working phenomenally well for us,” says Sean Ryan, Technolutions sales and marketing director. Ryan estimates that Pinpoint drives two to three new prospects to the company each week.
Technolutions’ commitment to knowing Microsoft’s licensing programs inside and out has paid huge dividends. “We strive to bring a fresh and exciting approach to Microsoft technology,” says Paul Kotze, Technolutions managing director. “Our passion for becoming experts in Microsoft licensing is indicative of that…and helps us compete toe to toe with companies that are six or seven times our size.”
Adds Ryan, “We use this expertise to help customers understand the licensing options, benefits and features available to them, and then implement the best solution to address their specific needs.”
Two newly acquired customers, Sentraal-Suid Koöperasie (SSK) and the Western Cape Provincial Parliament (WCPP), discovered Technolutions via Pinpoint. Both enterprises were in dire need of a knowledgeable partner that could guide them in volume-licensing matters.
Building Stronger Organizations with OVS Licensing
SSK is an agricultural cooperative founded in 1931 by farmers in the Overberg region of South Africa. Unsure about which Microsoft licensing program would best serve its short- and long-term requirements, the organization turned to Pinpoint—and found Technolutions.
The head office of SSK is about 220 kilometers from Cape Town in Swellendam, the third-oldest town in South Africa. Technolutions visited SSK, completed a complimentary IT audit, and came up with a number of recommendations.
“Whenever possible, we visit a customer onsite, so we can thoroughly probe needs and develop personal relationships,” says Paul Kotze, Technolutions managing director.
Technolutions determined that SSK would benefit from an Open Value Subscription (OVS)
licensing program to complement its deployment of Windows 7, Office Professional Plus 2010,
SQL Server 2008 R2, Exchange Server 2010, Windows Server 2008 R2, Core Cal/ Back Office
Server, and Windows Remote Desktop.
Kotze says that the OVS enables licensing scalability, which has proven to be a major benefit to SSK. Employees are not restricted to their office PCs. The scalability extends the licensing to employees’ home computers, and that is making a positive impact on organizational productivity. The OVS also makes it possible for SSK to easily standardize its office documentation.
According to SSK spokesman Morne Goosen, Technolutions earned high marks for its rapid response, its attention to detail in learning SSK’s needs, and for its deep product and licensing knowledge of Microsoft technology.
Providing Sound Licensing Options for a Massive IT Infrastructure
The Western Cape Provincial Parliament (WCPP) is the legislature of the Western Cape province of South Africa. With a massive IT infrastructure that required new Microsoft solutions, the legislature needed a partner that could explain in detail the various licensing options.
Once again, Pinpoint was crucial to initiating contact with Technolutions. Ryan says that he received an email notification from Pinpoint that informed him of the situation at the WCPP. The email arrived a little after 3:00 p.m. on a Friday afternoon.
Some companies might have contented themselves to wait until Monday to respond. Ryan familiarized himself with the basic request from the WCPP and called on the legislature shortly before 5:00 p.m. By Monday morning, Technolutions was already providing product recommendations, licensing ideas, and cost estimates for an extensive roll-out of new Microsoft products.
The deployment included Exchange 2010 Enterprise Server, Office Communications Server, Core Cal/ Backup Server, Office Professional Plus, SharePoint Server Enterprise Cal, SharePoint Internet Connector, SQL Server 2008 R2, System Center Configuration Manager, System Center Data Protection, System Center Operations Manager, Visual Studio Pro, Windows 7, and Windows Server 2008 R2 Enterprise.
Technolutions Quickly Capitalizes on a Pinpoint Lead
“We were tremendously impressed with the rapid-fire callback from Technolutions. It was very refreshing, since another vendor had been ducking and diving our questions,“ says Sunelle Fouche, a spokesperson at the WCPP.
After Technolutions thoroughly reviewed and assessed the WCPP’s IT configuration and licensing agreement, it was apparent that the WCPP was not taking full advantage of an existing OVS agreement.
“We showed the WCPP that training vouchers and mobile licensing were included in the package they’d already purchased,” Ryan says. Technolutions also explained how licensing subscriptions can be amortized over three years, enabling the legislature to work the cost figures into the government’s budget.
Just as with SSK, scalability is a major benefit to the WCPP, because the legislative assembly is always in flux. The OVS gives the WCPP the flexibility of transferring licensing to new users as they assume office.
The WCPP was also able to benefit from Software Assurance, a comprehensive maintenance program that provides new version rights, another cost-saving benefit. Furthermore, Technolutions instructed its WCPP counterparts how to manage its licensing online, saving even more time and revenue.
Technolutions and Microsoft: Working Together to Better Serve Business Customers
Ryan gives kudos to the account managers at the Western Cape office of Microsoft South Africa for tutoring Technolutions on licensing. “Our Microsoft partners even attend sales meetings with us,” Ryan says. “Needless to say, their presence adds tremendous weight and value to our presentations, and helps us gain more sales.”
Technolutions has empowered hundreds of customers with IT solutions over the past 10 years. The company’s services include installations, IT management, network audits, disaster recovery, and of course, Microsoft licensing consultation. Technolutions has been a Microsoft Certified Gold Partner for more than four years, and in 2010 the company won recognition as Regional Partner of the Year.
Success Story Snapshot
Headquarters: Claremont (Cape Town), South Africa
Customers: Sentraal-Suid Koöperasie and Western Cape Provincial Parliament
Engagement revenue/earnings: Over 1 million rand (approximately USD $150,000)
Type of engagements: Open Value Subscriptions to support deployments of multiple Microsoft products