Microsoft Infrastructure Optimization Partner Case Study Software Provider Shortens Sales Cycles with Infrastructure Optimization Model Partner: Peters & Associates Web Site: www.peters.com Partner Size: 55 Country or Region: United States Industry: Information technology “Core IO has allowed us to transform our business and increase our customer satisfaction across the board.” Ric Opal, Vice President, Peters & Associates Partner Profile Peters & Associates, based in Oakbrook Terrace, Illinois, provides comprehensive solutions to midsize companies, many of which are in the financial services and education industries. Peters & Associates provides software solutions to customers in midsize companies. To advance customers’ IT infrastructures, the company uses the Microsoft® Core Infrastructure Optimization (IO) Model, a systematic methodology for measuring and optimizing an Software and Services Technologies − Microsoft® Core Infrastructure Optimization Model IT infrastructure’s “maturity.” It helps Peters & Associates shorten its sales cycles; identify multiple project opportunities through a solution-selling approach; develop richer customer relationships; and lower its cost of doing business. Business Needs For more information about other Microsoft customer successes, please visit: www.microsoft.com/casestudies As a solutions provider, Peters & Associates plays a key role in helping customers take a longer-term strategic view of their IT infrastructures. Business growth and rapid developments in new technologies have created IT infrastructures that are overly complex, inflexible, expensive, and difficult to manage. Undertaken in isolation, refreshing IT systems and implementing IT operational best practices are not sufficient to transform technology from a cost center to a strategic business facilitator. Peters & Associates aims to help clients implement IT solutions and maximize their business success. Solution Since June 2008, Peters & Associates has been using the Microsoft Core Infrastructure Optimization (IO) Model—a systematic methodology for measuring and advancing an IT infrastructure’s “maturity.” It identifies gaps in product technology, assesses customer IT capabilities, and outlines the most cost-effective improvements. Benefits By using the Microsoft Core IO Model, Peters & Associates has realized many benefits. Shorter sales cycles Peters & Associates finds that using the Core IO Model is valuable as a sales strategy, because, says Ric Opal, Vice President, Peters & Associates, “Core IO helps us talk to customers outside the IT realm. For example, the Core IO message resonates much more when we talk to finance people and high-level executives, as opposed to, in some cases, IT people. IT people understand it, but they may also say they don't have the time or the budget.” When the company talks with business leaders or stakeholders about Core IO, they more readily see how adopting the model can help them to realize value, cut costs, and make IT more productive in the organization. After initially implementing Core IO with customers, the company quickly improved its strategic selling. Opal says, “We’ve found that by using Microsoft Core IO, we’re able to get through sales cycles faster.” More opportunities with solution-selling approach Because the Microsoft Core IO Model encourages partners and customers to analyze and address IT infrastructures as a whole, Peters & Associates typically finds multiple opportunities for customer engagement. “From a sales and a strategy perspective, for a medium-sized customer, using the Core IO blueprint to show a customer where they are today and where they can be, and then filling in the gaps with the right tools, has been very rewarding,” says Opal. After doing initial assessments and identifying customer objectives, Peters & Associates solidifies the existing infrastructure. “The Core IO roadmap then acts as a guide to making further improvements—for example, adding Microsoft Office Communications Server 2007 or something else. The comprehensive Core IO methodologies have helped us to identify and benefit from multiple project opportunities, while taking customers to where they want to be.” Deeper, long-term customer relationships The Infrastructure Optimization Model has also allowed Peters & Associates to develop richer relationships with its customers. “We are now viewed as a strategic advisor to our clients. The Core IO Model has allowed us to be proactive with our customers and to focus on core business drivers,” says Opal. “Our customers who are following the Core IO path are adding significant value to their IT organizations, and our relationships with these customers are the strongest ones we have. Core IO has allowed us to transform our business and increase our customer satisfaction across the board.” Lower business costs Another key business benefit for Peters & Associates has been a cost reduction in its delivery methods to its customers. Opal says, “Our strategic roadmaps are consistent. Our proposals to clients are repeatable with measureable benefits as defined in the Core IO Model. Our sales cycles are shorter because we have a proven methodology with which to engage in relevant IT and business discussions with our customers. Prior to Core IO, our customer approach was good, but by adopting the methodology, we’ve greatly improved our delivery systems and success.” This case study is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. Document published June 2008