KALAMAZOO ? BlueGranite has signed an agreement with Microsoft to serve as a Business Intelligence Virtual Technical Specialist, which means employees of the IT consulting company can serve as virtual Microsoft employees with some clients.
Matthew Mace, president and CEO of BlueGranite, which has sold and supported Microsoft products since the company was founded in 1997, says the agreement represents a significant business opportunity for his company.
?Microsoft has officially recognized us for our business intelligence expertise and they now call on us when they need added field support to meet their increasing demand,? Mace says.
John Miller, Microsoft Business Intelligence Technology Solutions Professional for the Heartland Region, said BlueGranite is the first partner in the Heartland Region ? which includes Michigan, Ohio, Kentucky and Tennessee ? to be invited to participate in the BI VTS program and is among a handful of partners across the country.
Business Intelligence refers to the collective systems within an organization that provide historical, current and predictive views of how the organization operates. Its purpose is to facilitate better decision making. And its implementation and application are increasingly recognized as primary factor in a company?s ability to achieve a competitive advantage. Miller says that the demand for Business Intelligence solutions is especially strong in a down economy because it gives companies the ability to analyze strategic opportunities and threats.
?Of course we?re flattered that Microsoft recognizes our expertise,? Mace says. ?But this is a strategic partnership for both Microsoft and BlueGranite, with the shared goal of making U.S. companies more competitive through the strategic application of Business Intelligence solutions. From a BlueGranite standpoint, we benefit from sales referrals. With this official ?nod? from Microsoft, we can build our national reputation much more quickly than we could on our own.?
Microsoft, in turn, has a field partner to represent their interests exclusively. It essentially moves BlueGranite from a buyer/re-seller of Microsoft to a direct sales-and-service representative with some Microsoft house accounts. In addition to increased revenue opportunities, it tells clients that BlueGranite has been more thoroughly vetted than other partners. BlueGranite will, however, retain its ?Gold Level? partner status with Microsoft and will continue to serve in an indirect selling capacity with some clients.
Although Microsoft boasts some 5,000 plus ?Gold Level? partners in the U.S., its continuous innovation and introduction of new solutions often means that the technology giant?s direct field support team cannot meet the company?s growing demand. The BI VTS program was designed to address that by adding field expertise from companies like BlueGranite in an on-demand basis. To ensure that their VTS partners remain knowledgeable about the Microsoft portfolio of solutions, BlueGranite and its BI VTS peers will receive extended Microsoft briefings and technical training.
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