2-page Partner Case Study
Posted: 6/28/2012
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Projility Consultant Gains Competencies and Builds Public Sector Pipeline with Diversity Initiative

Projility is a member of the Microsoft Partner Network and a management and consulting services company. Building on a record of proven successes, it sought to expand its customer base in the federal market. As participants in the Microsoft Diversity Partner Initiative, Projility collaborated with Microsoft sales teams to address public sector market needs. It benefits from new sales opportunities, new competencies, and an enhanced relationship with Microsoft.

Business Needs
Founded in 2005, Projility is a privately held company that provides public sector and Fortune 1000 customers with management and technology consulting services. The company uses a unique project management methodology that has a proven record of 98 percent on-time, on-budget, and within-scope success rate. A member of the Microsoft Partner Network since 2005, Projility has a Silver certification in the Project Portfolio and Management competency. “We started as a project management consulting firm,” says Rob Hirschmann, Corporate Vice President at Projility. “We’ve been able to use that foundation across many different kinds of projects to achieve success.”

The company has three distinct practices: organizational strategy, technology strategy and governance, and Microsoft consulting services. “We engage early with customers to design strategies that ensure a solid return on investment,” says Hirschmann. “We stay with them for the long term to make sure they see results.”

Projility sought to expand its existing customer base—60 percent of which comprises public sector organizations across defense, civilian, intelligence, and federal healthcare agencies—and get more involved in the request for proposal (RFP) processes in the federal market. Since 2009, it has participated in the U.S. Small Business Administration 8(a) Business Development Program, designed to help small and disadvantaged businesses gain access to federal and private procurement markets.

The company also sought to build on its strong ties with Microsoft. “Our tight relationship with Microsoft is a tremendous differentiator for our business,” says Jose Marroig, Chief Executive Officer at Projility. “For every market segment that we serve, we’ve worked with Microsoft field teams to help them qualify opportunities in these areas.”

Solution
In September 2011, Projility began participating in the Microsoft Diversity Partner Initiative, a benefit of the Microsoft Partner Network that fosters the success of minority-owned and women-owned businesses by helping partners navigate and identify training, networking, sales, and marketing resources relevant for their business. Through the program, Projility employees completed trainings to expand on the company’s core competencies in information worker solutions (for example, Microsoft SharePoint Server 2010 collaboration software) and to gain competencies in cloud services solutions. In March 2012, the company became a certified Microsoft Cloud Services Partner, and soon after launched Project in the Cloud, a solution based on Microsoft technologies.

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* We are talking with federal agencies that we hadn’t reached before. It is clear that our engagement with the Microsoft Diversity Partner Initiative will result in many wins and very satisfied customers.
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Jose Marroig
Chief Executive Officer, Projility
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The company’s goal in participating in the Diversity Partner Initiative is to provide value to Microsoft and its customers. To that end, in the fall of 2011, it delivered a series of best practice sharing and strategy sessions for Microsoft sales teams about the public sector marketplace. “The federal market is a unique market, and we work side-by-side with these customers every day,” says Marroig. “We wanted to offer a real-world perspective on how to position Microsoft solutions in that market, where you have to engage prospects in a business-needs and scenario-driven discussion rather than a purely technology discussion.”

In January 2012, Projility began working directly with Microsoft representatives to find and qualify opportunities. A Diversity Partner Initiative representative put Projility in touch with the U.S. Public Sector Federal Telesales team, and together they crafted messages that addressed specific federal market needs. “Because we collaborated with Microsoft to educate its sales teams on positioning solutions for the public sector solution, they are involving us in opportunities,” says Marroig. “We’re engaging with prospects and Microsoft in a whole new way.”

Benefits
By participating in the Diversity Partner Initiative, Projility has extended its reach in the public sector market and developed a close, collaborative relationship with Microsoft sales teams. It is also using its cloud services certification to expand its offerings and compete more effectively. “We are talking with federal agencies that we hadn’t reached before,” says Marroig. “It is clear that our engagement with the Microsoft Diversity Partner Initiative will result in many wins and very satisfied customers.”

Generated Sales Opportunities
Since joining the program, Projility has cultivated six solid leads into its sales pipeline and is engaged in strategic meetings with prospects. One lead features the opportunity to deliver Microsoft solutions to the U.S. Department of Defense. “We intend to grow and nurture these relationships until these prospects are completely satisfied,” says Marroig. “Thanks to our collaboration with Microsoft, everything is falling into place.”

Gained Visibility within Microsoft
By using the Diversity Partner Initiative as an opportunity to educate and engage with sales teams, Projility has built a trusted position with Microsoft in the public sector market. “Projility has developed close relationships with the Microsoft sales team, and we collaborate with them on a regular basis,” says Marroig. “We share information about prospects. We share strategies for addressing public sector needs. We work hard together to bring relevant solutions to market alongside Microsoft.”

Developed Cloud Services Competencies
By developing competencies with cloud services solutions, Projility gains a competitive advantage. “Being a certified Microsoft Cloud Services Partner will have a big impact on our business going forward,” says Hirschmann. “Many of our public sector customers are in the process of migrating to the cloud, and we’re ready for them.”

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Solution Overview



Organization Size: 25 employees

Partner Profile

Headquartered in Reston, Virginia, Projility, a member of the Microsoft Partner Network provides IT consulting services that help customers to realize the value of technology and business strategy.


Organization Profile
Headquartered in Reston, Virginia, Projility, a member of the Microsoft Partner Network provides IT consulting services that help customers to realize the value of technology and business strategy.


Software and Services
Unspecified Product

Vertical Industries
  • IT Services
  • State and Regional Government Agencies

Country/Region
United States

Languages
English

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