Publiceret: 2/5/2009
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Abakion Partner Wins New ERP Business with Valuable Help from Technical Sales Assistance Team

Abakion is a Microsoft® Gold Certified Partner that specializes in providing medium-sized companies with business management solutions based on Microsoft Dynamics® NAV. An Abakion customer in the pharmaceutical industry was planning to build a new production plant for a medical product it wanted to sell in the United States. The new plant would need specialized processes and controls for the U.S. Food and Drug Administration (FDA) to approve the operation. Abakion called on Technical Sales Assistance, a Microsoft Partner Program benefit, to gather the support required to convince its customer to use Microsoft Dynamics NAV to help manage the new plant and secure FDA approval. Through Technical Sales Assistance, Abakion accessed valuable customer evidence, used its experience to appeal to new customers, and remains competitive by providing expert service with confidence.

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* Support from Technical Sales Assistance gave our customer the necessary confidence that Microsoft Dynamics NAV could be a key element in managing their new production process. *
Kenneth Kryger Gram, CEO, Abakion
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Situation

Headquartered in Copenhagen, Denmark, Abakion is a Microsoft® Gold Certified Partner specializing in business management solutions based on Microsoft Dynamics® NAV for medium-sized companies in manufacturing, distribution, and legal services. The company has 30 employees, most with 15 to 20 years of experience with Microsoft Dynamics NAV.

Abakion had a long-term customer in the pharmaceutical industry that used Microsoft Dynamics NAV for administrative and financial management. The customer’s primary product is a soft-tissue filler used as an alternative to cosmetic or plastic surgery. The customer previously contracted with another company for manufacturing, but planned to build its own manufacturing plant near Copenhagen and expand its market to the United States.

The new plant would need to comply with stringent regulations from the U.S. Food and Drug Administration (FDA) before the company could sell the product in the United States. The customer was planning to use SAP as the enterprise resource planning system that would provide the documentation and process controls needed to comply with FDA regulations.

“It’s not unusual for companies to believe that only an expensive solution, like Oracle or SAP, could handle such a requirement,” says Kenneth Kryger Gram, CEO of Abakion. He needed help to persuade his customer that Microsoft Dynamics NAV could meet the requirements. “Many of our customers are Danish companies that export products to international markets. We have experience with complex applications, but we did not have experience with the specific application that this customer wanted—a pharmaceutical manufacturing application that would meet FDA regulations,” explains Gram.
 
Abakion is enrolled in both the Partner Advantage Plan for Microsoft Dynamics and the Microsoft Partner Program. From previous experience, Gram knew there were Microsoft resources available that he could use to win the sale of Microsoft Dynamics NAV to this customer.

Solution

To respond to this competitive situation, Abakion called the Partner Technology Specialist team available through Technical Sales Assistance (TSA). TSA is a technical service benefit available to Microsoft Certified Partners and Microsoft Gold Certified Partners as part of the Microsoft Partner Program membership. The service also includes competitive sales assistance, which provides access to Microsoft Partner Technology Specialists who help partners overcome customer objections and help partners position Microsoft technologies against competing solutions.

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* It’s much easier to compete with these big companies if you’re teamed up with a company like Microsoft, which has a proven track record of meeting the needs of other big companies. *
Kenneth Kryger Gram, CEO, Abakion
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“When we first started our conversation with the customer, they were willing to discuss Microsoft Dynamics NAV but had almost committed to an SAP solution,” says Gram. “We needed to find other companies that had proven success in getting FDA certification by using Microsoft Dynamics NAV. This was critical for our customer because they would not be able to sell their products in the United States if the FDA did not certify the factory.”

The Partner Technology Specialists with the Technical Advisory Services team gave Abakion an extensive reference list of other Microsoft customers to show that companies in a similar situation used Microsoft Dynamics NAV successfully, with summaries of what they did and what successes they had achieved. In addition, the Technical Sales Assistance team worked with Gram and his team to prepare the proposals and presentations they delivered to the customer.

“Support from the Technical Sales Assistance team gave our customer the necessary confidence that Microsoft Dynamics NAV could be a key element in managing their new production process,” explains Gram. “The customer finally decided to implement Microsoft Dynamics NAV, instead of the SAP solution.”

A team from Abakion is now planning the implementation of the new solution. The customer will use Microsoft Dynamics NAV to manage and document the manufacturing process, provide audit trails, and prepare the reports needed to qualify for FDA certification.

Benefits

Technical Sales Assistance provided critical help to Abakion in closing an important sale with its long-time customer. “When we spoke with the Technical Sales Assistance team, they immediately jumped into action and gave us information that we could use. Each time I talked with them, they were asking what would help us or what information would the customer find most useful,” says Gram.

Find the Right Resources
Microsoft has a vast collection of materials that can be helpful for partners, but finding the right information can be a challenge for a small partner. “Microsoft offers a lot of services to partners, but it’s not always easy for us to find what we might need,” says Gram. “The Technical Sales Assistance team saved us a lot of time by getting the right material to us very quickly.”

Gram remembered a pertinent presentation from an earlier conference, and the Technical Sales Assistance team was able to send Gram a copy of the presentation. “That was a big help in preparing our own presentations for the customer,” he recalls.

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* When we spoke with the Technical Sales Assistance team, they immediately jumped to action and gave us information that we could use. Each time I talked with them, they were asking what would help us or what information would the customer find most useful. *
Kenneth Kryger Gram, CEO, Abakion
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Sell to New Vertical Markets
Support from Technical Sales Assistance is particularly effective when a partner like Abakion aims to serve a new vertical or offer a new solution. Abakion was able to win new business, strengthen its relationship with its existing customer, and build on its experience with manufacturing and FDA compliance for future customer engagements.

“Unless a company is a large Microsoft Dynamics partner, it might be difficult to identify situations where the company might have worked on an implementation in a specific vertical,” says Gram. “Our customer was very satisfied with us, but they saw us primarily as a provider of administrative solutions. Technical Sales Assistance from Microsoft helped us prove that Microsoft Dynamics NAV would indeed meet their requirements for the new manufacturing plant.”

Compete Against Bigger Rivals
In a competitive marketplace, smaller partners might need help competing for large contracts or complex projects. Technical Sales Assistance from Microsoft helps partners in those situations.

“Many large manufacturers are convinced that only Oracle or SAP will be able to solve their complex problems,” says Gram. “It’s much easier to compete with these big companies if you’re teamed up with a company like Microsoft, which has a proven track record of meeting the needs of other big companies.”

Abakion’s success in convincing its customer to use Microsoft Dynamics NAV for managing production processes will help other Microsoft Dynamics partners in similar situations. And, the Technical Sales Assistance team will ensure that other partners can use the Abakion story to build their businesses, too.

 

Microsoft Dynamics

Microsoft Dynamics is a line of integrated, adaptable business management solutions that enables you and your people to make business decisions with greater confidence. Microsoft Dynamics works like familiar Microsoft software such as Microsoft Office, which means less of a learning curve for your people, so they can get up and running quickly and focus on what’s most important. And because it is from Microsoft, it easily works with the systems that your company already has implemented. By automating and streamlining financial, customer relationship, and supply chain processes, Microsoft Dynamics brings together people, processes, and technologies, increasing the productivity and effectiveness of your business, and helping you drive business success.

 

For more information about Microsoft Dynamics, go to:

www.microsoft.com/dynamics

 

For More Information

For more information about Microsoft products and services, call the Microsoft Sales Information Center at (800) 426-9400. In Canada, call the Microsoft Canada Information Centre at (877) 568-2495. Customers who are deaf or hard-of-hearing can reach Microsoft text telephone (TTY/TDD) services at (800) 892-5234 in the United States or (905) 568-9641 in Canada. Outside the 50 United States and Canada, please contact your local Microsoft subsidiary. To access information using the World Wide Web, go to:

www.microsoft.com

 

For more information about Abakion products and services, call (45) 702 323 17 or visit the Web site at:

www.abakion.dk

 

To contact Technical Sales Assistance visit partner.microsoft.com > Support and Security > Sales Support > Technical Sales Assistance

 

This case study is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.
Løsningen - kort fortalt




Partner Profile

Abakion, a Microsoft® Gold Certified Partner in Copenhagen, Denmark, specializes in business management solutions based on Microsoft Dynamics® NAV.


Situationen

An Abakion customer wanted to open a new pharmaceutical manufacturing plant, and planned to use SAP as the management solution to obtain the required certification from the U.S. Food and Drug Administration.


Løsningen

Abakion turned to Technical Sales Assistance service from Microsoft for customer references that persuaded the customer to choose Microsoft Dynamics NAV instead of SAP.


Fordele
  • Find the right resources
  • Sell to new vertical markets\u0026nbsp;
  • Compete against bigger rivals

Software & Services
Microsoft Dynamics NAV 2009

Industri(er)
IT Services

Land
Denmark

Languages
English