2-page Partner Case Study - Posted 1/27/2013
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IT Provider Delivers New Server Offering to SMB Customers, Expands Business
As the IT department for most of its small-business customers, Total Care Computer Consulting was eager to begin offering Windows Server 2012 Essentials as a replacement for Windows Small Business Server 2008. In addition to helping customers
better manage and grow their businesses, the upgrade to Windows Server 2012 will enable Total Care to support more customers more efficiently and expand its revenues.
Kevin Royalty cofounded Total Care Computer Consulting in 2007 to help small businesses in northern Kentucky and Ohio get the most out of their business technology. Over the years, the company has helped hundreds of small businesses address technology
issues, which gives customers more time to concentrate on their business goals. Total Care is a long-time HP Partner and a Microsoft Small Business Specialist with multiple Microsoft technology certifications and two full-time employees.
Total Care customers are small businesses with 1 to 70 employees who view Total Care as their IT department. “They look to us to outfit them with technology that will help them grow their businesses and keep costs down,” says Royalty, who is Managing Partner
at Total Care Computer Consulting.
Many Total Care customers run Windows Small Business Server 2008, which includes operating system, email, remote access, file and print sharing, and other software. However, as the program and associated hardware became outdated over time, many customers
experienced unreliability and slowdowns. Some customers also encountered application compatibility problems with line-of-business (LOB) applications that ran on the older operating system. Others could no longer comply with newer data security regulations.
“Our customers do not want to upgrade their technology unless they absolutely have to and look to us for guidance,” Royalty says. “If we put them on technology that they grow out of in a couple of years or that doesn’t meet their needs, we lose their trust.
We’re always looking for new technologies that help our customers grow, and can help us grow, too.”
In 2012, Royalty learned about the Windows Server 2012 Essentials operating system, a successor to Windows Small Business Server 2008 that integrates remote access, file and print sharing, data backup and restoration, and other core server capabilities
in one convenient package.
||If you give a customer a solution that solves their challenges and helps their business grow, you will have a customer for life. Windows Server 2012 Essentials is a great platform that customers can grow with.
| Kevin Royalty
Managing Partner, Total Care Computer Consulting
“Windows Server 2012 Essentials is just what my customers need,” Royalty says. “It gives them an affordable way to modernize their IT environments so that they can run newer applications and security software, and it also gives them an instant performance boost
on newer hardware.”
As a long-time HP Partner, Total Care deploys Windows Server 2012 Essentials on the HP ProLiant ML350 Gen8 server, which provides improved performance, energy-saving efficiencies, and management capabilities. For many of its customers, Total Care combines
Windows Server 2012 Essentials with the Windows Server 2012 Standard operating system, which includes Hyper-V virtualization technology. By using Hyper-V to create two virtual machines, Total Care can run Windows Server 2012 Essentials in one virtual machine
and another workload, such as an LOB application, in the other. This extends the usefulness of the server.
By using Windows Server 2012 Essentials, Total Care can perform complete system backups and bare-metal restores of a customer’s server and all client computers. This capability complements the HP Integrated Lights-Out (HP iLO) technology included in the
ProLiant ML350 Gen8 server, which Royalty can use to access the server even when it is powered off. “Between Windows Server 2012 Essentials and HP iLO, I can gain remote access to my customers’ servers to troubleshoot and repair problems,” Royalty says. “These
remote-access capabilities save us and our customers money.”
Total Care installs Trend Micro Worry-Free Business Security software to provide protection for the server and PCs. The Trend Micro dashboard is integrated into the Windows Server 2012 Essentials administrative console so that Royalty and his customers can
ascertain server and PC health status at a glance. Also, if customers decide to deploy cloud-based applications, such as Microsoft Office 365, they or Total Care can manage those applications from the Windows Server 2012 Essentials console.
Customers can gain remote access to their files from any Internet browser by using the Remote Web Access feature in Windows Server 2012 Essentials.
By offering the upgrade to Windows Server 2012 Essentials, Total Care Computer Consulting can help customers cost-effectively grow their businesses. Total Care also uses Windows Server 2012 Essentials to support more customers and, as a result, expand
its own revenues.
Help Customers Grow with a Cost-Effective Platform
With Windows Server 2012 Essentials running on the HP ProLiant ML350 Gen8 server, Total Care customers will benefit from a modern, reliable server platform that will help them grow their businesses while strengthening their trust in Total Care. “If you
give a customer a solution that solves their challenges and helps their business grow, you will have a customer for life,” Royalty says. “Windows Server 2012 Essentials is a great platform that customers can grow with.”
Royalty explains that customers can add a hosted email service or upgrade to Windows Server 2012 Standard or Datacenter with no licensing hurdles. “With Windows Server 2012 Essentials, we have far more flexibility and can accommodate far more scenarios than
we could previously,” he says. “The expansion path for our customers is a lot brighter, which means our opportunities with them are also a lot brighter.”
Support More Customers More Efficiently
Total Care can provide greater support to more customers by using the tools in Windows Server 2012 Essentials that help to simplify installation, administration, and management of customer servers. “It’s much easier to get around the Windows Server 2012
Essentials console than that of previous products. This helps us be more efficient in solving problems for clients,” Royalty says.
Gain New Revenue Opportunities
With most of its customers still using Windows Small Business Server 2008, Total Care says that there is a huge opportunity to upgrade customers to Windows Server 2012 Essentials and the HP ProLiant platform. “We see a decent pipeline of customers who
want to upgrade to Windows Server 2012 Essentials through 2013—one to two customers a month,” Royalty says. “It will help us grow our revenues and our business.”
Royalty also sees opportunities to offer cloud-computing solutions such as Office 365. “With Windows Server 2012 Essentials and Office 365, we have the opportunity to deliver on-premises or cloud-based solutions in a way that’s seamless,” Royalty says. “Some
customers have tried cloud services before, but it was not easy to manage both environments. Now we have a product that we can use to give customers whatever they need.”
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