IT Partner Case Analysis

Situation Analysis:

Mike is leading USA Team of IT Partners, a small company with 25 employees, but spread across worldwide in
multiple continents and majority of clients and headquarter in USA, established in 2006. At present. Its focus is on
Microsoft Cloud since 2011 based Products. Footprint in several continents. Found by IT Engineers, generating
revenue of 100,000 USD in 2016, 600,000 in 2017, over a million in 2018, and 5 million in 2022 (with almost 100%
annual growth ) as of now without significant marketing strategy and efforts and solely on company's technical
strength on service side and technical expertise is significant. Some of the other reasons could be the spread of
technology, its critical awareness, popularity, and demand increasing more when the market still not having enough
competitors resulting in almost all companies having their fair share based on their efforts. However, he sees there is
still unexplored market share to be explored and also want to have fool proof plan that sustain even if this favorable
situation changes in future.

Strategic Analysis:

Due to Microsoft Product being familiar worldwide and technology being accessible everywhere, company has
benefited from Microsoft's own marketing and reputation. However, there would certainly be difference between
number of clients and revenue generation from selling non-Microsoft product to non-referred new client by IT
Solutions and selling Microsoft Solution with Strategic Marketing Campaign with support from Microsoft Branding
and Partnership.

IT Solutions certainly helps Microsoft with its providing deployment services and tech support to clients. However, this
is more of fulfilling Microsoft's vision and mission but lacking an independent vision and mission or more like growing
in in Microsoft's Shadow. In terms of Business, this could have its advantage as long as Microsoft is successful and later
if clients turn to some new innovation, again IT Solutions can create new partnership based on its past fulfilling
relationship with Microsoft and its critical services in Microsoft's Products. However, focus should be on creative
reputation as exclusive or critical Microsoft Partner in providing its Cloud Based Products to the end users. However,
critical thing here is Microsoft is also directly providing its products and services and lack of any contract exclusive
rights to buy products or services from IT Partners or at least giving opportunity to subcontracting service contracts
with its clients allows Microsoft have an edge. The downfall could be even more once Microsoft Products would be
more popular and it would be quite natural for clients to buy directly and eliminating any third party fearing it would
increase their price. This, requires that IT Solution promote itself as company which has unique expertise that alone
can provide Cloud Deployment more easily and more economically or by quoting special discount in deployment and
migration services as compared to Microsoft. Dual Support System with same price and what unique expertise that IT
Partner has should also convince the customer to focus on that extra value resulting from branding strategy
implementation.

A negative image of being promoted as Microsoft’s Partner is that its free service credit would go to build Microfot
Product and Service image rather than directly benefiting IT Partner, more so due to not having unique company
name.

Work for government institutions such as military can work as significant milestone in dealing with trust factors
among new clients from private sectors and NGO. This must be promoted on website and marketing materials and
social media how IT Partners services is being accessed by different critical organization for various reasons.
Technology is dynamic field and any slight dip in Microsoft product and services would affect IT Partner business if it
simply focus or promote Microsoft Products and Services and therefore it requires to benefit from its partnership by
promoting it but also at the same time need to create non-Microsoft product and service through some other product
or service name on some other website and develop it at the same time to ensure that IT Partner does not happen to be
in catch 22 situations when all of a sudden things change in IT Business such as any other Non-Microsoft technology
become market leader and reverse migration taking place to that products or services. Free services and unlimited
speedy support 365 days should be promoted more rigorously.

Separate sorting of potential partners with non-similar business model should be done, followed by separate policy
framework and procedure for partnership showcasing how that partnership can mutually benefit and be a win-win
situation for IT partners and its partners. IT Partners can promote itself as an umbrella organization for total digital
transformation with all modern technology even if it provides services through subcontracting but maintaining market
reputation as one stop solution for any sort of digital transformation. Perception of Premium Services often get
associated with exclusive product and service offering brand. On the contrary, Company offering One Stop Solution
can squeeze client by offering anything and everything within the sector and retain for the lifetime and increase
revenue by offering more products and services and ensuring they don’t have to go to different company anymore.
Moreover, company offering multiple solutions at variable rate and features give an impression to client that there is
scope of customization.

Multiple domains can be confusing and also negative in terms of brand reputation and creating trust deficit in new
customers when they discover as it would create an impression of company not being professional and might not be
professional even with its product and services. For instance, uneven font size, too much scrolling to find any info or
dealing with pop up chatbot even when customer at first just trying to figure out what the website is offering or giving
info. It is like IT Solutions help client companies adapting transformation but not benefiting itself in the same manner.
For instance, how and to what extent IT Solution has used technology for itself internally to manage its strategic issues
such as increasing business, managing business data and so on.

//
Towards Branding Exclusivity With Zero Marketing

Being from hotel industry in past in 2004 in India and having a teaching career in hotel industry, I can think of one
case of how exclusivity was promoted. Once there was a pilot project for a year with a speciality restaurant where we
would promote classical research-based recipe from time of emperors in India. This was an extension of food festival
idea where we would invite publicly and serve food of any specific theme on different occasions. However, this time we
wanted to go by zero marketing and wanted to see how to create value of exclusivity to our products. Idea was to try
out new exclusive products in premium segment and check market response. There was a criteria of choosing our
customers based on their awareness and interest level in history of food and culture which we would know from their
answers in filled interest form they would send us. We in fact communicated that our customers are not invited unless
they prove why we should invite them. We presented food in classical art form and that created experience where
customers felt they are like king and queen for whom special food was being prepared and served. Pricing for food was
very high due to nature of raw materials, research, and hard work involved with it and yet they would take pride when
a small group would be selected and invited on specific date. Many a time we would get reapplication even after anyone
not being selected. In 2004, back in India, social media was not popular and yet response we got was so huge due to
work of mouth publicity in social circle resulting in many requests for invitations. We also conveyed an impression that
our venture was not commercial in nature even when it was quite profitable. Most of our customers were from
corporate world or knew due to their being customers of well-known chain of hotel with our institute where we taught
had partnership with and where many of ex student and ex-faculty worked. Here menu, price, and customers were of
our choice and customer still used to be getting exclusive rich experience as first we provided presentation on how that
food was prepared, what authentic raw material was used and how it was prepared before being served. Their feedback
was motivation for us and learning experience about how exclusive products can be served where customers themselves
feel proud. Its exactly like Tesla making customers wait for its car due to lesser capacity in production and when
 getting more orders and customers still being happy on getting one even if it would be very expensive products and
delayed delivery.

Towards Branding as One Stop Solution & Resource Optimization through Stakeholder Engagement

Similarly, being an ex-Project Associate for IT Park and Faculty for various computer courses in Weifang University of
Science & Technology (2007-2009), I had chance to revamp university into IT Park just by reallocating its unused space
and building, using IT Department’s faculty for marketing, and gaining investment proposals. We even ensured our IT
students get internship opportunities and external software company who partnered with us got us share in revenue of
software development and in return they got space for their company in our campus and services from our faculty and
students. We also helped with connecting them with external projects with the help of local leaders in Chinese
government. This also helped us winning higher grant from the government when it helped with our contribution in
promoting IT education and getting foreign investment and projects. Thus, what is important is maximum and creative
utilization of resources to be one stop solution to extract maximum revenue possible.

Thus, both examples (Product Exclusivity and One Stop Solution & Resource Optimization are opposite but creating
value and revenue in creative way where all stakeholders get engaged and feel proud. IT Solutions need to focus in both
direction at the same time as they both have distinct advantages and potential to create marketing edge.

Using Client’s Successful Digital Transformation Case as Promotional Tactic

Client must be asked info about how IT Partner Services helped them to achieve digital transformation and what
tangible and intangible value they could achieve.

Strategic Management
 Issues emerging from the Conventional Business Practice

 strategy formulation and its implementation based on efficient corporate governance, and corporate social responsibility

 Implementation of Research based knowledge of Strategic Concepts in line with Modern Business Needs

 Problem Solving Approach (Identifying the Problem, Analysing the Root Causes & Implications on stake holders, designing and implementing the
solution)

 Solution Implementation: (Through Formation of Vision & Mission, Objectives, Strategies, Tactics, Developing Performance Measurement & Evaluation)

 Cross Functional Integration of the recommendations / solutions

 Leadership, Communication, Stakeholder Engagement, Cooperation & collaboration Strategies

A case study analysis requires you to investigate a business problem, examine the alternative solutions, and propose the most
effective solution using supportive evidence. A case study should include background information on the specific topic, an
analysis of the case under student showing problems or effective strategies, as well as recommendations. A case study can focus
on a business or entire industry, a specific project or program, or a person.

The introduction of your case study should introduce the business, industry, project, or person that is represented in your study.

The thesis should state the proposed solution to the problem you have determined or state the general assessment of the case being
studied.

Company Introduction

Problem and Proposed Solution

Overall Background of Industry / Company

Connecting evaluation of the case with the research based concepts and examples of rival
Conclusion

References

Case analysis helps us learn how to ask good questions and to make good decisions. • Why do some firms succeed, and others fail?
• Why are some companies higher performers than others? • What information is needed in the strategic planning process?• How
do competing values and beliefs affect strategic decision making? • What skills and capabilities are needed to implement a strategy
effectively?

Strategic capabilities needed include the ability to differentiate. • Strategic capabilities also include the ability to speculate. •
Strategic capabilities also include the ability to integrate.

• Investigate the situation. • Analyze and research possible solutions. • Gather the advice of others. • Put yourself in the shoes of an
actual participant. • Are you a strategic decision maker? • Are you the business founder or owner? • Are you a member of the
board of directors? • Are you an outside consultant?

Step 1: Become familiar with the material. • Read quickly through the case one time. • Assess possible links to strategic concepts.
• Read the case again, making notes.• Evaluate application of strategic concepts. • Formulate an initial recommendation. • Go
through the case again to assess the consequences of actions you propose.

Some cases have more than one problem to solve. • Avoid getting hung up on the case symptom. • Try to articulate the case
problems. • Some problems will not be apparent until after you do the case analysis

• Step 3: Conduct strategic analyses. • Determine which strategic issues are involved. • Use strategic tools to conduct the analysis.
• Test your own assumptions about the case.
 Step 4: Propose alternative solutions. • Develop a list of options – what are the possible solutions? • Evaluate the alternatives. •
Can the company afford it? • How will competitors respond? • Will employees accept the change? • How will it affect other
stakeholders? • How does it fit with the vision, mission and objectives? • Will the culture or values of the company change?

Step 5: Make recommendations. • Make a set of recommendations supported by your analysis. • Describe exactly what needs to be
done. • Explain why this course of action will solve the problem. • Indicate how best to implement the proposed solution. • Note:
the solution you propose must solve the problem you identified.

Here, the author ties her evaluations of the case to theories or research. What theory can you use as support to show that your case
study has a problem, or is an effective practice? It isn’t enough to simply state what is working or what is not working. You need
to support this with evidence from theories, experts, or examples

Keep an open mind. Take a stand for what you believe. Draw on your personal experience.Participate and persuade.Be concise and
to the point. Think out-of-thebox. Learn from the insights of others. Apply insights from other case analyses. Critically analyze
your own performance. Conduct outside research.

Case Analysis DecisionMaking Techniques: Integrative Thinking • Integrative thinking involves making choices by reconciling
opposing thoughts. • Asking heretical questions can help challenge long-term beliefs about how things work. • Conflict inducing
techniques can be very helpful in arriving at better solutions.

Client Services:

Notes:
Company name IT Solutions is made from a very generic key word. Any company with generic key words
often struggle in creating a unique identity among rivals with unique names or kind of curiosity among
new customers. Moreover, when it comes to associating quality of products and services, a company with
unique name often gets an opportunity to be representative through its unique names in the market. On
the other hand, human mind takes generic words relate to products and services casually due to their
intended meaning only indicating more of the generic product and services. For example, a new customer
who is not familiar with company products and services might get to know that company seems to provide
IT solutions but cant get idea to what extend their products and services are good or how different are
their products and services from rivals. This can be well understood with the example of Uber which have
become symbol of App based Cab Booking Service and later when it ventured into food delivery, it did not
have to invest again on food delivery at affordable rates anywhere and everywhere in the world. If they
had kept name such as

1. Find out what unique products and services client has from its service page.

2. Find out how they are being sold and promoted by market leaders within IT sectors on social media.

3. Find out strategic concepts across various department:

Human Resource: How different is their HR department as compared to market leader in their
sector?
 Link modern trends or practice and explain with the examples from industry to support the trends or
concepts.

Production/Services: How different are their products or services and what marketing edge they
have in terms of price, quality, or any other monopoly if they have.

Digital Marketing: How do they reach out as compared to rivals to both new customers and how do
they communicate and promote their products to retain their customers

Research & Development: How do they collect feedback from their customers and market about
recent trends in IT Services and how they implement it?

Finance: What is their revenue generation model and how do they grow using their profit and what
percent of their profit they should reinvest and in what department and why?

Leadership: What sort of leadership style suits any IT services of their kind and why? Do they
seem to have any issues with leadership and communication? What sort of organizational culture they
have? What culture should they promote for sustainable growth?

Management & Corporate Strategy: Where does the company stand as compared to their rivals?
What vision/mission/strategy they have at present and are they in line with other market leaders? Why or
why not?

Value Creation
 If we present the product or service as mystical, it will create curiosity but would not spread
awareness about it. If we showcase it as if something very complex technology, people might think its
very critical, but they would still stay away from it fearing its beyond their understanding. If you present
complex product in simple form, people will feel it would change their lives.

Talen Management

attract and retain talent

Concepts:

Digital Economy

Sustainability

Human and Social Capital

Technology Integration with Business Operations

https://comtechies.com/list-of-top-cloud-providers-in-india.html
Microsoft Intune – How it changed the world for XYZ organization and how it can even do for the rest!

e.g.

https://www.stanfieldit.com/reasons-to-use-microsoft-intune/

Our Ten Reasons for why one should use Microsoft Intune.
Service Item
1. Microsoft Intune - Initial
Setup
2. Azure AD Tenant-to-
Tenant Basic Transition
Service Charge Duration Description
Type
Initial Setup & $2,500.00 per 14 days Microsoft Intune is a service from Microsoft that
Deployment project allows you to manage corporate employee devices,
(Mobile both desktop and portable devices. We will help you
Devices & plan the deployment of Microsoft Intune in your
Applications organization: develop the architecture and design,
Management gradually connect all the devices, and help in solving
System) possible problems when working with this system.
Basic $1,300.00 per 5 days Azure Active Directory migration from one Microsoft
Transition project 365 tenant to another. Usually, you will need this
type of migration when a company merges or
acquires another company, or you would like to
migrate to a different geographic region.
// Azure Active Directory (Azure AD) is a
cloud-based identity and access management
service. This service helps your employees
access external resources, such as
Microsoft 365, the Azure portal, and
thousands of other SaaS applications.
Azure Active Directory also helps them access
internal resources like apps on your corporate
intranet network, along with any cloud apps
 developed for your own organization.

3. Securing and Hardening (Migration / $175.00 per hour Duration: 3 We implement best practices to make your on-
Your On-premises IT Security and days premises IT infrastructure safer and more secure.
Environment Mobility) Keep in mind that security requirements can vary for
different types of workloads. We have relevant
experience to secure your systems.
4. Hybrid Microsoft 365 (Migration / $27.00 per Duration: 7 Hybrid migration provides integration between an on-
Migration from your own Email mailbox / Project days premises Exchange organization and Microsoft 365
Exchange Server Migration) Management Fee: Exchange Online. It can be used in two scenarios: as
$800.00 a method of migration between an on-premises
Exchange Server and Microsoft 365 (Exchange
Online) or as a permanent state for your on-premises
Exchange and Microsoft 365 organizations.

5. Free email migration to Migration $0.00 per project Duration: 7 Free email migration to Exchange Online exchange
Exchange Online from days servers/
Exchange Server
6. Develop a Rollout Training $1,300.00 per 3 Days A communication plan is your road map for getting
Communication Plan for project information about upcoming project(s) delivered to
End Users everyone involved. It’s an essential tool for ensuring
a smooth and stress-free implementation or migration
project performed on time and within budget. We will
develop and approve email templates, internal
website content, and any step-by-step instructions,
manuals, and videos.

7. Windows Autopilot - Initial Set up / 1950 per Project 21 days We will plan, design, and implement a Windows
Initial Setup
8. Full Cover G Suite to
Microsoft 365 migration,
9. G Suite (goole Aps)
10. Microsoft 365 Break/Fix
Support
Consulting Autopilot, the future of device deployment designed
to allow you to set up, pre-configure, and repurpose
the devices for your environment, with little or no
infrastructure in place. You will be able to deploy
Windows automatically, without an image, to PCs
anywhere in the world at any time.
Email Migration $27.00 per 27 USD per We will plan, design, and implement a Windows
/ Migration mailbox mail box. Autopilot, the future of device deployment designed
to allow you to set up, pre-configure, and repurpose
the devices for your environment, with little or no
infrastructure in place. You will be able to deploy
Windows automatically, without an image, to PCs
anywhere in the world at any time
We will move all your mailboxes with calendars,
tasks, contacts, and other information to Exchange
Online. Files and documents from Google Drive to
OneDrive for Business will also be migrated.
Support USD 2 per per seat 31 days Free email migration to Exchange Online from
Exchange Server, $0.00 per project /
ITPWW200MIGOT, Duration: 7 days
(Migration)
5. Free email migration to Exchange Online from
Exchange Server
6. Develop a Rollout Communication Plan for End
Users, $1,300.00 per project / ITPWW150TRNOT,
 Duration: 3 days

(included for free with any M365 plan), $2.00 per

seat / ITPWW190MSPRC, Duration: 31 days
(Ongoing Support /Consulting)
With this service, we combine the best of both sides:
Microsoft, as a vendor, provides managed support
with a fee for the services they sell through us, IT
partner. And we (IT partner) provide a free Break/Fix
support service to pre-solve any problems that
Microsoft did not solve early.

Full Cutover G Suite to Microsoft 365 Migration,

$27.00 per mailbox / ITPWW140MIGOT, Duration: 7
days, Project Management Fee: $750.00
(Email Migration / Migration)
G Suite (Google Apps) migration to Microsoft 365. We
will move all your mailboxes with calendars, tasks,
contacts, and other information to Exchange Online.
Files and documents from Google Drive to OneDrive
for Business will also be migrated.

1. Microsoft Intune - Initial Setup, $2,500.00 per project / ITPWW310IMPOT, Duration: 14

days
Microsoft Intune is a service from Microsoft that allows you to manage corporate employee devices, both
desktop and portable devices. We will help you plan the deployment of Microsoft Intune in your
organization: develop the architecture and design, gradually connect all the devices, and help in solving
possible problems when working with this system.

2. Azure AD Tenant-to-Tenant Basic Transition, $1,300.00 per project / ITPWW420MIGOT,

Duration: 5 days

Azure Active Directory migration from one Microsoft 365 tenant to another. Usually, you will need this
type of migration when a company merges or acquires another company, or you would like to migrate to a
different geographic region.

3. Securing and Hardening Your On-premises IT Environment, $175.00 per hour /

ITPWW150IMPOT, Duration: 3 days

(Migration / Security and Mobility)

We implement best practices to make your on-premises IT infrastructure safer and more secure. Keep in
mind that security requirements can vary for different types of workloads. We have relevant experience to
secure your systems.

4. Hybrid Microsoft 365 Migration from your own Exchange Server

$27.00 per mailbox / ITPWW120MIGOT, Duration: 7 days, Project Management Fee: $800.00

(Migration / Email Migration)

Hybrid migration provides integration between an on-premises Exchange organization and Microsoft 365
Exchange Online. It can be used in two scenarios: as a method of migration between an on-premises
Exchange Server and Microsoft 365 (Exchange Online) or as a permanent state for your on-premises
Exchange and Microsoft 365 organizations.

5. Free email migration to Exchange Online from Exchange Server, $0.00 per project /
ITPWW200MIGOT, Duration: 7 days

(Migration)

5. Free email migration to Exchange Online from Exchange Server

6. Develop a Rollout Communication Plan for End Users, $1,300.00 per project / ITPWW150TRNOT,
Duration: 3 days

(Training)

A communication plan is your road map for getting information about upcoming project(s) delivered to
everyone involved. It’s an essential tool for ensuring a smooth and stress-free implementation or
migration project performed on time and within budget. We will develop and approve email templates,
internal website content, and any step-by-step instructions, manuals, and videos.

7. Windows Autopilot - Initial Setup, $1,950.00 per project / ITPWW290IMPOT, Duration: 21

days

(Initial Setup / Consulting)

We will plan, design, and implement a Windows Autopilot, the future of device deployment designed to
allow you to set up, pre-configure, and repurpose the devices for your environment, with little or no
infrastructure in place. You will be able to deploy Windows automatically, without an image, to PCs
anywhere in the world at any time.

8. Full Cutover G Suite to Microsoft 365 Migration, $27.00 per mailbox / ITPWW140MIGOT, Duration: 7
days, Project Management Fee: $750.00

(Email Migration / Migration)

9. G Suite (Google Apps) migration to Microsoft 365. We will move all your mailboxes with calendars,
tasks, contacts, and other information to Exchange Online. Files and documents from Google Drive to
OneDrive for Business will also be migrated.

10. Microsoft 365 Break/Fix Support (included for free with any M365 plan), $2.00 per seat /
ITPWW190MSPRC, Duration: 31 days

(Ongoing Support /Consulting)

With this service, we combine the best of both sides: Microsoft, as a vendor, provides managed support
with a fee for the services they sell through us, IT partner. And we (IT partner) provide a free Break/Fix
support service to pre-solve any problems that Microsoft did not solve early.

10. User Home Folder Migration to OneDrive for Business, $300.00 per project /
ITPWW250MIGOT, Duration: 7 days
(Migration / Documents Migration)

We will migrate files and documents stored in a user drive or folder on a file server(s) to user’s folder on
OneDrive for Business.