Little known fact: first version of Microsoft Small Business Server, planned in 1996 and released in 1997, was code-named "SAM"... because Microsoft’s goal was for Small Business Server to completely bypass their reseller channel and be sold at "Sam’s Club" warehouse clubs.

So product team had mandate to make Small Business Server product SO simple that a non-technical small business end user could buy Small Business Server at warehouse club and have Small Business Server suite running in their office that same day.

Shortly after first-version shipped, Microsoft realized that most cost-effective way to reach small businesses with Small Business Server was through their reseller channel. And since then, Small Business Server resources have flowed toward channel.

However, even today, you can often find 5-user versions of Microsoft Small Business Server in retail stores.

So point: Microsoft isn’t putting all its Small Business Server "eggs" in one basket, so why should you?!? Which brings us back to points one and two: Small business owners aren’t actively shopping for a Small Business Server. So instead of "selling" Small Business Server per se, you’re much better off selling a small business on YOUR company, BEFORE you sell Microsoft Small Business Server.

The Bottom Line

In this article, we looked at three Small Business Server business tips that every computer consultant, systems integrator and value added reseller needs to be aware when selling Microsoft Small Business Server.

About Author

Joshua Feinberg is a 15-year veteran computer consultant and has appeared in CRN, VARBusiness, Microsoft Direct Access, TechRepublic, American Express OPEN, Entrepreneur, Inc, SCORE, Small Business Computing, and USA Today. To get Joshua’s proven Small Business Server consulting profit strategies, sign-up for free one-hour training seminar at http://www.SmallBusinessServerTips.com

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Small Business or Large Company Computer Consulting Experience

What "size" is your typical consulting client, in terms of number of PCs, employees and annual revenue?

Generalist or Specialist Consulting Company

What industries or vertical markets have you worked with? And in what particular aspects and software applications?

What kinds of products, services, and platforms does your company shy away from? Do you work with any specialty hardware, software or services vendors?

The Bottom Line

In this first of a two-part series of these Computer Consulting 101 hiring tips, we looked at why small business owners and managers find that computer consulting companies are so difficult to hire, as well as four basic issues that you must confront when searching for a new computer consulting vendor. In second installment of this two part series on Computer Consulting 101 hiring tips, we’ll look at how you can get your hands around true costs of using a computer consulting firm, as well as how you can more objectively evaluate computer consulting firm’s suitability for task of servicing your company’s technology needs.

About Author

Joshua Feinberg, co-founder of Computer Consulting 101, is a 15-year veteran of computer consulting and has appeared in CRN, VARBusiness, Microsoft Direct Access, TechRepublic, American Express OPEN Platinum Ventures, Entrepreneur, Inc, SCORE, Small Business Computing, and USA Today. To get Joshua’s proven sales and marketing strategies for growing your profits, sign up now for free training at http://www.computer-consulting-101.com

Copyright MMI-MMV, Computer-Consulting-101.com, All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}