Imagine the struggle a large technology company faces in India. You want to cater to the millions of mom and pop stores in the country, but they are happy offline. As companies scramble for ways to bridge the gap, Microsoft may have found something – to get people onto the information highway, it’s hitting the highway itself.
A more focused Microsoft
In the past, Microsoft focused on converting businesses who used counterfeit products into its customers, says Sanchit Vir Gogia, Chief Analyst, Founder and CEO of Greyhound Research.
“Microsoft is moving from compliance selling to service selling,” Gogia says. “They would find businesses that were running counterfeit Microsoft products and say that there will be an audit. That strategy brought in a ton business to the company. But that sort of strategy won’t work forever.”
“Microsoft stands to earn more if its resources are consumed more,” Gogia continues. “It’s a consumption model now. The customers need to see value in your service and continue to stick with you. That’s where Microsoft is going now.”
But Microsoft is fighting one more battle.
“The company’s products and services are often perceived as expensive,” Greyhound’s Gogia says, adding that people also think that Microsoft is a company that only serves large enterprises, and not “mom and pop stores.”
Copyright © 2017 Greyhound Research. All rights reserved. You may share this research note using the options made available. Please don’t copy this research note (complete or parts) and distribute over the web and emails. Connect with us if you need clarifications.
Have a question on this or other technology and innovation topics? Wish to understand what this means for your business? Click here to engage with a Greyhound Analyst.
Like this insight? Sign up for our newsletter to get our latest insights.
Wish to read more such Insights That Inspire? Access scores of other Free, Freemium and Premium Insights from the menu above.
Sanchit Vir Gogia: Sanchit is the Chief Analyst, Founder & CEO of Greyhound Research, a Global Technology & Innovation Research, Advisory & Consulting Firm. To read more about him, click here.
Note for IT Decision Makers – Join Our Exclusive Community! Greyhound Research values your opinion and invites IT Decision Makers and Business Leaders involved in IT projects to join our exclusive, invite-only Greyhound Golden Gate (GQube) Councils. If your project is exclusive and we have your permission, we will write a research note about you and share it with the larger community. Over and beyond, this also gives you access to some of our thought-leading research and analysts. Please write to us on email@example.com and we’ll take it further from there!
Note for IT Vendors, Telecom Operators and Channel Partners – Did you see our Research Agenda? We have organised all of our insights in a way that allows you to better filter and read what works best for you. Please write to us on firstname.lastname@example.org and we’ll gladly share a copy of the research agenda with you.