I'm going to start with a contentious statement "The Blue Badge is the best scheme in the world for IT partners serving the small business sector". The second thing is that it is not a sales campaign to get people to buy from you. It is a quality assurance and community system.
We have been having a bit of a discussion internally today about the "blue badge" - you know, the SBSC logo. This discussion is a little UK focused as some of the features and benefits are UK focused.
The discussion was triggered by the questioning blog by Tim Long who wants to see the community do more to promote the benefits of the blue badge. We know this can work - in the US some members put together a radio show and those of you who know Harry Brelsford will remember that he played the commercial they did at many of the events. The simple truth that SBSC is a flag for partners to rally around and build communities, not a flag for prospects to rally around. The people in SBSC have something that sets them apart from the pack, but does not completely separate them from it. They need to find and sell to their prospects as they always have done and the blue badge should be one of the tools they have.
However, there is also fair criticism that the blue badge is not plastered over more places to drive awareness. Unfortunately this is not about to change, so while not desirable, we need to move on and see how it can be leveraged with the limited coverage we have (bCentral, Small Business Campaigns, Press Releases around small business, work with RDAs and Business Links) which is still quite good versus not having the badge.
There is something I heard recently at the SBSC Small Business Symposium (yes, one of the benefits of being SBSC) and I think this is key. Gareth from Sytec Systems and Technology Ltd said (I am paraphrasing) “Not all our prospects have heard of "Certified Partner" or "SBSC". It was not important to them. It is our job to make it important to them”. The key here is that we don’t need to tell the world – just the prospect you are trying to win so that when you tell them what it represents they realise that they can’t live without it.
Perhaps it is time for us as a community to work on the meaning of SBSC to the prospects and customers. Here is my 1st stab at it, but please feel free to add more.
- Proven statement of quality of the consultant and their access to Small Business appropriate MS Technologies
- Access to resources within Microsoft to help with Pre and Post Sales
- Opportunity to be case studied and have their business promoted by Microsoft
Together we can improve on the badge, which is probably the best thing that exists in the world for small business partners today (if there is something better, please tell me - I am open to copying)
ttfn
David
Posted
Wed, Feb 21 2007 7:48 PM
by
David Overton