Ben Gower

“The traditional sales philosophy focuses on getting prospects to say ‘yes’ and avoiding anything that might result in a ‘no’ or a negative response. With the cloud, we found you need to take the opposite approach and actually look for the ‘no’.”

Ben Gower, CEO

Perspicuity is a multi-award winning Microsoft technology deployment partner specializing in Office 365 migrations, Sharepoint, and Azure. The company provides simple-to-consume, clearly communicated IT services, enabling its customers to get the most from their Microsoft technologies. Perspicuity is so successful in its Microsoft practice that it launched a partner program to assist IT firms in their cloud transformations.

Industry
Information Technology and Services
Headquarters
London, United Kingdom
Employees
11-50

Challenge

Perspicuity is the U.K.'s No. 1 Office 365 reseller, but achieving that success required shaking up the status quo and taking an entirely new approach to the sales process.

Solution

Using solutions available from Ingram Micro Cloud, Perspicuity is able to smoothly and efficiently migrate clients to Microsoft Office 365. By automating the technical part of the process, the company is able to focus on ensuring its customers have a positive experience and achieve the desired results.

Results

  • 45% year-over-year revenue growth, with 30% profit margin
  • Leveraging cloud tools allows company to focus on customer experience
  • Continuing to grow its sales force
  • Focus on niche cloud market leads to reputation as experts in the area