Microsoft plots b2b land grab

Microsoft plots b2b land grab

Microsoft Mobile Devices is aiming to overtake Apple as the UK’s top selling b2b mobile manufacturer, after more than doubling its b2b market share over the past 18 months.

The manufacturer has seen its b2b marketshare in the UK soar from 9% in Q1 2013 to 23% in Q2 this year, according to the latest research from telecoms analyst Canalys. This puts Microsoft Mobile Devices in second place to Apple, with Samsung taking third place in the b2b space.

Microsoft Mobile Devices business sales director Adrian Williams (pictured) is predicting the manufacturer could grab over a quarter of the UK’s b2b market share by 2015.

He said: ‘My ambition is to exceed 25% by the end of the year which would make us a very real contender for the number one spot, ahead of Apple.’

He added: ‘Our growth in the b2b market has been significant over the past two years and now we are part of Microsoft that growth will gather even more momentum. This opens up a whole new partner landscape of mainly IT and systems integrator partners - with over 30,000 Microsoft partners in the UK alone.’

Williams said the manufacturer’s partnership with Tech Data Mobile is aimed at tapping into the IT sector via the distributor’s 13,000 strong IT reseller base: ‘TDM has access to thousands of IT channel partners in the UK and ongoing trading relationships with them and we will leverage that.’

Williams dismissed claims that Microsoft Mobile Devices is looking to ditch Ingram Micro as its IT distribution partner after signing up Tech Data Mobile, insisting that Microsoft Mobile Devices needs both IT distributors to help it grab share in the IT market.

He said: ‘We are pretty happy with our distribution partners. We appointed Tech Data Mobile to drive scale. Not every channel partner has a relationship with Ingram Micro or with Tech Data Mobile. So as much as we would prefer fewer distribution partners we also need a level of breadth. This is all about scale.’

Williams said Microsoft Mobile Devices’ initial strategy with Tech Data Mobile is to target SMEs looking to migrate from Windows Server 2003 and Business Server 2003, as the extended support to those services ends next year.

Williams said: ‘One of the primary propositions for those customers is Office 365 and we already have strong evidence that when customers move to Office 365 an obvious add-on is mobility. So we have a very defined customer base we are looking at with Tech Data Mobile and a defined proposition to take them from a server-based solution to a cloud-based, fully mobilised solution for the entire workforce.

‘This is a pretty compelling proposition for an SME, after maintaining hardware for the past five years, to move to Office 365 which needs no capital expenditure and is hugely scaleable.’


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