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New Signature helps businesses navigate opportunities to improve security and support today’s mobile workforce

“Our customers don’t want to be sold to,” says Reed M. Wiedower, Chief Technology Officer of New Signature, a 2015 Microsoft United States Partner of the Year. “They just want their specific questions answered.” New Signature’s approach is to start by walking a customer through a consultative process to learn what their business challenges are. “They tell us about a problem and we say, ‘That sounds frustrating. Let’s get to the heart of it.’” Only after New Signature understands the larger business challenges behind the specific problems a customer describes do they talk about solutions.

Understanding customer challenges

For example, a customer may say their people face challenges working where they want to—remotely, in the office, or on the road. “This can easily end up in a very fruitful conversation,” Wiedower says, “about how their best workers really want to be able to work on pretty much any type of device and don’t want to be limited to a very specific set of hardware and software.” Businesses come to New Signature understanding that times have changed. They see their competitors carrying tablets and other devices, sending and receiving documents and collaborating on them in real time. “They know they can do these things,” Wiedower explains, “and they come to us wanting to know how.” New Signature prides itself on going above and beyond offering IT solutions to challenges like these. “We’re obsessed with helping drive a positive experience for our customer’s staff,” Wiedower emphasizes. “Historically, that’s been the bugaboo of all types of device management systems and solutions—people hate them. They don’t like having a containerized, weird looking contacts app, or the inability to share a file with someone easily. We provide a really compelling experience that makes the customer’s employees want to adopt the technologies we recommend, rather than forcing something on them in the name of security.”

Painting the “cloud first”picture

When clients tell New Signature that they want to access and update data,wherever they want, from any device and still stay secure, New Signature uses the opportunity to paint a “cloud first” picture for them. “There’s a lot of sticky points when employees go out to a retailer and bring back a shiny piece of hardware only to be told they can’t use it because the in-house system won’t support it, or that it requires some amount of
configuration.” Microsoft competitors do not have a comprehensive answer for securing data and “Bring Your Own Device” hardware, Wiedower explains. “We tell clients that if they use EMS, their devices can be managed and maintained completely in the cloud. Employees can log in with their email address, even using a device they just purchased from a retailer, and immediately get access to their documents and data in a secure fashion.”

When IT people in small businesses feel they still need a domain controller, a file server and a print server, New Signature tells them they can choose that route if they want. But they also explain that if the customer moves to the cloud, they will be more effective and efficient while giving less thought to back-end components than they do today. “This doesn’t mean a customer’s IT person goes away,” Wiedower points out. “It just means they’re not managing a piece of junk sitting in their kitchen pantry. Instead, they’re managing a cloud service. It’s better for them because they won’t have to come in over the weekend if something goes down because the air conditioning unit shut down.”

An easy transition to the cloud

While traditional IT Pros may be hesitant to move to the cloud, Wiedower says that Microsoft makes the transition easy. “If customers are used to Outlook, switching to Office 365 isn’t a big deal,” he says. Customers pretty much know they want Office, he continues. “When they talk to friends in other organizations and learn that five out of eight of them want Office, he continues. “When they talk to friends in other organizations and learn that five out of eight of them are planning to move to Office 365 or have moved, it’s a no-brainer. In the last two years we’ve heard organizations say they tried cheaper solutions because IT forced it down their throats or likes new shiny stuff, but people want to use Word, Excel, PowerPoint and Outlook, so it’s been a pretty consistent path to a Microsoft solution.” Office 365 opens the door for New Signature, but it’s just the initial conversation. “We go on to explain the entire universe of things they can do to be more effective,” says Wiedower. The topic of speed and agility actually opens most doors, but as long as New Signature is adding business value, Wiedower explains, they can establish themselves as a trusted advisor to a client from any entry point. “We’re not here to patch their legacy IT system with technology they read about and found interesting,” Wiedower says. “We want to help them look at the bigger picture. Our goal is to help clients think like a business.”

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