Perifel Creates 360-Degree Model for Success

Mexico-based Perifel began as a systems integrator serving small and midsize businesses. When customers demanded more comprehensive solutions, Perifel built the Office Sweet Office 360˚ portfolio, which builds on the theme of making offices more comfortable by integrating familiar, effective technologies into the work environment. Perifel braids Microsoft platforms and software into its own solutions, which span infrastructure optimization, hardware configuration, and software design and implementation.

Perifel’s “360˚ vision” uses Partner Program resources, like the Microsoft Infrastructure Optimization (IO) and Business Productivity Optimization models, to assess customer needs and map solutions. The company also crafted localized “solution-selling kits” with materials from the Partner Marketing Center. Then it realized it could save more time and money by using prebuilt, scenario-based Demo Showcase 2008 resources that align to Perifel’s solution areas, such as business productivity. Together, the IO models, campaign materials, and demos cut Perifel’s sales cycle in half and boosted revenues by 20 percent.

To further shorten sales cycles and provide more relevant customer experiences, Perifel will now take its show on the road. Its MoviLab, a portable server loaded with Perifel solutions running Demo Showcase scenarios, can be dropped off at a customer location for as long as a week. Technical and business decision makers can experiment with the solution—live, with their own data. Says Chief Marketing Officer Mario Moreno, “We expect this approach to drive a 30-percent revenue increase for the coming fiscal year.”