M3P Plays a significant role in the history of Hardwarewartung.com, even if you’ve never noticed it yourself. I would like to tell this story.
When setting up our partner management system, we wanted to rely heavily on regional IT service providers and system houses. In our eyes, they were the perfect multiplier for our maintenance services. So we started to address this target group on different channels and to win them over. The result was catastrophic.
We had found 20 small system houses on the Internet which seemed to fit perfectly to our Buyer Persona. They were all very small, had no significant vendor partnerships like HP Gold Partner, and were obviously successful with their business model. Our assumption was that these customers or future partners would snatch our maintenance services from our hands and then resell them with high margins to their end customers. They themselves would not have any work to do in the event of malfunctions. But far from it. Most of these IT service providers saw us as a threat. They neither bought warranty extensions from the manufacturer or from other specialists. These small enterprises lived from exactly these failures. They charged their customers for on-site repairs at hourly rates, which is incredibly expensive compared to our maintenance contracts.
We wanted to give up
With this realization this target group had died. But then I met Clemens Fürtbauer, Managing Director of M3P Systemhaus, at the IT entrepreneur breakfast in Vienna. In a relaxed atmosphere, everyone can chat about their problems and challenges as an IT entrepreneur and get good tips and experience on how others have already mastered them. After breakfast Clemens invited me to a meeting at his company and wanted to know more about Hardwarewartung.com. M3P showed exactly the enthusiasm for our services that we would have expected from the other twenty system houses. But what was different about them?