CompUSA Links to Partners

CompUSA, a major U.S. technology retailer, will refer small business customers who need additional support or services to Microsoft partners with the Small Business Specialist certification. The referral system, which could be duplicated with other retailers, will help Microsoft reach small business customers, drive business to Microsoft partners, and boost the struggling CompUSA chain.

The program could be particularly effective in reaching very small businesses, which are far more numerous than midmarket or enterprise customers-Microsoft puts the number at 40 million small businesses worldwide-but are costly to reach and do not generate enough revenue per deal to interest large partners. Small businesses make greater use of retail outlets, such as computer and office supply retailers, to purchase software and services, so the referral program could drive new business to Microsoft partners with minimal marketing effort.

The new CompUSA program lets partners in Microsoft’s Small Business Specialist Community (SBSC) apply to CompUSA stores to become a CompUSA TechPro Business Provider. Each store will determine and accept a fixed number of SBSC partners. The store will then refer customers who want more assistance than the retailer can provide (such as on-site support) to one of its SBSC providers.