Analytics specialist datasolut has turned presales from a cost factor into a measurable growth lever — through structured Microsoft specialization and ADN’s “How to Specialize” program.
Presales is one of the hardest areas to manage in many IT companies: high upfront investment, long decision cycles, and limited predictability. datasolut — a Microsoft partner specializing in analytics, data platforms, and cloud for mid-market enterprises — faced exactly this challenge and chose a structured path forward.
Starting Point: Expertise Without Sufficient Visibility
datasolut GmbH operates at the intersection of technology and organizational strategy. The company helps clients not only implement data technology, but also use it strategically — through analytics, modern data platforms, and cloud infrastructure within the Microsoft environment. Since Microsoft serves as the central platform for many of datasolut’s clients, the direction was clear from early on: the company’s expertise needed to grow and be credibly demonstrated in the market.
A Microsoft specialization seemed like the logical next step. In practice, however, the obstacles became apparent: complex audit requirements, English-language documentation, and detailed process and project evidence — all demanding structure, experience, and significant time. “The first time around, it feels like navigating a maze,” recalls Vinzent Wuttke, Managing Director of datasolut.
A Structured Path to Specialization: ADN’s “How to Specialize” Program
On the recommendation of Thomas Sigmund, Partner Development Manager at Microsoft Germany, datasolut enrolled in ADN’s “How to Specialize” program. The goal was to approach the certification process not through trial and error, but with a clear methodology and an experienced partner.
ADN took on the role of strategic translator — bridging the gap between Microsoft’s requirements and datasolut’s day-to-day operations. Instead of time-consuming independent research, the team worked with prioritized requirement lists, field-tested templates, and clearly defined task packages. Regular reviews and quality checks ensured process confidence throughout the entire audit preparation cycle.
“We didn’t simply advise datasolut — we guided them through the entire process, step by step, following Microsoft’s logic and always focused on the concrete goal,” explains Damian Bieniek, Cloud & Partner Solution Architect at ADN.
The outcome: a first-attempt audit passed with confidence. For Wuttke, the return on investment is straightforward: “When I consider how many internal hours we saved and the level of certainty ‘How to Specialize’ gave us heading into the audit, the math is easy.”
Presales as a Funded Business Model
The specialization opened another strategically important lever for datasolut: access to Microsoft Funding. The company actively uses its certification to offer clients funded workshops, ideation sessions, and initial proof-of-concept projects. What was previously unrecoverable overhead has become a structured entry path into new client engagements.
For clients, the barrier to taking first steps is lower. For datasolut, project engagements start with higher qualification and a better chance of conversion. Presales is no longer purely a cost factor — it has become a predictable component of the company’s growth strategy.
“The specialization signals to our clients that we bring not just technical expertise, but also concrete financial value — and that we can guide them safely through the Microsoft ecosystem,” says Wuttke.
Commercial Positioning Within the Microsoft Ecosystem
Beyond the efficiency gains in presales, the specialization has also shifted datasolut’s market position. The certification increases visibility within the Microsoft partner network, improves co-selling opportunities, and provides verifiable proof of quality for prospective clients. According to the company, approximately 20 client projects already benefit directly from the specialization.
“Partners like datasolut clearly demonstrate how specializations are meant to work: as proof of quality, as a gateway to joint projects, and as the foundation for sustainable growth with Microsoft,” says Sigmund.
Scalability: A Model for Mid-Market IT Service Providers
The datasolut case is not unique, nor the result of exceptional resources. It demonstrates that Microsoft specializations are attainable and economically worthwhile for focused, mid-sized IT companies — when the path is structured and properly supported.
The decisive factor is not company size, but the quality of preparation. With the right program framework, specializations can be integrated into existing business processes rather than treated as isolated certification projects.
“Specializations are not an end in themselves. They deliver value when deployed strategically — and that is precisely what we help our partners do,” emphasizes Bieniek.
About the “How to Specialize” Program by ADN
The program combines an initial scoring assessment, personalized consulting, and two core modules — Cloud Foundation and hands-on project implementation. Its goal is to bring IT partners to audit and certification readiness within a short timeframe. Beyond the certification path, partners benefit from increased visibility in the Microsoft ecosystem, better co-selling options, and additional incentives. More information at: https://page.adn.de/how-to-specialize-in-microsoft-business
Dr. Jakob Jung is Editor-in-Chief of Security Storage and Channel Germany. He has been working in IT journalism for more than 20 years. His career includes Computer Reseller News, Heise Resale, Informationweek, Techtarget (storage and data center) and ChannelBiz. He also freelances for numerous IT publications, including Computerwoche, Channelpartner, IT-Business, Storage-Insider and ZDnet. His main topics are channel, storage, security, data center, ERP and CRM.
Contact via Mail: jakob.jung@security-storage-und-channel-germany.de