Partner Success Story
With its Shareflex solutions, Portal Systems not only impresses with a distinct focus on modern workplace solutions, but also proves to be an ideal partner for COSMO CONSULT for providing targeted support to the companies customers in their digital transformation.
COSMO CONSULT is an international IT service provider with a well-developed Modern Work portfolio. The company was looking for a new partner to strategically expand this portfolio. According to Andreas Eckstein, Business Development Manager Modern Workplace at COSMO CONSULT, “the focus was on the increasing importance of Microsoft 365 and the associated shift to the cloud”. This meant finding a reliable partner who could meet the requirements in this area precisely.
One potential partner stood out in particular, thanks to its clear focus on modern workplace solutions, proving to be the ideal ally in providing targeted support to customers during their digital transformation: Portal Systems. “The collaboration started more than six years ago,” recalls Eckstein, “and it complements other COSMO core areas such as CRM, data and analytics, and industry-specific solutions.”
COSMO CONSULT is one of the world’s leading Microsoft partners for business software and digitalisation. Founded in 1996 and headquartered in Berlin, the company has over 1,600 employees across 52 locations in 20 countries, including 16 in Germany, making it the largest owner-managed Microsoft partner worldwide. Being the market leader in German-speaking countries, COSMO CONSULT develops industry-specific solutions based on Microsoft technologies. Its portfolio includes ERP, CRM, Data & Analytics, Business Intelligence (BI), Modern Workplace, Human Resources (HR), Cloud and Digital Services. The company uses AI and automation to optimise business processes and provides strategic support to companies in areas such as change management and customer strategy. Its customers are small, medium-sized and large companies in numerous industrial and service sectors.
Contact with Portal Systems came about rather by chance, but quickly developed into a strategically important relationship. “An initial meeting with Portal Systems executives at the COSMO office in Dresden convinced us that they had a clear vision for moving their solutions entirely to the cloud,” says Andreas Eckstein. That is, the Shareflex solutions offered were based on SharePoint Online and Microsoft 365.
“This product strategy was a decisive factor for COSMO CONSULT, as has been confirmed in retrospect: Today, the entire Portal Systems portfolio consists of modern SaaS solutions, including contract, quality and document management solutions, as well as digital incoming invoice processing.” In addition to the focus on content, however, a second factor was also decisive: the interpersonal aspect. Eckstein highlights, “The positive initial contact evolved into a close, trusting and friendly partnership characterised by fast, competent support.”
Andreas Eckstein explains that, from the outset, the goal of the partnership with Portal Systems was not only to open up new business areas and generate new business, “but also to offer existing ERP customers additional value through cross-selling and upselling professional solutions.”
COSMO CONSULT approached the partnership with clear expectations. “Initially, the focus was on technological innovation,” says Andreas Eckstein, “because we wanted a partner who could offer forward-looking, cloud-based solutions — a requirement that Portal Systems fulfilled right from the start.” However, professional cooperation was also important. Eckstein describes these expectations as follows: “We wanted fast and competent support in day-to-day project work, especially in the customer context.” In addition, chemistry was a key criterion: “A partnership should also be personally harmonious, characterised by trust and respect.”
This impression was reinforced during day-to-day cooperation: Communication was smooth, pragmatic and collegial — an aspect that, according to Andreas Eckstein, is ‘simply fun’ and at the heart of the partnership. After the partnership began, COSMO CONSULT pursued a dual strategy: While business with existing customers continued as usual with on-premises solutions, the entire Portal Systems portfolio was built up in parallel, with employees receiving intensive training in the new cloud applications. “Portal Systems’ clear cloud-first approach fits perfectly with our own strategy, meaning that new customer projects are consistently integrated into the Microsoft cloud,” says Andreas Eckstein.
“This close, partnership-based collaboration has developed into sustainable, equal-footing cooperation that benefits both sides continuously.”
A regular exchange has been established in day-to-day business. Monthly content update calls with Portal Systems ensure the transfer of technical expertise, and sales coordination meetings take place two to three times a month. “These are especially important when it comes to special conditions or competitive offers in the customer context,” says Eckstein. This has enabled COSMO CONSULT to drive forward the cloud rollout for existing and new customers and ensure fast, pragmatic support from the Portal Systems team.
Andreas Eckstein describes the partnership with Portal Systems as “extremely close, collegial and cooperative – an exchange between equals, characterised by regular communication and mutual support.” Contact is not rigidly scheduled, but rather topic- and needs-oriented, whether in sales, support or project-related matters. Portal Systems also occasionally approaches COSMO CONSULT with specific requests. “A sign of mutual appreciation and cooperation,” says Andreas Eckstein.
Since the partnership began, many processes have been professionalised and consolidated: “Portal Systems’ products, especially Shareflex, have become an integral part of the COSMO portfolio, both strategically and operationally,” explains Eckstein. Integration into the sales process is firmly established, with employees having been trained and technical implementation now being handled independently. At the same time, with its own cloud-first approach, the COSMO CONSULT Group is also becoming increasingly integrated with the Portal Systems portfolio, both culturally and technologically.
Within the partnership, the partner company takes on the entire value chain, including the following areas:
According to Andreas Eckstein, the partnership between COSMO and Portal Systems was established in a ‘very straightforward, pragmatic and swift’ manner. After a personal meeting, a draft contract was presented and finalised within around two months. “The process,” says Eckstein, “was characterised by mutual trust and openness – no lengthy negotiations, just a cooperative exchange.”
So, what is the main benefit of the partnership? “The strategic expansion of our portfolio through Shareflex,” states Andreas Eckstein, explaining: “With Shareflex, Portal Systems provides specialised solutions – for example in the areas of contract management and quality management – that are not available as standard from Microsoft and that COSMO CONSULT did not want to develop on its own.”
This enables COSMO to offer its customers value-added solutions without having to invest in development resources itself. “Another advantage is the continuous product development on the part of Portal Systems,” he adds, “which means that COSMO benefits from a modern, marketable solution without having to bear the costs itself, but still has a reliable offering in its portfolio.”
Are you interested in a cooperation, solution or technology partnership? Are you looking for a DMS/ECM solution that perfectly complements your portfolio as an ERP system provider (e.g. in the Microsoft Dynamics 365 BC environment)? Or do you have an idea for a new business application or industry solution based on Shareflex?
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The partnership with Portal Systems was very well received by the entire COSMO team, mainly because “employees were actively involved in the decision-making process from the outset.” Andreas Eckstein explains that the core team was present during the initial discussions and product presentations with Portal Systems, so they could form their own opinion. “This created a high level of identification and commitment among employees right from the start, so it wasn’t a top-down decision, but a joint, transparent process.”
The partnership was also recognised within the COSMO CONSULT Group as a useful addition to the portfolio, particularly where existing ERP or CRM systems were unable to offer suitable solutions (e.g. contract management). “This was particularly well received in the sales units of other departments, as it enabled them to meet customer requirements directly and internally, without involving additional external partners,” says Eckstein. The team supported the introduction of the partnership constructively, as they perceived it to be practical, solution-oriented and sales-promoting.
Portal Systems’ preparation for the partnership was well-organised and highly supportive. Andreas Eckstein explicitly refers to ‘excellent onboarding consisting of several modules’:
Andreas Eckstein considers the partnership with Portal Systems to be consistently positive. The collaboration has proven beneficial at both the customer and employee levels. “The projects implemented with Shareflex are running successfully, which is reflected in high customer satisfaction,” he summarises. “At the same time, employees benefit from the reliable and cooperative support provided by Portal Systems, especially in project situations where expertise or technical support is needed quickly.” This has further strengthened confidence in the Shareflex solution.
Another advantage is that COSMO CONSULT also uses Shareflex internally. This demonstrates that the solution is valued and used within the company, not just marketed. However, the strategic addition to its own portfolio mentioned above is particularly important for COSMO: “Thanks to the partnership with Portal Systems, COSMO can now offer modern solutions that are fully integrated into Microsoft 365. For example, we can now provide contract management solutions, which neither ERP systems nor existing CRM solutions offer in sufficient depth.” Rather than developing its own solution, COSMO benefits from an experienced partner with a market-ready product that is continuously being further developed.
Andreas Eckstein sums up by saying that COSMO feels highly valued as a Portal Systems partner. He emphasises that Portal Systems regularly organises events such as the annual Partner Dialogue, “which promote exchange and show appreciation.” From the outset of the partnership, Cosmo has been represented alongside Portal Systems at industry events, which is another indication of the close cooperation and genuine collaboration between the two companies.
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COSMO CONSULT is a company that puts people first, and Eckstein sees the same commitment in its collaboration with Portal Systems. “It’s a partnership based on mutual appreciation — not just lip service, but a living practice.”
Patrick Carl
Chief Sales Officer
Email: info[at]portalsystems.de
