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Subject: partner program changes 2009
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lshepherdUser is Offline

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04/02/2009 11:26 AM  
anyone hear about the partner program changes for July?



MICROSOFT: BIGGER VARS ARE BETTER.
Microsoft can fairly say that’s not exactly how the message was phrased. But it’s a fair representation of the company’s intent as it readies a new VAR program for a July rollout. Jeff Edwards, director of channel strategy, said at this month’s Convergence user conference that resellers with staff of more than 50 will get more rewards such as marketing dollars. The idea is to give money “to people driving demand and less to the people filling orders.” Edwards said Microsoft wants companies that employ 20 to 30 people to get bigger and placed some award-winning organizations in that category. It reminds me of a publisher who discussed a typical sales force management strategy: Spend 80 percent of your time with the top 20 percent of the sales people. Reportedly at a private meeting with resellers, channel leader Doug Kennedy looked at a panel that was comprised by Sikich, Hitachi Consulting and Avenade and indicated these are among the kinds of VARs who are viewed as generating demand. Microsoft will also rename its Gold partner program, since it handed that out so freely it was “somewhat degraded,” Edwards said.
from Consulting Insights Newsletter for March 20, 2009
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