Watson: Agent Plan No Threat

In an interview with CRN, Microsoft Vice President of Worldwide Partner Sales and Marketing Allison Watson said the program gives solution providers an incentive to drive more licensing business to SMB customers that prefer a three-year annuity option over traditional Open Licenses, which require up-front payments.

Under Open Value, Microsoft will pay technology influencers commissions of 8 percent to 11 percent for driving deals, while traditional direct-marketing resellers can continue selling Open Licenses, Watson said.

Ingram Micro and Hewlett-Packard have been designated Authorized License Providers and will handle billing under the program, Watson said. Tech Data Chairman and CEO Steve Raymund said the distributor will be authorized by next spring.

Meanwhile, Microsoft is getting positive feedback from partners for working to increase services co-engagement and leads, Watson said.

Microsoft has hired 85 percent of the 330 account managers, technical specialists and development managers it promised to add, she said.

Certified partners said they have seen more services business in 2002 as a result of the refined approach.

"We are definitely seeing Microsoft being more proactive in terms of marketing development funds this year within their programs and in the minds of the partner managers," said Reginald Howatson, president of the International Association of Microsoft Certified Partners and vice president of business development at JBM Logic, Longueuil, Quebec.