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The CEO for a top Microsoft enterprise partner, who did not want to be identified, said Microsoft’s Surface Tablet strategy is another sign that Microsoft does not get the channel.
“Their track record is not one that makes me want to jump in and invest in this," said the CEO. If they are going to make the investment with us then we can talk. But for me to spend my good money to pursue their agenda, I don’t think so.”
The CEO said his company is reevaluating the high level of resources it is dedicating to its relationship with Microsoft.
“We are rethinking our relationship based on the energy that we put in and the results we get out of it,” he said. “Microsoft is an important part of our business because our customers rely on Microsoft software to operate their business. But Microsoft is not engaged strategically with us.”
Microsoft’s software licensing-based partner strategy, which relies heavily on Large Account Resellers (LARs) selling software licenses, is outdated, said the CEO. “The price of poker today is different than it was in the '80s,” he said. “They are doing the same things they did in the '80s, and it no longer works. They have not progressed. And if you don’t progress, you get run over.”
Camera Corner Connecting Point's Chernick said Microsoft is missing out on a big opportunity to grab share in the business market by not working closely with solution providers on the Surface Tablet. He said he gives Microsoft a “five” on a “one to ten scale” for its partnering effort. “They are not the worst and they are not the best,” he said. “Could they engage with us better? You bet.”