Microsoft's first-half share grew when examining the value of deals closed by the company's channel partners. The numbers tell the tale: Microsoft partners closed 54.6 percent of all SMB collaboration software dollars through the channel--nearly twice that of second-place IBM.
Microsoft also edged out IBM with its $46,900 average transaction size.
"In any [deal] that's a competitive situation, Microsoft won't lose," said Ronnie Parisella, CTO of Primary Support, a New York-based solution provider for whom Exchange accounts for as much as 15 percent to 20 percent of sales. The developer offers discounts and whatever other incentives it takes to close a sale, he said. Also helpful is Microsoft's open-value licensing plans that provide customers with upgrade protection for three years. "That's a huge benefit right there that helps us close deals," Parisella said.
