Microsoft: The Channel Is Ready For Windows Server 2003

"We are as prepared as we have ever been for the Windows Server family itself and have a very, very partner-focused approach to the launch," says Allison Watson, vice president of worldwide partner sales and marketing. Furthermore, she adds, the work the company has done to prepare partners will pay steep benefits for the "successive waves of server applications that are launching on top of [Windows Server 2003] in rapid succession."

Among other things, Microsoft has prepared Partner Guides, Partner Campaign Tool Kits and Project Guides designed to reach 70,000 to 100,000 partners worldwide. In addition, the company is planning to host SMB-focused readiness events, including U.S. Partner Marketing Day, at nearly 900 sites within a year. Microsoft will also host Windows Server 2003 Expert Workshops, which are three-day training events for Gold-level and other top-tier partners, plus Hands-On Windows Server 2003 labs for smaller partners in the field.

In preparing partners for the launch of this product, Microsoft says it took a broad approach while focusing on specific community needs. To that end, the company has developed programs for large-scale partners, medium-scale partners and small-scale partners, as well as ISVs, systems builders and consultants.

"It's the first launch in which we are taking our readiness vision to a broad scale," Watson says.

Some of the work to prepare partners for the launch dates back more than a year. Eighteen months ago, for example, the company kick-started joint development programs (JDPs) for 10 direct partners. Each were asked to identify and work with one or two customers in conjunction with Microsoft's own development teams to help shape the product. That work was followed by a rapid deployment program for 45 partners in the United States. Each chose a handful of customers to deploy early beta versions of the software. Knowledge and experience gleaned from those efforts helped shape the training and readiness courses Microsoft ultimately prepared for the product.

According to Watson, scores of service partners have already moved to prepare their companies for Windows Server 2003. In the past two weeks, they and their colleagues have downloaded more than 7,000 copies of Microsoft's Windows Server 2003 Learning Pack, which targets developers, IT, pros and systems architects, Watson says.

For systems builders, Microsoft has developed both sales and technical training for Windows Server 2003. That includes both online and in-person programs. The programs promise to help systems builders better educate their customers on the business value of the new software, as well as help them better understand the pre-installation requirements of Windows Server 2003.

Microsoft also worked extensively preparing ISVs for Windows Server 2003. Six months ago, for example, it released multiple versions of the product to the ISV community. That helped spur the development of the 220 business applications that are ready today for the new products. Furthermore, Microsoft says an additional 2,500 applications will soon follow those in terms of availability.

More recently, on March 31, Microsoft unveiled a new program called Empower for ISVs looking to become Microsoft Certified Partners. In a nutshell, Microsoft is extending to ISVs willing to develop applications for Windows Server 2003 free benefits, including technical support, internal use licenses, newsgroup support and developer workshops, for a year. In two weeks after its debut, more than 500 companies signed up to join the new program. Furthermore, Microsoft says in the past three weeks 50,000 individuals have visited a site with information on developing applications for Windows Server 2003. In addition, more than 15,000 Online Skills Assessments for Windows Server 2003 have been delivered via the Web since its debut March 29. In all, Microsoft says there are nearly five times as many ISVs ready and engaged for this launch than for previous launches.

From an opportunity standpoint, Microsoft says the market for the new product may be more fertile than some think. After all, there are more than 5 million aging Windows NT Servers in use today that could benefit from the added security, server consolidation, and management features and capabilities that Windows Server 2003 offers.

"It's a great opportunity for partners who may not feel that they've had the 'bump' they need for a while," Watson says.