Microsoft Execs Back Pledge To Channel

An 11-year Microsoft sales and marketing veteran, Watson is working with her predecessor, Rosa Garcia, on a transition slated to be final on Aug. 1. Garcia, a native of Madrid, Spain, will become general manager of Microsoft's subsidiary in Spain.

"Our channel is the link to our customer base, regardless of the [type of customer," Watson said. "The expectations and the degree of channel sophistication are higher than ever before."

Watson cited two areas of opportunity for solution providers: knowledge worker productivity and organizational productivity. The latter is the more traditional way of connecting business partners, she said.

Solution providers applaud the appointment of Watson, a seasoned executive who they say excelled during a stint as general manager of Microsoft's mid-Atlantic district.

"During her tenure in charge, she did a great job of including the partners in her strategies," said Ed Bell, director of the Microsoft Business Unit at Gedas USA, a systems integrator in Troy, Mich.

"I think she really understands the delicate relationship between Microsoft and their partners. On the one hand, we are critical to their success. On the other hand, we can sometimes be a difficult bunch to work with since we all have our own agendas, which don't always revolve around Microsoft. Allison seems to understand that."

Microsoft named Day general manager of the U.S. partner business group, which had been led by Paul Bazley, who handled Microsoft Certified Partners and service partners, and Bob Clough, who headed up the broad-based channel in the SMB group.

Garcia said Watson will coordinate, develop and manage worldwide partnering programs while Day will implement these policies and co-engagement opportunities with partners. While her tenure was short, Garcia was popular among Microsoft's solution provider base.

"Microsoft understands that [partners are the trusted adviser, not us," Garcia said. "You'll see Microsoft be more respectful with the partner ecosystem as a whole. You'll see Microsoft creating different messages within the partnering arena."