Partners who depend on Microsoft field representatives to help close sales or to access Microsoft resources and benefits can often help themselves by knowing the Microsoft employees' incentives.
As explained in two recent Both Sides columns, "What Gaps Does Microsoft Want Partners To Fill?" and "How To Motivate Microsoft To Close Your Opportunities," the Microsoft field tends to be motivated by what's commonly known as the scorecard. More specifically, Microsoft refers to two specific targets -- Revenue-Based Incentives (RBI) and Commitment-Based Incentives (CBI). More
Posted by Scott Bekker on August 18, 2014 at 12:58 PM0 comments
Microsoft this week removed training from the requirements of gold and silver competencies for partners focused on certain Dynamics products.
The move is a major reversal for Microsoft's Dynamics organization, which spent the last few years ratcheting up training and other requirements in a way that strained the resources of smaller Dynamics partner organizations. More
Posted by Scott Bekker on August 14, 2014 at 4:35 PM0 comments
Four months after rebranding itself as an "IT management cloud company," Kaseya acquired a security company that will provide the foundation for a new identity management as a service (IDaaS) offering.
Kaseya on Tuesday announced the acquisition of Scorpion Software, a Chilliwack, British Columbia company that sells password solutions for two-factor authentication, single sign-on and password management. More
Posted by Scott Bekker on August 12, 2014 at 11:41 AM0 comments
The addition of the first three cloud competencies to the Microsoft Partner Network (MPN) on Sept. 29 will come with a twist.
"When a customer achieves the gold competency level, we will provide them with account management. We've never made that commitment before," Gavriella Schuster, general manager of worldwide partner marketing and programs at Microsoft, said in an interview with RCP. More
Posted by Scott Bekker on July 25, 2014 at 10:27 AM0 comments
For the second year, Redmond Channel Partner magazine has teamed with Revenue Rocket Consulting Group to award IT services companies with unique business strategies that are resulting in sustained growth.
Today we're pleased to announce the three winners of our second annual award: Concurrency Inc., a multi-competency Microsoft infrastructure solution provider based in Milwaukee, Wis.; HMB Inc., a business technology services firm in Columbus, Ohio; and PowerObjects, a Microsoft Dynamics CRM specialist based in Minneapolis, Minn. More
Posted by Scott Bekker on July 11, 2014 at 11:09 AM0 comments
Microsoft CEO Satya Nadella says major organizational and engineering changes will be coming to Microsoft over the next month.
"Over the course of July, the Senior Leadership Team and I will share more on the engineering and organization changes we believe are needed," Nadella wrote today in a massive open company memo titled "Starting FY15 -- Bold Ambition & Our Core." More
Posted by Scott Bekker on July 10, 2014 at 12:44 PM0 comments
Microsoft CEO Satya Nadella issued a massive public memo this morning outlining a refined vision for the company he took over five months ago.
The 3,000-plus-word memo, titled "Starting FY15 -- Bold Ambition & Our Core," hones the redefinition of Microsoft started by his predecessor Steve Ballmer, who in an Oct. 9, 2012 letter told shareholders that "we see ourselves -- as a devices and services company." More
Posted by Scott Bekker on July 10, 2014 at 12:45 PM0 comments
A full three months after Microsoft cut support for Windows XP, the operating system remains the second most popular operating system throughout most of the world.
If current trendlines continue, Windows XP will hold the No. 2 position for a few more months and could remain a major presence on the Internet for years, according to Internet browsing data kept by the two leading OS share tracking outfits, StatCounter and Net Applications.
Posted by Scott Bekker on July 07, 2014 at 11:07 AM0 comments
One year after launching a partner program, cloud-based identity and access management specialist Okta on Thursday is rolling out a more mature program for systems integrators and resellers.
Okta, founded by a former Salesforce.com executive in 2011 and backed by Andreessen Horowitz, Greylock Partners, Khosla Ventures and Sequoia Capital, initially developed the Okta Solution Providers (OSP) Program to separate systems integrators and resellers from ISVs. More
Posted by Scott Bekker on June 26, 2014 at 9:17 AM0 comments
This is more of a consumer play than a business one, but these days the two are intimately related. Microsoft on Monday unveiled plans to double the free storage in the OneDrive cloud storage platform, to ratchet the OneDrive storage for consumer versions of Office 365 by 50x, and to drastically cut the price for purchasing additional storage for those who might need it.
By the numbers, OneDrive will come with 15GB of storage, more than double the previous limit of 7GB. The thinking behind the new limit has to do with Microsoft's consumer research. The new limit for Office 365 Home and Office 365 Personal subscriptions, meanwhile, bounces way up to 1TB, from a previous limit of 20GB. Buying additional storage will cost $1.99 for 100GB, a 73 percent price cut, and $3.99 for 200GB, a 65 percent price drop. More
Posted by Scott Bekker on June 23, 2014 at 12:13 PM0 comments
Microsoft unveiled a mega-deal with the county of Los Angeles this week that covers Office 365 seats for 100,000 employees of the most populous county in the United States. Here are some key channel takeaways from this five-year deal worth $72 million.
MCS Out Front: Microsoft Consulting Services (MCS) is a source of controversy for the channel. Partners who represent Microsoft products in the enterprise often come up against MCS in deals and sometimes complain that Microsoft swoops in on projects that its partners could credibly deliver. While there is a partner on this deal, the partner is on the licensing side. MCS will do the deployment. More
Posted by Scott Bekker on June 19, 2014 at 11:36 AM0 comments