Microsoft keeps on adding to its roster of partners carrying the gold competencies and silver competencies the company created with the Microsoft Partner Network.
At the Worldwide Partner Conference last week, Jon Roskill put the numbers at more than 10,000 gold competency partners and more than 25,000 silver competency partners.
Those figures represent about a 25 percent jump for each competency level from when RCP talked to Roskill at the one-year anniversary of the MPN on Oct. 31, 2011. At that time, he said there were about 8,000 unique partners with gold competencies and 18,500 unique partners with at least one silver competency.
Roskill, the corporate vice president of the Microsoft Worldwide Partner Group, said last week that over the 18-month process of transitioning from the Microsoft Partner Program to the MPN, "We've built out the MPN competencies."
UPDATE:
In a value keynote that I missed last week but caught online today, Julie Bennani, general manager of the Microsoft Partner Network, provided more context around the size of the MPN.
Since the official launch of the MPN in November 2010, Bennani said, "Partners have qualified more than 11,300 gold practices worldwide and 35,100 silver practices worldwide." Doing some back-of-the-envelope math combining Bennani's numbers with Roskill's shows that partners who have gotten at least one silver competency have roughly 1.4 on average and partners with at least one gold competency have 1.1 on average. Bennani also said that 35,000 partners have subscribed to Cloud Essentials so far.
Microsoft frequently talks about having anywhere from 600,000 to 645,000 partners worldwide, but as the shepherd of the MPN, Bennani has a deeper view of the number of partners that are actually signed up at Microsoft's different program levels. "Our commercial partner ecosystem, who are engaged in the Microsoft Partner Network actively, is over 430,000 unique organizations," Bennani told her WPC session audience last week.
When the MPN launched a year-and-a-half ago, there was a fair amount of pushback among partners. There was a lot of noise about partners dropping out. However, that figure for enrolled partners is roughly in line with the number of partners that enrolled in the MPN's predecessor, the Microsoft Partner Program, over the last seven or eight years. By the official MPN count, at least, partners are staying with Microsoft.
Get more news and analysis from WPC 2012 here.
Posted by Scott Bekker on July 17, 20121 comments
One of the most important things for partners to figure out at the start of a Microsoft fiscal year is what Microsoft is doing in the field.
Last week at the Microsoft Worldwide Partner Conference, Microsoft dropped lots of bread crumbs about how Microsoft's partner-facing sales force will be compensated and about changes to the structure of the field organization that partners encounter.
Most of the details came during Jon Roskill's WPC keynote in Toronto last week. Roskill noted that many savvy partners ask him about field compensation: "What I can tell you is we are introducing a new cloud revenue hurdle. So, our field is not going to get into accelerators, our field is not going to make the big bucks, until they hit the cloud revenue number, too."
Structurally, Roskill discussed four main changes to the organization of local field offices worldwide.
- Partner Account Managers are getting training on higher-level business discussions. "You've been asking us and saying, 'I'm having good business development discussions, but I want to take those to the next level. I want to grow my business, and I need some help.' So, we've been up-skilling our PAMs so that our PAMs are able to have those business development discussions with you."
- Partner Technology Advisors are being given incentives to help partners add new practices to existing businesses. "We've taken the hundreds of PTAs that are out in the field and we focused them in on building practices with you and expanding the practices that you've got going into FY13."
- Microsoft is adding hundreds of new telesales reps to drive sales pipeline with partners.
- More than 100 telesales specialists are being added to help close partner deals in FY13.
Roskill also reported a 5 percent increase in the massive incentives budget that Microsoft has to spend on partners for FY13. The new total will be $4.2 billion. "We're focusing that extra $200 million in on -- guess what? -- cloud incentives and solution incentives," Roskill said.
In another session, Julie Bennani, general manager of the Microsoft Partner Network, reminded partners that there were announcements at the last WPC that the way solution incentives would be aligned with the MPN competencies would change in 2013.
"We are moving our incentive strategy away from being purely focused on transacting a license," Bennani said.
However, partners are getting a little more time for the latest competency requirements to kick in -- they'll take effect in calendar 2013 as opposed to Microsoft's FY13, which started this month.
In a blog entry from WPC, Ross Brown, vice president of Partner Strategy in Microsoft's Worldwide Partner Group, laid out exactly which MPN competencies will be required for each solution incentive on Jan. 1, 2013. (See table.)
"If you want to continue to grow your Solution Incentives participation after January 1, 2013, please take careful note of the requirements below, and make sure your company is eligible before the next calendar year begins," Brown wrote.
MPN Gold Competency Requirements -- Effective Jan. 1, 2013
(All MPN competency requirements are gold unless
otherwise noted.) |
Management and Virtualization Incentives | Application Platform Incentives | Windows Enterprise Incentives | Lync Incentives |
• Management & Virtualization
• Identity & Security
• Server Platform | • Data Platform
• Business Intelligence
• CRM
• ERP
• ISV/Software
• Portals & Collaboration | • Management & Virtualization
• Desktop | • Communications (Gold or Silver) |
Competencies only eligible through Dec. 31, 2012: • Data Platform
• Business Intelligence
• Application Integration | Competencies only eligible through Dec. 31, 2012: • Application Integration
• Identity & Security
• Server Platform
• Management & Virtualization | Competencies only eligible through Dec. 31, 2012: • Identity & Security
• Server Platform | |
Posted by Scott Bekker on July 17, 20120 comments
If you noticed the April-May-June quarter seemed slow for PC sales, the numbers now back you up.
IDC released figures this week showing that the worldwide PC market stalled in the second quarter. Shipments fell 0.1 percent globally compared to the year-ago quarter and dropped a whopping 10.6 percent in the United States.
IDC had expected a slowdown but nothing this bad. Back in May, the firm projected that for the quarter, global growth would be 2.1 percent, with a 4.4 percent drop in the United States.
The problem appears to be a combination of factors ranging from economic uncertainties all over the world to market saturation to a tendency to delay purchases until Q4 when the potentially disruptive Windows 8 and its initial set of systems is released. IDC didn't say it, but Apple iPad purchases have to be part of that equation, too.
In the channel, the problems are manifesting as disappointing sell-out of distribution channels during the first quarter, making the channels wary of building inventory now.
Hearing an official release timetable for Windows 8 this week may help, but not in time to avoid a rough third quarter, too.
"We don't expect PCs using Windows 8 to boost growth significantly until the fourth quarter, which leads to a conservative outlook for the third quarter," said David Daoud, research director, Personal Computing at IDC, in a statement.
The numbers shed new light on why Microsoft, which has an exceptionally good lens on the global PC market, this week at WPC announced such an aggressive upgrade offer ($14.99 to upgrade to Windows 8 Pro when it ships for customers buying Windows 7 PCs now).
Posted by Scott Bekker on July 12, 20121 comments
In advance of the Microsoft Worldwide Partner Conference this week, Microsoft worked with IDC to research and produce a graphic detailing what the benefits of the Microsoft Partner Network are worth to a partner.
The baseline partner they used was a 50-person organization with $5 million to $10 million in revenues and two to five competencies. The conclusion was the MPN core benefits were worth $320,000.
I haven't seen the study by Mira Perry and Steve White at IDC, called "The Business Value of the Microsoft Partner Network Core Benefits." But Microsoft posted the chart in a blog entry Wednesday.
The chart attaches specific values to several areas:
- Internal Use Software = $125,000
- MSDN Subscriptions = $83,000
- Partner Learning Center = $37,500
- Partner Marketing Center = $11,000
- Technical Presales and Advisory Services Support = $6,000
Those add up to about $262,500. Presumably the rest of the $320,000 value estimate comes from less quantifiable benefits also listed in the graphic, such as Partner Account Managers, the Pinpoint directory, incentives that Microsoft says will total $4.2 billion in FY'13 and the Demo Showcase.
[Click on image for larger view.]
|
Will every partner in that size band get $320,000 in value if they use all the benefits? No, but as we've repeatedly argued since we first started Redmond Channel Partner in 2005, the benefits are certainly substantial enough to be worth a detailed look. Very few Microsoft partners are so large that $100,000 or more in value wouldn't materially affect the bottom line.
The MPN is like anything else. Bring a cynical attitude into it, and you're guaranteed not to derive any benefits. Drink the Kool Aid a little too much and you can wind up focusing on Microsoft priorities to the detriment of your own. But as with Goldilocks and the Three Bears, use it just right and MPN can be a money saver and a real accelerator for your business.
More from WPC 2012:
Posted by Scott Bekker on July 12, 20120 comments
As the Microsoft Worldwide Partner Conference winds down, let's focus on what's really important to attendees of any conference: Who had the best swag on the show floor?
In my limited time in the WPC Solutions Center, I came across the "Got Servers?" shirts from Cisco, the folding frisbees from Tech Data, cigars from The Rand Group LLC and pens galore. What other freebies were out there? Submit your nominations for the first ever "RCP Best Swag of WPC" award to [email protected] by Wednesday, July 18. Attach a photo of the swag if you can.
In case you're worried about fairness, let me set the record straight. This contest will be entirely based on the subjective opinion of your editor. All decisions final. The judge will accept bribes of leftover swag by mail. Knowledge of said mailings may influence decisions. Winners to be announced Monday, July 23.
In the meantime, if you missed the show, check out RCP's WPC Expo Hall Guide, which has extensive interviews from executives of more than 20 exhibiting companies.
More from WPC 2012:
Posted by Scott Bekker on July 12, 20122 comments
Scott was on hand to live-Tweet Wednesday's WPC keynote, which was basically a Kevin Turner pep rally. Check out the highlights below, and don't forget to follow Scott at @scottbekker and check out our WPC page here for all the latest WPC news.
More from WPC 2012:
Posted by Scott Bekker on July 11, 20120 comments
Microsoft unveiled a new logo for the Microsoft Partner Network this week at its Worldwide Partner Conference in Toronto.
The main difference is that the logo mostly uses the new typeface for Metro that Microsoft is standardizing on more and more in its user interfaces and communications.
 |
| The new MPN logo. |
In a blog entry announcing the logo, Karl Noakes, general manager, PS&P, Worldwide Partner Group, explained the Metro choice. "It's typography-driven, and its clarity is striking. That clarity serves a purpose: to capture attention -- and business. This logo will lead the eye directly to the message: that you're a Microsoft partner. And they'll implicitly understand all that goes with that: the trusted network, the ongoing support, and the best technology."
Noakes said to look for visual consistency across Microsoft's other partner logos, including Cloud Accelerate.
In a comment on Noakes' blog, one partner noted that he liked the modified logo but called it a pity that his company had incorporated the former logo into 100 percent of its communications.
That's certainly a concern for loyal partners who have committed to the branding, and it would be a huge mistake for Microsoft to slap the hands of those partners who invested in the current MPN branding and need to use it for the next few years.
But partner adoption of the original MPN logo has been underwhelming. A few months ago, we reviewed the homepages of some of Microsoft's most engaged partners, the U.S. National Systems Integrators. Nearly a third were still using old logos and many weren't using Microsoft branding at all.
If the new logo is easier to use and incorporate, as Noakes argues in his post, that's a good thing. With the product buzz Microsoft is generating this year, Microsoft branding could again be one of a partner's most powerful marketing tools.
More from WPC 2012:
Posted by Scott Bekker on July 10, 20120 comments
Tuesday's Day 2 keynote was full of announcements, and Scott was there to live-Tweet them all. Follow him at @scottbekker, and check out our WPC page here for the latest news from Toronto.
More from WPC 2012:
Posted by Scott Bekker on July 10, 20120 comments
Scott live-Tweeted his way through Monday's WPC 2012 keynote, which featured major Windows 8 and Office 365 news. Follow him at @scottbekker, and keep updated on all WPC-related news on our WPC page here.
More from WPC 2012:
Posted by Scott Bekker on July 09, 20120 comments
The Microsoft Worldwide Partner Conference starts next week in Toronto -- marking the first time in many years that the global gathering is being held outside the United States (though not far outside).
Having recently completed an extensive, worldwide search of the Microsoft Pinpoint directory of partners for our "most competent" partners list, we thought it might be a good time to show where in the world Microsoft's partners are.
What follows are the 25 countries with the most company listings in the Microsoft Pinpoint directory. Data was captured on May 18.
| Country | Number of Companies |
|---|
| United States | 26,195 | | United Kingdom | 5,670 | | France | 4,405 | | Germany | 4,112 | | India | 3,203 | | Japan | 3,029 | | Netherlands | 2,860 | | Italy | 2,852 | | Canada | 2,651 | | Russia | 2,640 | | Brazil | 2,194 | | Australia | 2,027 | | Spain | 1,982 | | South Africa | 1,590 | | New Zealand | 1,533 | | Switzerland | 1,496 | | Singapore | 1,458 | | Malaysia | 1,440 | | Austria | 1,276 | | Mexico | 1,204 | | Denmark | 1,152 | | Sweden | 1,112 | | Ireland | 1,096 | | Poland | 918 | | Argentina | 915 |
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See Also:
Posted by Scott Bekker on July 05, 20120 comments
Microsoft, justifiably, will dominate the news at its Worldwide Partner Conference next week in Toronto. Look for product, program and momentum announcements aplenty on our WPC page here. But many of the companies in the Microsoft ecosystem will be vying for Microsoft partners' attention with news of their own.
A lot of them have rented booths on the WPC show floor, and RCP is here to help partners, both those at the show and those monitoring the show from afar. Vendors looking to make a splash at WPC have filled out detailed e-mail interviews with RCP about what value they're offering to partners this year, and what they're emphasizing at the show. Yes, we even get into the swag.
Already, we've got entries from Aastra, Brainware, Cisco, Citrix, Intermedia, Laserfiche, Mimecast, Parallels, proRM, Sitecore, SMART Technologies, StorageCraft, Telerik, Trend Micro, UniPrint, Veeam Software, WatServ and X2O. We've got plenty more to come.
Visit the Expo Hall Guide here.
Have a booth at WPC and want to be included in this guide? Download RCP's questionnaire here and return it to Scott Bekker ([email protected]) or Gladys Rama ([email protected]).
Posted by Scott Bekker on July 05, 20120 comments
To help RCP readers get ready for the Microsoft Worldwide Partner Conference, we ran a special Marching Orders feature with top tips for getting the most out of the conference. The authors of the article were five of the Microsoft channel's top consultants for improving your partner business.
That group, the Alliance for Channel Success, which includes RCP columnists Ken Thoreson and Howard Cohen, will participate in several sessions at WPC next week in Toronto. In addition to the interesting Microsoft sessions that we've already pointed out from a product and business direction standpoint, the Alliance sessions below will also be good sessions to consider for your personal planner:
50 Marketing Tips in 50 Minutes
Eric Rabinowitz, Christine Bongard, Howard Cohen, Erik Frantzen, Jeff Hilton and Ken Thoreson
BL12P -- Monday, July 9 from 4:30-5:30 p.m.
Client Relationship Management for the Technology Professional
Howard Cohen
BL20i -- Tuesday, July 10 from 3:30-4:30 p.m.
Round Table Live! Solved-WPC Partners' Most Pressing Marketing Issues
Eric Rabinowitz, Christine Bongard, Howard Cohen, Erik Frantzen, Jeff Hilton and Ken Thoreson
BL31P -- Wednesday, July 11 from 2-3 p.m.
Taking Advantage of a Recovering Economy: Understanding the Role of Leadership and Sales Management
Ken Thoreson
BL36 -- Wednesday, July 11 from 3:30-4:30 p.m.
Lead, Motivate: How to Protect Your Organization from Fatigue
Ken Thoreson
BL41 -- Wednesday, July 11 from 5-6 p.m.
Marketing Cloud
Howard Cohen
US04 -- Thursday, July 12 from 1:30-2:30 p.m.
Attendees can also sign up for a free service from the Alliance consultants for each session they attend. Check the sessions out if you can. These are good people to know.
Posted by Scott Bekker on July 03, 20120 comments