Shavlik To Unveil U.S. Partner Programs
Welcome to the inaugural edition of Redmond Partner Update newsletter,
the online adjunct to the also-new Redmond Channel Partner magazine.
The first issue of the magazine drops in the mail July 1 to Microsoft
Partners across the land. Both vehicles are intended to offer content
that helps Microsoft Partners of all types grow their businesses.
As our tagline says, “Driving Success in the Microsoft Partner
Community” is what we’re all about.
We’re sending this newsletter to you because your profile
tells us you are likely to be interested in what we’ve got
to offer. If we’re right, I encourage you to sign up for both
the magazine and the newsletter here.
Enough with the introductory blather. Let’s get to the meat.
Shavlik To Unveil U.S. Partner Programs
this month will announce the launch of two U.S.-based partner programs.
The first, dubbed Trusted Advisor, will target larger security VARs
with at least $5,000 in Shavlik sales per quarter, while the other,
Trusted Agent, is for smaller partner companies, according to Michael
Thomas, Shavlik’s vice president of sales. Shavlik makes patching
and vulnerability assessment tools, including its flagship HFNetChkPro.
The company has been aligned with an international distributor for
three years, but the new programs are its first domestic channel
effort and will be direct to VARs, with no distributors.
Trusted Advisor is a managed program that enables partners to create
their own matrix of benefits in conjunction with Shavlik. Partners
accrue points for becoming certified in Shavlik technology, meeting
quarterly goals and the like. They can trade those points for benefits
including marketing funds, qualified leads and rebates. The partners
also have access to sales scripts, how-to documents on patch management
and additional materials.
The Trusted Agent program is targeted at consultants and small-to-medium
resellers. It is a self-service program whereby partners can download
software while earning quarterly commissions based on total sales.
The company recently hired Paul Jacobsen away from McAfee to head
up its channel efforts as director of channel programs.
Configuresoft Adds to Partner Program
this week announced it is making its Rapid Security Configuration
Assessment (RSCA) program available through its Channel
Partner Program. RSCA is intended to provide customers with
a security and configuration snapshot, from which the Configuresoft
Partner can assess whether the client’s systems comply with
industry standard best practices, including those from NIST and
Microsoft. The service is provided using Configuresoft’s flagship
Enterprise Configuration Manager tool, which ships with a number
of canned compliance templates.
The addition of RSCA is part of an effort by Configuresoft to increase
channel sales of its products, says Ron Smith, director of product
marketing at Configuresoft. Historically, the 6-year-old company
has relied on direct sales in the U.S. and distributors internationally.
About six months ago, the company hired Jeff Puffenberger as its
director of Global Partnering, with the mandate to increase the
number of domestic partners such that the eventually 25 percent
to 50 percent of sales come through partners. In addition to reselling
Configuresoft products, the company’s partners also have access
to its Center for Policy & Compliance, a four-person group that
creates templates outlining how to properly configure Microsoft
and other systems to comply with various policy and regulatory requirements.
Configuresoft also announced three new members of its Channel Partner
Program: Cymbel Corp., Parabon Solutions, Inc. and SynerComm, Inc.
column was originally published in our weekly
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Microsoft Backs Partners in IP Battle
Microsoft last week announced
it will expand the protection it offers to OEM and ISV partners
by offering to pick up the tab for legal costs associated with lawsuits
and damage claims related to patent claims and intellectual property
(IP) disputes involving Microsoft software. The announcement stems
from some high-profile IP disputes, including a Lucent Technologies
suit against Gateway and Dell for distributing Microsoft software
that Lucent said violated its patents, and a SCO Group lawsuit that
charged Daimler Chrysler with using a version of Linux provided
by IBM that violated SCO patents.
Microsoft’s enhanced indemnification program provides OEMs,
OEM distributors, system builders and ISV royalty partners with
protection against copyright, patent, trade secret and trademark
suits. It also proves that it pays to have a sizeable war chest.
RSS Coming to Longhorn
Microsoft also last week announced
support for RSS in Longhorn that is intended to make it easy for
end users to find and subscribe to RSS feeds and for developers
to incorporate RSS into their applications. In addition, the company
announced a set of extensions to RSS that enable Web sites to publish
lists as RSS feeds.
Nyet to Windows XP N
After much hand-wringing, gnashing of teeth and massive fines levied
by the European Commission, Microsoft is now selling Windows XP
“N” editions—the N meaning no Windows Media Player.
Actually, “trying to sell” would be more accurate, because
it turns out nobody
is much interested in an OS with less—to the extent that
many European retailers aren’t even stocking the N versions.
Windows 2000 Enters New Support Phase
Here’s some ammo you can use to get sluggish customers off
the stick and with the upgrade program. As of June 30, Windows
2000 will transition to Extended Support, meaning customers
will have to pay for most support options, save for security hot
fixes. The change marks the end of the first five-year lifecycle
for Windows 2000 Server and Windows 2000 Professional and the beginning
of the next. Software Assurance customers can still get new non-security
bug fixes, however, as can those signed up for Extended Hotfix Support—two
more opportunities the transition presents for partners.
Tip of the Day
If you’re heading to the Microsoft Worldwide Partner Conference
next week, be sure to take advantage of the Structured
Networking tool that enables you to set up appointments with
Microsoft executives and team members as well as other partners.
“I would so abuse that,” says Marlene Frank, a Microsoft
field partner account manager based in Waltham, Mass. “It
allows you to touch people you’ve had trouble reaching all
year and set up meetings.” The tool, also known as RIO, is
available from the Partner Conference Web site as well as from kiosks
located all around the convention site.
Posted by Paul Desmond on June 29, 2005 at 11:53 AM