Aiming to arm its partners with additional tools to expand their
businesses, Microsoft Thursday introduced a new
Microsoft Partner Program at its inaugural Microsoft Worldwide Partner
Conference in New Orleans.
The software titan said it built the program from a “partner’s point of
view.” It began developing the program in August 2002, the first
“comprehensive new direction” for Microsoft’s partner programs since it
launched the Solution Provider program in 1993.
“As we announce this new program today, every decision we’ve made has been
critically measured against what we heard from our partners and customers,”
said Allison Watson, vice president of the Worldwide Partner Group at
Microsoft. “Our goal is to bring true innovation in partnering to
complement Microsoft’s technical and marketing innovation, enabling
partners to capitalize on new opportunities and bring real business value
to customers. We will do this by building the best-in-class industry
partner program, one that facilitates strong relationships and generates
results for our partners.”
Microsoft said it looked to more than 50 global focus groups, surveys,
collaboration with every Microsoft business group, and thousands of
individual discussions with partners to build the new program, which it
plans to launch in January 2004. The company said the program will deliver
increased benefits and value to industry partners over the next 18 months.
The new program will tailor benefits to partners’ specific needs, by
measuring skills, customer satisfaction, and influence in addition to sales
volume and technical certifications. Based on the needs, Microsoft will
provide help with business development, communications and marketing, and
increased product support and training. In addition, the company said the
program will be simpler for partners to work by providing a centralized way
to engage Microsoft and access the tools and resources needed.
Microsoft said the plan also provides a significant benefit to customers
because the plan breaks partners’ abilities down into 11 specialization
areas. This, the company said, will allow customers to more easily choose
the industry partner suited to their needs.
“The new program really hits on key business drivers,” said Andy Vabulas,
CEO of I.B.I.S., a solutions provider based in Norcross, Ga. “It aligns
ours skills and ability to be successful with clients in a way that
Microsoft and the market recognize. And, by streamlining different
programs, Microsoft’s partner brands such as Certified and Gold Certified
will have more meaning, allowing our customers to recognize who’s who.”
