At WPC in July, Chief Operating Officer Kevin Turner discusses partner opportunities and Microsoft’s growth strategy. In his words, Lead with the Cloud! Drive Windows 7 and Office 2010 Refresh! Grow share by competing to Win! Drive Customer Satisfaction! “When we have great relationships with our customers and our partners, we see revenue streams. It’s why we matter!” Jeff Loucks Available Technology
You may not have known Birger Steen. I first met him last year at WPC in New Orleans. We touched base a number of times through out the year as he adopted his role as the VP of SMB and Distribution at Microsoft. At WPC this year Birger and I sat down for an hour and hashed out the challenges Microsoft faces in its strategies for addressing the SMB space. The most important challenge was complexity of acquiring a solution based on their products and the second was the need for Microsoft to build in profitability in its SMB offerings. … Continue reading Birger Steen moves to Parallels
The Cloud message makes sense. It takes time to listen and it takes time to explain it. Partners who engage in the activity of having this type of conversation with their clients are not really doing anything new however their ability to make the associated revenue is greatly diminished from previous business models. Microsoft believes Partners need to change the paradigm and refocus on a model which drives less revenue. In exchange they offer marginal commissions for brokering an understanding of the value of Microsoft’s services in a space ripe with free competition. The question is can Microsoft’s BPOS sell … Continue reading can Microsoft’s BPOS sell in the SMB space against free competition without a partner having the conversation on value?
It has been a about 18 months that Microsoft has shifted its talking points to the cloud and maybe longer. At least one prominent partner is putting the EX in Exchange and leading the way away from Microsoft. During the same time frame I have been hearing from partners and while looking into the cloud they have not been doing so because their clients have been driving them that way. They are not doing it because there is a good business model. This has really been a vendor driven buzz and not a market driven buzz. The question is, does Microsoft’s singular … Continue reading Cloud Myopia – Is it affecting the way partners view Microsoft?
There is a big hole in the mid-market with the loss of the EBS product suite. The Microsoft Partner Network (MPN) announced last year at the World Wide Partner Conference included distinct categories around SMB qualified partners. There were two categories one for S and one for M. Although the small business category seems to be strong the medium business category lost its only unique product offering on March 5 when they canceled Essential Business Server. As we approach the one year mark on the MPN its seem the competency has yet to take shape and even as the President of … Continue reading Has Microsoft abandoned its mid-market comptency in the Microsoft Partner Network?
Regrets I was saddened to see Microsoft put EBS on the chopping block. I am writing this post wearing the original Code Name Centro T-shirt as an early founder of the product. I gave a lot of early input in to this great product’s future development starting in 2005-6. The Vision Truth be known, the soon to come V2 was far more like the early advice I gave to the team than V1. And the current strategy might be directly partially my fault given the feedback I gave as recently as two weeks ago at MVP summit on lightening the … Continue reading Essential Business Server – The Product – The Vision