Birger Steen moves to Parallels

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

can Microsoft’s BPOS sell in the SMB space against free competition without a partner having the conversation on value?

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?

Cloud Myopia – Is it affecting the way partners view Microsoft?

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?