microsoft_channel_chief_allison_watsonAs expected, Microsoft Channel Chief Allison L. Watson (pictured) launched the company’s new Partner Network channel program this morning at the Worldwide Partner Conference 2009 (WPC09) in New Orleans. The Partner Network is built upon three pillars: Capabilities, Customers and Connection. Here are some brief highlights.

The VAR Guy must concede: Watson speaks almost as quickly as Cisco CEO John Chambers. So, the following notes are largely paraphrased. Our resident blogger will be attending a press briefing with Watson in a few hours and will dig a little deeper on the points below. Oh, and here’s the official Microsoft press release.

Ultimately, Watson says any type of partner can have an opportunity to drive a profitable relationship working with Microsoft. Watson says the transition to the new Partner Network will require roughly 18 months and will be based on three pillars.

1. Capabilities: Partners that invest early in new opportunities should be rewarded. Watson says Microsoft is investing in 30 competencies that will unlock partner opportunities. So, what are the 30 competencies? Hmmm. The VAR Guy will need to press Watson for some specifics.

2. Customers: We will recognize excellence in net new customers. Customer satisfaction surveys will become part of the partner program. Microsoft financing will be more widely available.

3. Connection: Watch for an aggressive social networking push here.

As part of that “connection” push, Microsoft introduced a demo suite on Windows Azure — allowing partners to demonstrate new cloud-centric applications. More observations coming, throughout the day, from The VAR Guy.

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4 Comments on “Microsoft Channel Chief Launches New Partner Network”

  1. Scott Lewis Says:
    July 13th, 2009 at 2:18 pm

    This is a good step forward for our industry. The precious medals approach to “tiering” partners is getting old. We (vendors) often think of the difference between medallion levels as partners that are suited to different size customers, complexity of solutions, etc. but partners tend to look at it as a relative statement about comparative quality among partners.

    I’d like to hear about the 30 competencies too. Sounds complex but may be necessary given the number of businesses that Microsoft is in and the many partner types they are involved with as a result.

    There are some nice parallels between some of Microsoft’s announced changes and some of our recent changes as well as our coming 2010 enhancements. Where we need to be different we will be different but it is easier for partners if vendor program structures are similar where it makes sense.

  2. Bob Raffo Says:
    July 14th, 2009 at 10:31 am

    Should be interesting – but will it result in a real change in focus? Traditionally Microsoft partners are measured based on licenses sold. So the emphasis was on selling seats – not solutions. As Microsoft comes to grips with the ever changing economics of software sales – will Microsoft begin to value system integrators as do SAP and Oracle?

  3. The VAR Guy Says:
    July 14th, 2009 at 11:16 am

    Scott: Always good to have your perspectives represented. Funny how Cisco a few weeks ago said it was focusing on roughly 30 new market opportunities. Now, we’ve got Microsoft stating that it will have 30 competencies. Hmmm. Coincidence? The VAR Guy needs to investigate more.

    Bob: Sounds like Microsoft partners will also be measured on how early they get certified on an emerging technology. Sorry our resident blogger doesn’t have more details for you yet. But he did shoot some quick video of a press conference featuring Watson answering a few key questions. Video to follow soon.

  4. Matt Landis Says:
    July 14th, 2009 at 10:03 pm

    Hello,

    If you count the current competencies and specializations there are about 15.

    GOLD certified partners are required to do customer satisfaction surveys this year for the first time. Our team is busy working on them as the partner conference is in progress so it is interesting to see this is part of a new focus.

    As a growing ms gold partner we used to groan at new requirements but as we look back most of them made us better. So I’m a little slow to critice… ;-)

    matt
    http://dynamicssmallbusiness.blogspot.com/

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