An announcement to the channel noted this week that “This includes pre-sales and sales assessments as well as implementation methodology and technical certifications and covers both SPA and MPN.“ Left in place are requirements for reach sales levels and customer references. But the change removes the need to pay for training and hiring more-expensive personnel. However, the sudden move left others flat footed.  “It is shocking news to us, since we have invested thousands over the past 12 to 24 months keeping these all current,” said one award-winning Dynamics reseller. Another called it "strange" while others saw the change as Microsoft's signal it's not investing in those products. "It's a clear signal," said one traditional SL VAR. It also seems to undercut some of the need for the Master VAR program, although the driving forced there is still margins, but the ability to eliminate expenses should ease pressure on smaller resellers. It is difficult to figure out the move in financial terms. AX maybe the wave of the future, but the others, particularly GP, bring in a lot of money.