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MICROSOFT TUNING UP BIG SHOPS

George BrownMicrosoft has hired SalesWorks, a firm that provides consulting in areas such as marketing, sales and business strategy, to help tune up its top resellers. SalesWorks, based in Vancouver, B.C., is headed by George Brown, who was once the head of the American operations of the Aston Group, a Denmark-based reseller that was purchased by Tectura.
The first Dynamics VAR to get the treatment is apparently the Interdyn group, a consortium of Dynamics resellers that once specialized in Great Plains but which have become more diverse, although still heavily GP focused. Microsoft is picking up about half of the $24,000 price tag. "They are not going to spend that on one-person shops," said one observer. This kind of training appears in line with Microsoft's stated intention to build up its group of high-performing, but not top revenue producers, to the next level of sales.
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