PARTNER REGS DELAYED FOR SALES
Microsoft's highly publicized new partner network regulations were delayed as the certification requirements were moved from May 1 until October 1. But Anders B. Spatzek, director, Dynamics channel capacity, says resellers shouldn't expect it will happen again. Spatzek would have preferred that Microsoft had stuck to its original plan. However the decision to postpone its implementation stemmed from a very practical fact – the original deadline came during Microsoft’s fourth fiscal quarter which ends on June 31.
The company decided it would rather have VARs making a push to close sales for the year-end than make them put their energy into trying to get staff trained and certified. During an interview at this week's Convergence conference, Spatzek also discussed the kinds of dealer networks Microsoft will accept as it searches for a way to keep smaller resellers involved. This discussion followed the company's recent decision that it cannot authorize VARs to form franchise organizations. However, he emphasized that buying groups, organizations whose only purpose is to gain greater margin, are not permitted. Spatzek noted that organizations that provide other services are encourage, citing Power Partner International, which has a limited number of members in each country. “Partner Power is exactly what we want," Spatzek explained. He also said that the Interdyn consortium is acceptable, as is the growing SBS Partner Network.
