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MICROSOFT MASTER VARS GOING GLOBAL

Doug Kennedy, MicrosoftMicrosoft plans to take its fledgling Master VAR program international. That message was delivered at the Convergence user conference in Houston this week by Doug Kennedy, VP of Dynamics partners. Kennedy said that company has identified 15 candidates besides the three already named for the United States.

Those are the SBS Group, Tribidge and Interdyn Socius. Countries likely to get the program include Germany and Great Brittan and probably India. Brazil is also a possibility. Besides the candidates chosen or under consideration, others are welcome to apply. "We are not excluding other partners from trying to qualify for that,” he said. Under the Master VAR program, smaller resellers can sign on as Sales Affiliates of one of the Master VAR. Affiliates maintain their independence but adopt the Master VAR's identity and purchase Dynamics products through the parent. One reseller said VARs give 10 percent of revenue to the parent. The program was introduced to enable smaller operation to remain in business while Microsoft works to substantially reduce the number of resellers. Candidates to date seemed surprisingly small and Kennedy said the intention was to expand into the “S of the SMB market. “I do not want the Master VARs cannibalizing the midmarket, we want to focus on the green field opportunities,” he said.
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