Feeds

Microsoft lures resellers with Office 365 perks and payments

Bigger rewards and single-point billing

Intelligent flash storage arrays

WPC 2012 Microsoft is rejiggering its commercial platform to woo resellers with bigger discounts and finder's fees, as well as adding a simplified billing system for Office 365 that some resellers have been awaiting for years

In terms of rewards, Redmond is upping the upfront payment it makes to resellers as an advisor's fee to 18 per cent, and then increasing the benefits depending on the number of sales they make. Resellers shifting over 2,500 seat sales will see bigger bonuses, and the top partners can get as much as 23 per cent in rebates.

Certainly the resellers at Monday's opening keynote of the Worldwide Partners Conference in Toronto applauded the news, but the biggest cheer of the entire session came when Kurt DelBene, president of Microsft's Office Division, announced that the billing system was to be simplified in something called the Open Office 365 program.

"Since I took this job two years ago it is the number one thing that you have been asking me for," he told the assembled resellers. "'Give me a version of Office 365 that I can sell along with my services and recognise that top line revenue', so we bought that to you."

Under the new scheme, rather than have multiple invoices sent to the client and the reseller, companies will get a single bill from their partner company. Resellers also can purchase year-long Office 365 licenses on a per-person basis and use those to sell onto users, as well as selling via current systems if they so choose.

The move has been in the pipes for around 18 months, Ross Brown, VP of Microsoft's Worldwide Partner Group, told The Register. It required a complete reworking of Microsoft's commerce platform, but enough resellers have demanded such a change that it will be made with the launch of Office 15 code.

Brown explained that Microsoft was also making more of an effort to woo resellers who deal with Redmond's rivals. It recently held strategy meetings with 140 partners with a view to them developing a Microsoft business unit – not to compete with the competition, but to augment it, Brown insisted.

But the biggest gripe Microsoft resellers have, according to Brown, isn't licensing or even the sputtering economy, but a skills shortage for qualified and useful staff.

"It's all about access to talented people," he said. "Many resellers now have more business than they can hire for – there's a real drought of people who can work in SharePoint and Lync and the crazy-fast growth in those markets." ®

Choosing a cloud hosting partner with confidence

More from The Register

next story
Facebook pays INFINITELY MORE UK corp tax than in 2012
Thanks for the £3k, Zuck. Doh! you're IN CREDIT. Guess not
Big Content outs piracy hotbeds: São Paulo, Beijing ... TORONTO?
MPAA calls Canadians a bunch of bootlegging movie thieves
Google Glassholes are UNDATEABLE – HP exec
You need an emotional connection, says touchy-feely MD... We can do that
YARR! Pirates walk the plank: DMCA magnets sink in Google results
Spaffing copyrighted stuff over the web? No search ranking for you
Just don't blame Bono! Apple iTunes music sales PLUMMET
Cupertino revenue hit by cheapo downloads, says report
Hungary's internet tax cannot be allowed to set a precedent, says EC
More protests planned against giga-tariff for Tuesday evening
US court SHUTS DOWN 'scammers posing as Microsoft, Facebook support staff'
Netizens allegedly duped into paying for bogus tech advice
prev story

Whitepapers

Why cloud backup?
Combining the latest advancements in disk-based backup with secure, integrated, cloud technologies offer organizations fast and assured recovery of their critical enterprise data.
A strategic approach to identity relationship management
ForgeRock commissioned Forrester to evaluate companies’ IAM practices and requirements when it comes to customer-facing scenarios versus employee-facing ones.
Reg Reader Research: SaaS based Email and Office Productivity Tools
Read this Reg reader report which provides advice and guidance for SMBs towards the use of SaaS based email and Office productivity tools.
Top 5 reasons to deploy VMware with Tegile
Data demand and the rise of virtualization is challenging IT teams to deliver storage performance, scalability and capacity that can keep up, while maximizing efficiency.
Mitigating web security risk with SSL certificates
Web-based systems are essential tools for running business processes and delivering services to customers.