INTERVIEW
Microsoft online for partners
by Ambrose McNevin
We put your questions on hosted online
products to Microsoft’s VP Ron Markezich...
Microsoft is making business software innovations Yes.
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What role do partners play in accessible to an expanded customer base and in Microsoft
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Microsoft Online Services? conjunction with partners, is delivering more value has signed partners
and growing the combined business. Microsoft that will support
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Microsoft Online Services will rely on partners are encouraged to utilise Microsoft the dedicated offering, including Atos Origin S.A.,
an extensive ecosystem of partners to services to differentiate their offers and reach new BT, Getronics HCL Technologies Ltd., HP and Unisys
resell, customise and offer training and consulting customers that might not be interested in an on- Corp.
services. premise solution.
Why should partners sell Microsoft
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How will widening this offer impact Will Microsoft eventually move away Online Services versus Hosted
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channel/reseller partners?
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from the channel/reseller altogether? Exchange from Service Providers?
Microsoft believes that the inclusion Microsoft realises the rich value and
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RM
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The goal for Microsoft Online Services
of any software plus services offering deep expertise its partners offer is to deliver a standardised hosted
will broaden the potential sales opportunities customers. Microsoft will continue to invest in its offering for customers that wish to have direct
for Microsoft partners. By reaching a new set software and services reseller/channel partners service relationships with Microsoft. Service
of customers who are not interested in an on- with the customers’ best interest in mind. Provider packages might provide customers a
premise offering with software delivered across the broader solution as well as more tailored offering
network, partners and Microsoft can extend a new If Microsoft Online is targeting specific to their business and industry needs.
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set of products and services to customers. business customers, are you going to
compete with outsourcers? Is there a partner trial available? Can
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Will partners be able to resell hosted partners white label Online Services?
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services delivered by Microsoft? No. Microsoft Online Services are
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different to outsourcing offerings
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Partners will have opportunity to sign
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Yes. in a number ways. Unlike a typical outsourcing up for the Beta offering. No, partners
engagement, Microsoft will not acquire any will not be able to resell Microsoft Online Services
How should partners think about hardware and software asset from a customer. under a different brand at this time.
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Microsoft’s hosted business service? Another key differentiation is that Microsoft
will not manage a custom implementation of Can partners sell this service to
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Any Microsoft business service is an the service at the customer premise. Microsoft customers or does the customer have
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additional sales opportunity for all Online Services standard offering is designed to be to go through a LAR?
Microsoft partners. As Microsoft continues to grow delivered remotely in large scale.
its service offerings, partners will continue to have Services will be available through
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resale, customisation, migration, development and What does a partner have to do to be current distribution, LAR or Distributor.
integration opportunities.
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qualified to sell Online Services?
What are the opportunities for
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Will Microsoft compete with partners Microsoft Online Services will be a part Microsoft System Builder Channel
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for hosted services customers? of Volume Licensing. Microsoft will around Online Services?
offer more in-depth guidance for partners closer
Services offerings complement what to the availability of the standard offering in the Microsoft will offer more in-depth
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partners offer and provide the end second half of 2008. guidance closer to the availability of the
customer with as much choice as possible. By standard offering in the second half of 2008.
providing this choice, the goal is to ensure that
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Can partners resell Online Services? www.microsoft.com
14 18 APR 2008
It0807 - 14_msofto online.indd 12 2008-04-16 10:56
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