NEWS Q&A
MICROSOFT ONLINE FOR PARTNERS
We put your questions on hosted online products to Microsoft VP Ron Markezich...
What role do partners play in If Microsoft Online is targeting business
Microsoft Online Services? customers, are you going to compete with
Microsoft Online Services will rely on outsourcers?
an extensive ecosystem of partners to No. Microsoft Online Services are different
resell, customise and offer training and to outsourcing offerings in a number ways.
consulting services. Unlike a typical outsourcing engagement,
Microsoft will not acquire any hardware and
How will widening this offer impact software asset from a customer. Another
channel/reseller partners? key differentiation is that Microsoft will not
Microsoft believes that the inclusion of manage a custom implementation of the
any software plus services offering will service at the customer premise. Microsoft
broaden the potential sales opportunities Online Services standard offering is designed
for Microsoft partners. By reaching a new to be delivered remotely in large scale.
set of customers who are not interested in
an on-premise offering with software delivered across the What does a partner have to do to be
network, partners and Microsoft can extend a new set of qualified to sell Online Services?
products and services to customers. Microsoft Online Services will be a part of Volume
Licensing. Microsoft will offer more in-depth guidance for
Will partners be able to resell hosted services partners closer to the availability of the standard offering in
delivered by Microsoft? the second half of 2008.
Yes.
Can partners resell Online Services?
How should partners think about Microsoft’s Yes. Microsoft has signed partners that will support
hosted business service? the dedicated offering, including Atos Origin S.A., BT,
Any Microsoft business service is an additional sales Getronics HCL Technologies Ltd., HP and Unisys Corp.
opportunity for all Microsoft partners. As Microsoft
continues to grow its service offerings, partners will Why should partners sell Microsoft Online Services
continue to have resale, customisation, migration, versus Hosted Exchange from Service Providers?
development and integration opportunities. The goal for Microsoft Online Services is to deliver a
standardised hosted offering for customers that wish to
Will Microsoft compete with partners for have direct service relationships with Microsoft. Service
hosted services customers? Provider packages might provide customers a broader
Services offerings complement what partners offer solution as well as more tailored offering specific to their
and provide the end customer with as much choice as business and industry needs.
possible. By providing this choice, the goal is to ensure
that Microsoft is making business software innovations Is there a partner trial available? Can partners white label
accessible to an expanded customer base and in Online Services?
conjunction with partners, is delivering more value and Partners will have opportunity to sign up for the Beta
growing the combined business. Microsoft partners are offering. No, partners will not be able to resell Microsoft
encouraged to utilise Microsoft services to differentiate Online Services under a different brand at this time.
their offers and reach new customers that might not be
interested in an on-premise solution. Can partners sell this service to customers or does the
customer have to go through a LAR?
Will Microsoft eventually move away from Services will be available through current distribution, LAR
the channel/reseller altogether? or Distributor.
Microsoft realises the rich value and deep expertise its
partners offer customers. Microsoft will continue to invest What are the opportunities for Microsoft System
in its software and services reseller/channel partners with Builder Channel around Online Services?
the customers’ best interest in mind. Microsoft will offer more in-depth guidance closer
to the availability of the standard offering in the second
half of 2008.
10 8020 EUROPA JUNE 2008
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