Top 5 Microsoft Partner Revenue Opportunities

August 9, 2010 at 10:21 pm Leave a comment

Partner VP Ross Brown Lays Out FY11 Plan

Beth Vanni, Director, Market Intelligence, Amazon Consulting

As the man responsible for making the top Microsoft partners successful, Ross Brown, V.P. of Worldwide Partner Sales, has a clear set of priorities. In an impassioned keynote to nearly 400 partners at Microsoft’s Worldwide Partner Conference earlier this month, Brown laid out his short list of immediate revenue opportunities for partners while stating his own priorities for the coming fiscal year.

  • Windows Optimized Desktop:  This bundle of Windows, all the major business apps and Systems Center will carry a $3-$5/seat incentive beginning in November.

  • Virtualization:  Brown touted the breadth of Microsoft’s virtualization portfolio and announced an aggressive 20% deal registration incentive for new virtualization business, starting in October.

  • Windows Intune:  The new all-in-one PC management cloud service got a lot of partners excited about central administration and managed services.

  • Microsoft Online Services:  This was the central rally cry of the conference. With the widest array of cloud enabled applications and development tools in the company’s history, it’s clear Microsoft wants partners to build applications and services and will reward those who are early adopters.

  • Sharepoint:  As the fastest growing server product in Microsoft’s history with a $1billion annual run rate, this collaboration tool was featured throughout the conference. It seemed that there was as much push for partners to develop applications and workflows around Sharepoint as there was for Azure.

  • Adding to this list of opportunities, Brown shared his personal goals for his worldwide partner management team for the company’s fiscal year 2011. These included a combination of internal and external initiatives, and reflected on Brown as having a fresh and humble perspective on what it takes for a partner to turn the company’s massive portfolio into innovative services to meet the evolving market’s demands.  These personal goals included the following:

    1. Making Microsoft a lower-cost, higher value platform for partners to invest in
    2. Continuing to increase the company’s ease of doing business around basic business processes
    3. Helping partners transform their businesses to cloud services
    4. “Trouncing” their competition in demonstrating partner ROI
    5. Rewarding partners who help Microsoft drive marketshare gains.


    Clearly, the company’s push is to encourage their channel partners to invest in building application-based managed and cloud services.   Despite the huge immediate opportunity for upgrading traditional desktops to Windows 7 and Office 2010, the central call to action was focused on partners building annuity services based on the broad Microsoft portfolio, much of which is now tuned for cloud deployment.

    Click here to watch the video of Brown’s keynote address on delivering value to ISV partners.


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