Microsoft SA has sought to clarify overseas reports suggesting that Accenture and HP, its global services partners, will enjoy top billing when going to market against the vendor`s rival, IBM.
Microsoft SA enterprise director Brett Parker says Microsoft may make a recommendation in favour of HP or Accenture where an aspect of the account is best served by their expertise, although smaller partners will stay on the deal if they are judged to be on par with requirements. Microsoft "scores" the suitability of a partner on three aspects: commitment to the vendor, business maturity and the ability to execute the task at hand.
"They may have commitment, but not the requisite skills, and if a partner is unable to execute because of a skills issue, Microsoft consulting services will work with them to correct this."
`Jarring revisions`
US news site crn.com reports that resellers and solution integrators expressed fear about "jarring revisions" expected to be announced at Microsoft`s Worldwide Partner Conference next month. The site says the vendor has "talked to select partners about proposed changes that would segment partners based on customer size", and so may steer a key account towards a global services partner.
Parker clarifies this by saying Microsoft`s "biggest competitor" is IBM, which has a global services division and therefore a high level of expertise in services and consulting. To match up, Microsoft has strengthened its partnership with HP and Accenture, but at the same time he says it wants to remain close to the rest of its partners, which account for 80% of its business.
"It remains the customer`s decision," he adds, admitting that Microsoft will make a recommendation for a partner who has the necessary ability and commitments. "HP would be the recommended partner if the hardware component seems to be best met by that vendor-partner, or likewise for Accenture services. But where we`ve worked with a local partner in the past, this does not mean they will be edged out, as they can still fulfil parts of a multi-faceted deal and may be best suited to deliver that solution."
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