Microsoft Announces Update to Dynamics Reseller Incentive Structure

Microsoft today announced significant changes coming to its sales incentives for Microsoft Dynamics partners, with an increased focus on growing sales of licenses and maintenance, along with more differentiated incentives for those partners who out-perform and under-perform. 

"We are raising the bar," says Jeff Edwards, Director of Channel Strategy for Microsoft Business Solutions. "The goal is to motivate partners by marketing differently with them and treating them differently in the field based on their performance.

The new incentive plan will begin in January 2012, according to Edwards.

In the current system a partner's revenue is added up from both licenses and maintenance contracts, and the total drives the margin the partner gets.  "We want to motivate those separately," says Edwards.


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About Jason Gumpert

As the editor of, Jason oversees all editorial content on the site and at our events, as well as providing site management and strategy. He can be reached at

Prior to co-founding, Jason was a Principal Software Consultant at Parametric Technology Corporation (PTC), where he implemented solutions, trained customers, managed software development, and spent some time in the pre-sales engineering organization. He has also held consulting positions at CSC Consulting and Monitor Group.

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