Microsoft and Its Dynamics Partners Falling Into Line on Channel Priorities

As fundamental changes to the Microsoft Dynamics partner program have taken effect over the last year, both Microsoft and its resellers are now able to observe the main themes - volume and verticalization - in action in the channel. 

Master VAR gains momentum

When it is fully up to speed, the Microsoft Dynamics Master VAR program will be adding 50 or more affiliates per Master VAR each yar, and these networks should be generating hundreds of customer adds per year, according to  Doug Kennedy, vice president for Microsoft Dynamics Partners and Support Services.

The growth of Master VAR has been "good for as early on as we are," Kennedy believes.  Once these partners have fully ramped up their affiliate programs, Master VARs will begin to add between thirty and fifty new affiliates each year for the next three years as a key component for hitting Microsoft's sales goals. 

The Master VAR program is nearly ready to launch in other parts of the world.  Kennedy says that while it is "still early" for international roll out, Microsoft is near a deal with an Indian firm, and he is looking for another in southeast Asia that can work in a multi-country capacity. He expects to add others in the middle east, Africa, western Europe, and maybe Brazil.  In all, Kennedy imagines as many as eighteen Master VAR organizations around the world.

The impact of the new partner sales requirements

But Master VAR is just one component of Kennedy's business strategy.  A complimentary area will be the ability of other VARs to make their numbers. 

Kennedy believes that the ...