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Microsoft Readies Master VAR Program, Evaluating Candidates for Launch

by Jason Gumpert
September 30 2011

For Microsoft Dynamics partners on the two ends of the spectrum - those who hunger to scale to the next level and those who hope to simply survive as viable businesses, Microsoft has formally opened up its plans for its Master VAR program. 

As announced on the Dynamics Partner Community blog today, the program is now in the process of selecting Master VARs based on a minimum capitalization, revenue level, and BREP revenue recapture rate of no less than 90%.  After Master VARs are selected, their contact information will be made available for partners interested in pursuing collaboration opportunities, according to Microsoft.

Microsoft held a webcast earlier this week to brief partners on the program. 

Obviously there are many details and questions still to be answered.  What kind of partners will be looking for a Master VAR to join up with? Are they the same type of partners that a Master VAR wants to attach their brand to? What kind of additional load will a Master VAR's operations be subjected to in managing its own affiliate network of service providers? How big can such a program scale, and how many struggling partners can it save?   

Here is more from the post:

Factors such as the economy, shifts in customer buying behavior and disruptive innovation like the cloud have forced customers and partners to rethink their strategies. The Master VAR program enables partners to work together to face these challenges. By consolidating difficult-to-scale activities and pooling resources, Master VARs and their associated Sales Affiliates can collaborate to compete more effectively and efficiently. Meanwhile, since Sales Affiliates remain independent businesses, they ...

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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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