Microsoft Great Plains announces new channel sales strategy

Microsoft Great Plains Business Solutions today announced new and updated partner programmes to increase key market share in the Middle East’s business management solutions software sector.

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By  Vijaya George Published  December 12, 2001

Microsoft Great Plains Business Solutions, an independent division of Microsoft today announced new and updated partner programmes to increase key market share in the Middle East’s business management solutions software sector.

In line with this new initiative, the company has introduced a new Certified Account Executive training programme. A comprehensive Partner Programme Guide has been produced to assist value-added resellers in managing profitable businesses, from the construction of a professional business plan to customer product profiling to meeting sales targets and forecasts.

“The Middle East’s IT sector is in a period of tremendous change, and professional management of sales channels will determine whether IT solutions providers will just survive or thrive,” said Chris Harris, managing director of Microsoft Great Plains Middle East and regional director of Microsoft Great Plains, based in North Dakota, USA.
“Microsoft Great Plains has taken a unique and aggressive position in leading our resellers toward mutual success and benefit, where customers come first and channel reseller partners are well-trained, expertly-assisted, and appropriately rewarded in the form of improved business opportunity,” he added.

To ensure better support to its channel reseller partners, Microsoft Great Plains has also stratified its sales channel. The company hopes that the new stratification strategy will lead to greater retention of profitable channel reseller partners selling to medium-sized businesses and also make room for new partners to add value to products on offer to smaller businesses.

The new project will be headed by the newly appointed channel sales director, Venkat Raman, former channel sales director at Great Plains Middle East, an independent distributor of Great Plains Products “With Microsoft Great Plains’ new partner programmes in place, I look forward to increasing the size and productivity of our channel. Many countries in the region – including the United Arab Emirates and Saudi Arabia – have not yet fully realized their potential in terms of market share for our solutions,” commented Raman.

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