Changing channels

Microsoft's global head of channels, Jon Roskill, speaks exclusively to CME

Tags: Microsoft Corporation
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Changing channels Microsoft has shifted its partner model to focus on the specific competencies of the partner and how these can be marketed, says Roskill. (ITP Images)
By  Mark Sutton Published  July 20, 2011

As one of the biggest vendors in the IT business, with a diverse portfolio, there can’t be many channel companies that don’t deal with Microsoft in one way or another. With a major revamp of its partner programme under way, Channel Middle East spoke exclusively to Jon Roskill, corporate vice president and head of Microsoft’s Worldwide Partner Group, about why the changes have been made and how they are being implemented in the region.


Beyond that, there is support, there are learning and readiness components and offerings and ways to participate in some of the marketing campaigns which we have out there. Pinpoint is available to anybody in the partner network.

CME: Is preference given to Gold and Silver paartners in terms of those deals coming through Pinpoint?

JR: Yes, it’s something we’ve been focusing on, it’s a mix of competency, specialisation and geographic location, and we can let the customer tune it to some degree. When a customer does a search, we will show you which partners have the Gold and Silver competency. We think that that’s fair, they have spent the extra effort to get it and we think we should highlight it.

CME: What’s the initial feedback from partners in the region?

JR: It’s consistent with what I’ve heard from others [partners] on the tour, which is they are excited about Microsoft. They are excited about the solution incentives programme, the companies that I spoke to were well positioned to take advantage of that. They all see the cloud offering, the cloud transition coming and they are pushing us for our cloud offerings. They are excited, and they see demand coming.

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