Microsoft resellers want more from SA changes
Resellers give mixed reception to scheme, which has not replaced training with upgrades
Microsoft has made more changes to its controversial Software Assurance (SA) programme, a move that has received a mixed reaction from partners.
The SA programme, launched in 2002, is a volume licensing agreement that gives access to new versions of Microsoft products through subscription-based payments. When it was first launched VARs and end-users saw it as a way for Microsoft to lock in resellers and customers.
VARs have previously called for the software giant to give more upgrades instead of additional training. However, the latest changes include training, as well as upgrades and services.
Mark Buckley, licensing manager at Microsoft told CRN: "Customers want to maximise the value of their software investment – and while they want predictable upgrades during the term of their agreement, they also want to minimise the risk and have access to Microsoft. We have made a major investment in benefits that make this possible."
The changes, scheduled to be available in March 2006, will include 18 main points across five phases of the software life cycle: planning, deployment, usage, maintenance, and transition.
Lee Schofield, head of sales at VAR Trustmarque Solutions, said the new enhancements will help customers sign up to SA. "Historically, SA required considerable effort from the customer to get the maximum value from it. The new enhancements will make it easier to understand what the value is."
Alex Tathum, director of commercial products at distributor Bell Microproducts, said: "The reason VARs find it hard to sell SA is because customers associate SA with its predecessor, Upgrade Advantage, which purely focused on providing a free upgrade. SA offers a lot more than just an upgrade but customers don’t understand the value of all the other benefits."
However, Gordon Davies, commercial director at Compusys, said: "We all need to be able to look our clients in the eye and start talking about real value when we are selling SA, but we struggle to do this. I don't think the new benefits go far enough."
Leanne Gravil, branch manager at CBC Computer Systems, told CRN: " Customers say because Microsoft doesn’t bring out a new version every year, they don’t see the point of paying out for something that they won't get for three years. They say they'll worry about buying the new version when it comes out. "