MS weeds out its solution partners

Microsoft is continuing to toughen its channel requirements, admitting it will scale down its base of 60 Certified Solution Providers.

The vendor is asking partners to raise the number of in-house professionals, in line with the Microsoft Certified Solution Provider (MSCPs) branding launched last week. As revealed in PC Dealer (3 September), Microsoft is toughening up the criteria for its entire solution provider programme to try to increase the skills level of its channel. But some are expected to lose their partner status as a result.

David Smith, Microsoft channel manager, denied it would be a major cull: ?There is always some weeding out, but our commitment is that once you?re in, you?re in.

?It?s gone down well with the partners. Most are exceeding the requirements.?

The software giant will require its partner base to double the number of in-house Microsoft Certified Systems Engineers from two to four. It will require partners to have 10 Microsoft sales staff on site, up from eight, or 100 per cent of its staff qualified by Microsoft.

The vendor will also require each partner to provide a business plan detailing how it intends to work with Microsoft, instead of the current strategy, where partners provide a case study analysis.

In return, the vendor plans to increase its support services, doubling the staff at its partner support team from three to six people, and increasing Web and telephone support.

The revised partner contracts will be issued in January.