Certified Partners get the CRM
Microsoft is offering accredited resellers additional incentives
Microsoft has bullishly claimed that it will be able to offer its CRM software resellers a 30 per cent slice of licence fees.
Resellers that have qualified under the vendor's Certified Partner Programme will be entitled to a rebate of 20 per cent on software sales, in addition to any margin gained from their agreement with distributors.
Those partners that hit their agreed targets for a sales quarter will qualify for an additional 10 per cent rebate on sales in the following quarter.
Annette Giardina, CRM business director at Microsoft VAR Aspective, said the programme encourages resellers to seek accreditation.
"This means customers will have an implementation partner with a guaranteed level of understanding. That will increase the likelihood of a successful implementation, so I'm really pleased about it," she said.
The additional bonus for meeting sales targets is designed to act as an incentive to push Microsoft CRM in cases where a third party may receive the licence fees.
"Our channel partners will be able to take the core functionality and deliver it in a way that meets the customers' needs, whether that's a hosted version, or one tailored to meet a specific vertical market," said Michala Alexander, CRM product manager, Microsoft Business Solutions.
Microsoft last week released version 1.2 of its CRM software, making it available in the UK for the first time.
The software, which helps businesses manage their sales information, is aimed at SMEs running Windows 2000 or XP.
Partners will be able to provide specific industry knowledge, as well as implementation expertise, to help customers make the most of the system.
"Where firms assume CRM is just a technical issue, they can run into problems. But with a VAR to guide them, end-users can make sure they get a system that delivers real business improvements," Giardina said.