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Microsoft moves VAD focus to UC

Software monolith tenders for unified comms specialists as part of value-add distribution programme

Microsoft is looking to appoint its first unified communications (UC) specialist distributors as part of its VAD programme.

ChannelWeb understands that a tender to seek UC specialist status is shortly to be sent out to the software giant's UK distributors. The VAD scheme covers three emerging technology areas: virtualisation, security and UC. It was launched a year ago, with Bell (now Avnet) and Computer 2000 the first partners to be given the nod.

The two firms have worked around Microsoft's virtualisation technologies, and, in a statement sent to ChannelWeb, the vendor claimed the initiative has been a success so far.

"The VAD programme recognises the important role of our distributors in recruiting, skilling and supporting the channel in particular solution areas," said the statement. "Whilst we work across all of our authorised distributors, we are currently partnering closely with Avnet and Computer 2000 to increase channel capacity and capability around our virtualisation technologies.

"Together we are working to identify, recruit, train and support resellers to build a Microsoft virtualisation practice including offering pre- and post-sales technical support. We are also making investments in lead-generation campaigns where qualified leads are directly passed to the channel with the view of building a joint pipeline, as well as jointly investing in through partner campaigns with resellers."

The statement went on to add that resellers have welcomed the VAD scheme with open arms. The recent launch of UC client Microsoft Lync 2010 will see the vendor move its quest to identify specialised distributors into the UC world.

"The feedback we're getting from the reseller channel is overwhelmingly positive and resellers working with the VADs are absolutely recognising the value that distribution can bring to their businesses," added the statement.

"UC is an important solution area for Microsoft and, with the launch of Microsoft Lync 2010, this will be our next area of focus in the coming months."