Microsoft shows AERs higher path
Software giant's academic licensing overhaul could be good news for AERs
Microsoft's planned shake-up of its academic licensing programme promises to lead to more deals in the higher education market for the firm's smaller partners.
In December, the software giant announced plans to overhaul its academic licensing programme, which would result in the introduction of its new Enrolment for Education Solutions (EES) scheme on 1 March.
The new programme will see schools having to purchase licences according to the number of full-time staff they have, rather than the number of computers.
Microsoft's Campus Agreement licensing programme, which allowed higher-education institutions to buy products from education LARs (EdLARs), will also fall under the control of EES from next month, according to sources.
And, when it does, Microsoft's Authorised Education Resellers (AERs) will be added to the list of partners eligible to sell product licences to universities and colleges.
A Microsoft partner, who asked to remain anonymous, said that the changes were unlikely to be welcomed by the vendor's 19-strong troop of EdLARs.
"Education LARs are going to be the biggest losers in all of this, as they are losing control of a bit of the market that was exclusively their preserve," said the partner.
Andy Trish, director of Microsoft AER NCI Technologies, said the vendor has also relaxed the rules on becoming an AER this year, which will add to the pressure EdLARs will find themselves under.
"EdLARs are going to find themselves competing against a growing number of AERs over time, which might make them wonder if it is worth sticking around," he said.
Edward Hyde, channel sales manager at Microsoft UK, declined to comment on how the 1 March changes will affect partners.
"[The] changes, which come into effect on 1 March, have been developed in consultation with our channel and we have sought and incorporated, where possible, input and feedback," he said.
"The exact terms of the arrangements with our partners is confidential for commercial reasons, but we look forward to working with our channel to maximise the mutual opportunities that arise from the changes."