2007-11-02
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Microsoft is formalizing an approach for working with its 8,000 enterprise partners to add a sense of stability in what the vendor says is a dynamic and shifting marketplace.
The approach comes from its best practices with the channel around the world, said Peter Boit, who has served as vice president of enterprise market sales for the world's largest software company for the past year, in charge of how the company engages with and manages partners. Boit is a 15-year Microsoft veteran.
He said the company is adopting the new approach now because of the "tremendous business opportunity that requires us to have the best partner ecosystem out there and also be the quickest to respond to customer demand."
Boit noted that market research firm IDC has estimated a $134 billion software market opportunity in four key areas of focus in the enterprise, including core infrastructure, business productivity, application platform and business applications—all areas where Microsoft has multiple products.
Boit believes to take advantage of that opportunity, the company must continue with and improve its cooperative approach towards the channel.
"Partnering has been a deep part of our fabric for many, many years," said Boit. "It's been a key differentiator for us. We want to put together an approach with our partners that is predictable, consistent and transparent."
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