Pushing its partners
Software giant Microsoft has shifted into proactive mode with its partner network. It has launched a global distributor programme called Value Add Distributor (VAD) as a way of incentivising distributors to encourage Value Add Resellers (VARs) to innovate in areas of virtualization, security and unified communications.
The programme went live at the start of the year and VAD status has already been awarded to two UK distributors: Bell Micro and Computer 2000. To be given that status, the disties had to present a business plan detailing how they were going to drive reseller readiness in one of the areas and agree to a defined investment in terms of people and qualifications.
"We are delighted to become the first Microsoft VAD in the UK," said Lee Perkins,UK country manager for Computer 2000. "During the last twelve months we have worked extremely closely with Microsoft to develop new business opportunities for a number of resellers, both in conventional licensing but equally importantly in the virtualisation and security markets via our specialist technical and business development resources."
Ed Bateman, EMEA commercial director at Bell Micro added: "The award reflects Bell's investment in resource and capability around Microsoft's leading edge technology in this space. Microsoft has recognised that they need to work with and suitably reward distribution partners who are willing to invest in the necessary infrastructure and have the skill set to deliver increasing complex technology to the market."