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Windows of opportunity

Hafizah Osman | Feb. 28, 2013
Despite grim adoption reports and some negative analyst predictions for several of its key products, Microsoft is striking a chord with channel players and its 2013 line-up.

"As Microsoft pushes from a software license sales model to a subscription-based model, it is restructuring its financial model to cope but many of the channel partners have to do it too," he said.

Many of the experts said it was vital channel players familiarised themselves with the changes quickly or be left behind.

"If you look at the impact Cloud is having on traditional business models, we're only in the infancy of that. For most businesses, if they are not looking at some component of Cloud, they aren't going to scale to the same levels as they are used to," NewLease's Doug Tutus said.

Distribution Central's Nick Verykios claimed resellers who are not traditionally Microsoft resellers have to become aware of the opportunities available. "They have to start talking to the vendors they represent and get involved. The opportunities for all IT avenues are indirect. They have to work out their role in the bizarre triangle," he said.

Ensyst's Nick Sone advised resellers to understand their customer, know what they are trying to achieve, and offer the right solutions tailored to their needs. The majority of experts said Microsoft is creating plenty of avenues in the market that resellers can explore and make a play in.


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