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 Channel Futures

Sales & Marketing


Microsoft Channel Chief Concedes: I Need to Learn About MSPs

  • Written by Joe Panettieri 1
  • July 14, 2010
It was a brief but revealing comment. During a press briefing at Microsoft Worldwide Partner Conference 2010 (WPC10) today, new Microsoft Channel Chief Jon Roskill (pictured) described his views on VARs, distributors, integrators and other members on the channel partner ecosystem. Then, in an unsolicited comment, he added: "MSP...

It was a brief but revealing comment. During a press briefing at Microsoft Worldwide Partner Conference 2010 (WPC10) today, new Microsoft Channel Chief Jon Roskill (pictured) described his views on VARs, distributors, integrators and other members on the channel partner ecosystem. Then, in an unsolicited comment, he added: “MSP… it’s a piece [of the channel] I need to learn more about.” Rather than being depressed by Roskill’s comment, I came away impressed. Here’s why.

When Roskill entered the press meeting, he and I spoke on the side for a few moments. Roskill mentioned he had read MSPmentor’s open memo to him. Roskill said he agreed with the memo — which called on Microsoft’s channel team spend more time with MSPs, among other recommendations.

Roskill is a long-time Microsoft veteran but he’s been channel chief for less than a month. He’s drinking from a fire hose — navigating the existing Microsoft Partner program and new announcements here at the conference.

Sticking to the script, Roskill has been reinforcing CEO Steve Ballmer’s core cloud messages to partners — Get in now or get left behind. During today’s press conference, Roskill described why he’s upbeat about BPOS, Azure and the forthcoming Azure Appliance for partners. (I’ll post a video recap, later.)

But Roskill’s actions may wind up speaking louder than his words. During a keynote session on Tuesday, Roskill’s portion of the agenda was hit and miss. On stage under the Tuesday spotlight, he looked like an Olympic skater still getting a feel for the ice.

New Day, New Audience

During the far smaller press conference today (Wednesday), Roskill looked at ease. He even took a few moments to walk the room, shake hands with reporters and introduce himself during brief one-on-one hellos with about 20 members of the media. Some media members may question Microsoft’s channel cloud strategy. But Roskill welcomed the dialog — which is a solid first step as Channel Chief.

No doubt, Roskill still has more work to do. Portions of the media asked — multiple times — why Microsoft won’t let partners manage end-customer billing for BPOS. Each time, Roskill said he’s listening to partner feedback and media inquiries, and Microsoft has adjusted its BPOS strategy from time to time based on that feedback. But ultimately, it sounds like Microsoft thinks it would be too difficult to give each partner so much individual control over billing.

Good Listener?

That said, Roskill is an approachable guy. He’s obviously reading online feedback from the media and from partners. During the 30-minute press conference, he made that 15-second admission about needing to learn more about MSPs.

I respect the fact that he said it, and I look forward to seeing how Microsoft attempts to move forward with MSPs.

Sign up for MSPmentor’s weekly Enewsletter, Webcasts and Resource Center. And follow us via RSS, Facebook, Identi.ca; and Twitter. Plus, check out more MSP voices at www.MSPtweet.com and our disclosures here.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Sales & Marketing

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4 comments

  1. Avatar Erik July 15, 2010 @ 12:33 pm
    Reply

    Interesting situation here….By all accounnts I have read it seems like he has the DNA to really make this work.

    I am surprised however about how “it would become to difficult” to give partners more control over BPOS. Didnt they claim to be investing more into the cloud that anywhere else including payroll? Yet, they cannot invest into Channel loyalty with their reseller partners and enable them. As a VAR, I would be somewhat concerned, and looking elsewhere. Brand is too important to pass off.

    – Erik Walczak, Ingram Micro

  2. Avatar Joe Panettieri July 15, 2010 @ 1:24 pm
    Reply

    Erik: Thanks for weighing in. Roskill impressed me. I think roughly 10 percent of the Microsoft partner base will go “all in” with the cloud, similar to how 10 to 20 percent of VARs made deep managed services commitments (in my estimation).

    So, Microsoft has made considerable cloud progress here at the conference. But I still think that billing issue — who controls billing and branding of end-user services — is going to haunt Microsoft with some VARs and MSPs…
    -jp

  3. Avatar Gerard July 15, 2010 @ 1:24 pm
    Reply

    Joe,

    I am encouraged by what I am hearing from Microsoft during the past week as well. All my engagements with the various MS folks at the event have been fruitful and while they don’t have everything figured out, I get the sense they are working to morph. Obviously there is a need for Microsoft to stay channel centric…and ultimately the proof will be in the pudding. As long as we get the chance to help shape the thinking as it pertains to MSP’s and Solution Provider in general, I’ll stay positive.

    Take care,
    Gerard

    Gerard Kane
    MSP Services Network
    http://www.mspsn.com

  4. Avatar Joe Panettieri July 15, 2010 @ 1:34 pm
    Reply

    Gerard: Here’s the really interesting part to me…

    Microsoft isn’t pushing “vapor” here at the conference. The services (BPOS, Azure, etc.) are real and it sounds like enhancements are rolling out weekly.

    That said, the real challenge between Microsoft and MSPs involves business models, pricing models, branding, billing control, etc. It’s the same old channel story written for a new generation… the cloud generation…

    -jp

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