Microsoft adopts agent model
crn.com | at | by Mike
Microsoft's new SMB licensing option and new channel model, which recasts the role of midsize resellers as agents, received mixed reactions from channel partners. Last week, the software giant began briefing partners about a new SMB licensing option, called Open Value, that allows SMB customers to purchase a companywide license and spread out payments over a three-year term. The current program is a two-year program and requires up-front payments.
The program, which Microsoft has been mulling for more than a year, is similar to the Enterprise Agreement (EA) option offered to large accounts. Microsoft currently offers Open Business and Open Volume deals to SMB customers. With the Open Value option, however, SMB customers with up to 750 seats can enjoy the benefits of annuity payments, software savings and upgrade rights via Software Assurance, Microsoft said.