Consulting Services Transfers Advanced Skills to Partners

Partners will be given a more prominent role in the delivery of consulting and integration services on the latest Microsoft technology, and the Microsoft Services organization will exit many such services as a result of the new Services Ready Partner program. In addition to improving harmony between Microsoft and partners, who often view Microsoft Services as a competitor, the program could enable partners to get in earlier on profitable service lines, while Microsoft’s consultants focus more on early adopters and wins with prominent customers that can accelerate sales.

Mending the Services-Partner Relationship

The Services Ready Partner program attempts to address the relationship between Microsoft and its services partners, which has sometimes been stormy.

At times, Microsoft has seen consulting as a profit center and expanded staff and services to compete with partners, suggesting that some customers want Microsoft itself to take responsibility for a project’s success. Other times, often after partner protests against a more expansive Microsoft consulting arm, the company has changed direction, committing to delegate more work to partners and avoid competing with them.