Security Advisor Program Expanded

The Security Software Advisor (SSA) program, which gives partners rebates of up to 30% for sales and deployment of Microsoft server and client security software, such as Antigen and Forefront, is being expanded to partners with specialties other than security. The change will significantly increase the number of Microsoft partners who can benefit financially by selling Microsoft’s security software along with other products and solutions.

The SSA Program

The SSA program was developed in 2006 as part of a major push by Microsoft into the security market as it introduced its first enterprise-oriented antivirus, antispam, and antispyware products, many obtained via the acquisition of companies such as FrontBridge, GeCad, Giant Software, Sybari, and Whale Communications. Their technology found its way into antimalware products for Windows clients, servers such as Exchange, and SharePoint, and Internet Security and Acceleration Server.

To better compete with incumbent security vendors, such as McAfee and Symantec, Microsoft created the SSA program, which gives service partners who meet specific qualifications the ability to get rebates of up to 30% on the software that they sell and deploy. (Service partners not only recommend the software but help customers deploy it.) Such rebates are rare for Microsoft—service partners generally make their money from services they provide to Microsoft customers rather than from selling Microsoft software—but the company had to offer substantial rebates in order to attract its own partners who were already partners with other security vendors, who offer substantial margins for partners who sign deals with corporate customers.