Microsoft partners can expect improved local support from the vendor now that its local leaders, including country manager Helen Robinson, will be compensated on new metrics that emphasise partner satisfaction just behind overall customer satisfaction.
During his key-note speech at the company’s Worldwide Partner Conference in Denver, COO Kevin Turner announced a number of fundamental improvements to Microsoft’s partner programme in an effort to help its 600,000 business partners worldwide make more money.
This includes compensating Microsoft’s field sales representatives on how well they take care of partners. “Every subsidiary, every country manager is going to get compensated on that,” says Turner.
Partner success will be measured through a new online partner dashboard the company plans to roll out in September. The dashboard will let partners measure themselves against similar companies on sales, profitability and other performance indicators.
“We're going to make available to you what the best of class partners within your partner type are doing, and [let] you benchmark yourself against the very best,” says Turner. The dashboard will also be extended to measure how well Microsoft subsidiaries are supporting the channel, says Turner. “When we sit down for our reviews with our country managers, we're going to start with the partner dashboard and talk about the ecosystem and how well they're nurturing the ecosystem within their subsidiary. We're going to hold our teams accountable for helping you be successful.” Robinson says the fact that Microsoft executives and staff at all levels are measured on ensuring that partners continue to be successful and its partner ecosystem continues to thrive, is good news for partners. "Having a shared scorecard which includes a metric on partner satisfaction simply ensures a more focussed One Microsoft approach globally. The experience of customers and partners in doing business with us has always been a top priority in all that we do." Partners are key to Microsoft's long term success and with 600,000 partners serving over 160 million customers are one of its top competitive advantages, says Turner. “No other company has built their company to this size with the partner ecosystem that we have. I see opportunity for us to continue to do more to drive that competitive advantage,” Turner says.