Microsoft Announces Update to Dynamics Reseller Incentive Structure

David Gumpert

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Microsoft today announced significant changes coming to its sales incentives for Microsoft Dynamics partners, with an increased focus on growing sales of licenses and maintenance, along with more differentiated incentives for those partners who out-perform and under-perform.

"We are raising the bar," says Jeff Edwards, Director of Channel Strategy for Microsoft Business Solutions. "The goal is to motivate partners by marketing differently with them and treating them differently in the field based on their performance.

The new incentive plan will begin in January 2012, according to Edwards.

In the current system a partner's revenue is added up from both licenses and maintenance contracts, and the total drives the margin th...

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