Without Gates, Microsoft`s Channel Changes Little - Measured Change
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Because the
channel grew organically and democratically at its own pace, with Gates gone,
any changes would have to be made slowly
and carefully, insiders say.
"It's not a
bad thing that it will stay the same," Bahl says. "If they were to change anything
quickly, it would most likely hurt partners.
You have to remember that if Microsoft, that if HP, IBM
could make money without the channel, they certainly would, but they are dependant
on us, so they'll leave well enough alone."
That doesn't mean
that it's easy being a Microsoft VAR. Post-Y2K, Bahl says the target for many
vendors shifted to the SMB, and Microsoft increasingly looked to the channel
partners to help penetrate the market and drive revenue and sales. But doing that has gotten increasingly
difficult, Bahl says.
"Microsoft is
our principal partner, and the basis on which we build most of our
solutions. I was of the opinion that 'if
Microsoft builds it, 'they' [customers] will come,'" says Bahl. But that strategy isn't paying the dividends
he'd expected.
"I'm starting
to question the wisdom of my decision.
With Vista, with Office 2007, with SharePoint and
ResponsePoint -- customers certainly aren't beating down my door clamoring to
get those solutions," he says.
That said, Bahl
adds that he still believes Microsoft has the best channel program of vendors
he works with, and that their support and commitment to the channel are second
to none.
Microsoft Partner 
