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Microsoft announces changes to sales incentive program for MS Dynamics partners

Microsoft announced last week it will be making significant changes to its Microsoft Dynamics channel sales incentives. As an attempt to differentiate between license and maintenance sales of the business application programs, Microsoft will offer sales incentives to partners reflecting both out-performance and under-performance.

“We are raising the bar,” said 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.”

Referring to the current incentive structure which promotes licence and maintenance sales as a whole, Edwards added: “We want to motivate those separately.”

The new sales incentive program, which will go into effect in January 2012, will focus on specifying rewards and sales incentives in relation to the marketplace in question – a measure that Microsoft hopes will promote channel sales in any market.

Microsoft Dynamics applications are used by more than 300,000 businesses worldwide. Currently, there are approximately 10,000 sales partners who promote the business-to-business service through channel sales.