Express Data wins Microsoft "distie of the year"

By Sholto Macpherson on Sep 18, 2009 7:24 AM
Filed under Software

The secret is in the SPLA.

Express Data has picked up Microsft's only non-reseller award for Distributor Solution Partner of the Year" at the vendor's partner conference on the Gold Coast.

The distributor won the award in 2007 and was a finalist in 2008 for Microsoft's global distributor of the year.

Microsoft uses a number of metrics around growth to award the prize. However, Express Data's initiatives around software plus services which it pushed out this year were certain to have influenced the decision, said David Peach, Express Data's general manager, vendors.

The distributor has been rolling out a service provider licensing agreement (SPLA) program that lets service providers install Microsoft applications on their own networks and host them for businesses.

The SPLA payment model shifts from up-front payments for three-year licences to a monthly fee per user.

"At the end user level it allows them to have more flexibility," said Peach.

Express Data has been assisting resellers with the SPLA program by helping build their pipelines, such as by going through previous sales.

"Microsoft is getting on the front foot and re-engaging with their partner community and wanting to compete against their competitors," said Peach. "We're looking forward to another strong year with them."

 

 
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