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MS: ‘Fewer, deeper' on enterprise partners

MS: ‘Fewer, deeper' on enterprise partners

After 12 months of building up staff and customers, Avanade Australia hosted its official public launch last week with Microsoft declaring it now needs fewer enterprise channel partners.

Avanade Australia is a wholly owned subsidiary of Avanade, a joint venture between Microsoft and Accenture. It is an IT services company that focuses purely on the Microsoft platform, offering a range of development, integration and other technical skills to enterprise clients. Such work includes .Net development, Lotus Notes to MS Exchange migration, Windows migration, enterprise portal development and mobile solutions.

With many enterprise deals are likely to be tipped to Avanade in the future, Microsoft Australia managing director Paul Houghton said the vendor had taken a "fewer, deeper" strategy with its services partners. But rather than culling Microsoft's existing enterprise partners, Houghton said the vendor would not work closely with some of them.

"There are some partners we will be proactive with," he said. "The broader partner community will remain, but will be supported differently. We think there are plenty of opportunities for all the strong partners."

Houghton described the combination of Avanade, Accenture, and Microsoft's internal enterprise services division, as well as existing channel partners, as being "complementary". Microsoft's enterprise services division will concentrate on short-term strategic implementations while Avanade will engage in long-term, project-oriented implementations, he said.


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