Microsoft entices security consultants and system integrators
Microsoft is not holding any punches when it enters the security market: consultants and system integrators who advise their customers to purchase Microsoft's ISA server, Antigen, and Forefront will be offered up to 30 percent of the revenue generated. After the market launch, Microsoft plans to reduce this figure to 20 percent of revenue. The only thing that consultants have to do to benefit from this bonus is to be qualified for Microsoft's Security Software Advisor Program (SSA).
The Register of England is reporting that partner companies of Microsoft or Sybari and high-ranking members of the partner programs of other security firms can take part in SSA. The Register says this is the first time that Microsoft has made consultants and system integrators such an offer. Usually, such parties are not directly involved in the sale process, though their advice does influence the purchasing decisions that companies make.
In the first year, Microsoft will be investing 15 million US dollars in its SSA program to get as many companies as possible into Microsoft's security partner network. The company plans to finance training sessions and marketing support with this funding. Steve Brown, Microsoft's Director of Product Management for Security Products, stated in an interview that the program was a way for Microsoft to get its foot in the market. Later, Microsoft and its partners could move on to the market of added-value services, which offers greater margins.