CRN: Volume deals drag out

November 29 2004

Shame.

Microsoft is going on the defensive in the volume licensing game.  The company's field sales force no longer is being told to push new Enterprise Agreements (EAs)--typically three-year volume deals--but rather to stem the bleeding, sources said.
"The No. 1 priority for [Microsoft] sales is to protect existing EAs, not get new ones," said a longtime East Coast partner.
That is quite a departure for a historically aggressive company. But conditions from very public product delays to residual anger over volume licensing changes to overall sluggish IT spending are hurting Microsoft big time, channel sources and Microsoft insiders alike said.
Link: CRN: Volume deals drag out >

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