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Specialization is right, execution will be difficult
I think they are right on target about the need to specialize. As a VAR I see this more and more. Prospective customers are increasingly unwilling to adopt generic shrink wrapped solutions (which was the standard 5-10 years ago).

The problem could be in the execution.

1. There's never enough niche specialization work as it first seems.

2. You have to fight well entrenched existing competitors (in this case small VARS will fight the bigger national guys).

3. On the lower end (under $100k) most customers lack the skills, sophistication and people to carry off a niche software implementation (the eyes bigger than the stomach syndrome).

I am not a Microsoft VAR, however if I was I'd be very concerned about the company's stated goal of increasing their reseller channel. Even if Microsoft doesn't sell through volume programs - the rapid increase in authorized VARS will have that effect. You'll see them cannibalizng sales and lowering prices.

Long term I'm still calling for Microsoft to exit the accounting software business within 5 years. It's one thing to have a rally and motivate the troops and another to execute on plan. I'm betting they will not be able to execute. They've done poorly this past few years.
Posted by: mas90guru   Posted on: 07/14/04 You are currently: a Guest | Members login | Terms of Use
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And...  Richard Flude | 07/12/04
Please specialize in Security and Patches.. thank you.  Xunil_Sierutuf | 07/12/04
What did they expect?  Immanuel Tranz-Mischen | 07/12/04
Sounds good  Enterprise. Analyst | 07/12/04
Do you understand what a wink means?  Richard Flude | 07/13/04
Mommy didn't explain it to him yet.  Xunil_Sierutuf | 07/13/04
Being a specialist is dangerous.  No_Ax_to_Grind | 07/13/04
Services from specialists  Anton Philidor | 07/13/04
A couple of points.  No_Ax_to_Grind | 07/13/04
General contractors  Anton Philidor | 07/13/04
Buggy whips...  k4_pacific | 07/13/04
Figured I'd see the usual responses...  Anton Philidor | 07/13/04
Intersting but you forget the consumer LOVES MS.  No_Ax_to_Grind | 07/13/04
Your popularity will now skyrocket.  Anton Philidor | 07/13/04
As a VAR, I don't think so.  No_Ax_to_Grind | 07/13/04
Doctors are a good example  Anton Philidor | 07/13/04
darn  Iain_Peters | 07/13/04
Specialization is right, execution will be difficult  mas90guru | 07/14/04

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