LARs: An Endangered Species?
In conjunction with its new software licensing programs, Microsoft overhauled its large account reseller (LAR) program.In conjunction with its new software licensing programs, Microsoft overhauled its large account reseller (LAR) program. LARs that sell Microsoft products under the companys Enterprise Agreement licensing program will now be called Enterprise Software Advisers (ESA). And Microsoft is taking over the sales function and leaving ESAs with service and support responsibility.
Starting Oct. 1, Microsoft will begin selling direct to customers and will pay ESAs a fee for their services. "We will set the price and invoice the customer and still have a partner involved in every sale," says Brendan OConnor, manager of channel strategy for worldwide licensing at Microsoft.