Microsoft in recent weeks has been under fire for its Software Assurance program. As both Forrester and Garnter have found, enterprises don't see the value in the programme. A survey by Forrester found that 26 per cent of the enterprises is preparing to drop it for sure and only 11 per cent said that they "definitely renew" the programme.

Responding to the criticism, Microsoft's corporate vice president of worldwide licensing and pricing Joe Matz (pictured right) argued that customers would be better off if they just listened to Microsoft's sales department instead:

31 Jul 2007

But we also recommend that customers rely on their Microsoft representative and local Microsoft Certified Partner for ongoing, direct and accurate information. These are the people on the ground who are able to assess an individual customer’s business situation — their existing systems, their people, their budget, their business and technology needs — and crunch the real numbers while also making sure the customer gets on the right type of volume licensing agreement.

The number crunching that Matz is referring shouldn't be confused with the saleperson's quarterly sales target. Or the company's efforts to kickstart its flat stock price by growing revenues and profits.

We couldn't agree more with the paragraph preceding Matz' praise for Microsoft's internal sales force.

"Like any other third-party source, analysts draw their own conclusions about Microsoft’s programs — which they should. The market is better off with this additional perspective and feedback that they bring.

So what is it, Mr. Matz? Should I trust analyst firms that are paid to provide independent research? Or should I trust your sales people who are paid to sell as many boxes as possible?