Microsoft is offering resellers up to 30 per cent of the licence fees from its customer relationship management (CRM) software.
Resellers qualifying under its Certified Partner programme will be entitled to a rebate of 20 per cent on software sales, in addition to any margin gained from their agreement with Microsoft's distributors.
Partners that hit their agreed targets for a sales quarter will qualify for an additional 10 per cent rebate on sales in the following quarter.
The programme should encourage resellers to seek accreditation, explained Annette Giardina, CRM business director at Microsoft VAR Aspective.
"This will mean customers have an implementation partner with a guaranteed level of understanding [and] that will increase the likelihood of a successful implementation," she said.
The additional bonus for meeting sales targets is designed to act as an incentive to push Microsoft CRM in cases where a third party may receive the licence fees.
"Our channel partners will be able to take the core functionality and deliver that in a way that meets the customer's needs, whether that's a hosted version, or one tailored to meet a specific vertical market," said Michala Alexander, CRM product manager for Microsoft Business Solutions.
Microsoft last week released the 1.2 version of its CRM software, making it available in the UK for the first time. The software helps businesses manage their sales information and is aimed at small to medium-sized firms running Windows 2000 or XP.
Partners will be able to provide specific industry knowledge and implementation expertise to help customers get the most from the system.
"Where firms assume CRM is just a technical issue they can run into problems," said Giardina.
"But with a VAR to guide them they can make sure they get a system that delivers real business improvements."
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