Vendor adds eight more features to controversial Software Assurance programme

The channel remains in disagreement over the advantages of Microsoft’s controversial Software Assurance (SA) scheme, following the vendor’s recent addition of eight new features to the programme.

SA launched in 2002 as a way for Microsoft channel partners to provide end-users with upgrades on specific software products as part of a pre-defined agreement. These include upgrades for 50 licences of Microsoft Office for a three-year period.

The SA programme now consists of 18 different features, and the eight most recent range from one day information work discovery workshops to extended lifecycle hot-fix support.

Ram Dhaliwal, training and certification manager at Microsoft UK, told CRN: “We will be looking to expand it [SA] further still. End-users can gain access to all the tools and training they need through VARs, for example, as part of a large desktop deployment. SA now includes elements for this,” he said.

The programme has long been criticised by VARs for its complexity and cost. However, Dhaliwal denied that the addition of the eight extra features to the programme is compounding SA’s problems further.

“We have a lot of choice in our programmes, which brings complexity. But we still want to offer that choice. Partners say that SA is fantastic value when they have seen the benefits from it,” he added.

Dave Simpson, sales and mark-eting director at Microsoft VAR

Softcat, told CRN that the addition of these new features could increase

SA’s benefits.

“For VARs it’s good, because potentially it enables us to make new sales and is likely to secure us renewed business with those that have used it before,” he said.

However, Nick Bayley, managing director of Microsoft VAR Assured IT Services, disagreed. “I have been in the IT market for 20 years and have never been able to sell an SA package. SA costs 40 per cent on top of the licence. Why would end-users upgrade if they don’t need to?” he said.