July 7, 2013

Partners On Surface Strategy: Microsoft Just Stacked The Deck Against Us

Todd Swank, senior director of product marketing at Equus Computer Systems, Minnetonka, Minn., said that while the Microsoft Devices Program was a step in the right direction, the fact that Microsoft is playing favorites with LAR partners hurts the rest of the Microsoft channel. 

 "It's definitely frustrating," Swank said. "You're trying to do business with Microsoft and they're stacking the deck against you." 

The situation also could force Microsoft partners to buy Surface products directly from companies such as CDW and PC Mall. 

"I've heard of resellers buying Surface tablets from Microsoft directly and then turning around and selling them at cost to customers to just get the account," Swank said. "So I won't be surprised if that happens."

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