Microsoft Corp is reported to be stepping up its efforts to get users over to its product family and away from spreadsheet offerings from Lotus Development Corp and others. Computer Systems News says that it is offering to pay independent consultants to help customers migrate, and the Microsoft Custom Services programme, due to be launched next month, will provide free consultancy to customers that buy large volumes of Microsoft software. Consultants say Microsoft believes there is widespread interest in its products, but users are wary of the cost and effort of a large-scale conversion, and the free consultancy is designed to remove that obstacle. Analysts say that this sort of bare-knuckle tactic is unusual for Microsoft, and it may be a response to Borland International Inc’s aggressive pricing policies and free third-party consulting services to corporate customers. However, while Microsoft is able to resolve the issue of price, free consulting will not address the question of standards, and the offer may be attractive only to to users that are undecided about software. Microsoft’s 40 consulting partners will provide services like application migration, programming and training, and they will be reimbursed in two stages. The company will give grants to those users that commit to Microsoft products, and that grant is based on a proposal drawn up by account managers. It will include a recommendation for a consultant, and customers must use the grant to buy services from that consultant. Partners reportedly include WexTech Systems Inc and Micro Modelling Associates of New York; Lambertville, New Jersey-based B&L Associates Inc; Jacobson GeniusWorks of Arlington, Virginia and Ron Persons & Co, based in Santa Rosa, California. The migration offer may be a departure for Microsoft, but the company has been building relationships with consultants, value-added resellers and systems integrators for some time.
