Microsoft have long tried to get customers to buy into Software Assurance so that the customers can get the latest products and pay for them in advance over the course of a few years. In principle this sounds great, but when Microsoft then discontinue a product as they have with Small Business Server, the make good offer is the key to how customers will perceive their “value” that they have gotten from the past payments for this future software. This time round, the offer is pretty poor all round really as fellow MVP HandyAndy highlights in his blog post here.
Microsoft – you want us to invest in things like Software Assurance, but you are your own worst enemy on this front. You devalue the product by discontinuing it firstly, and then the make good offer that follows is not good enough for people to make their own version of what you’ve discontinued… this makes us resellers really think twice before we recommend Software Assurance to the customers we are trusted by.