Burgum: Customers Like Different Approaches

Does a fixed-fee, hourly rate, or value-bill approach works best for resellers? That's not the right issue, says Doug Burgum, the senior vice president who heads Microsoft Business Solutions. There is not one approach that fits all customers."In terms of pricing, one of the things that we have found is that some people like to buy a product for a couple of hundred bucks and never talk to a VAR," he says. "There are two markets, even for the same size customer. Some of it is preferences as to how they want to purchase." Burgum's comments strongly echo Sage Software's approach to selling payroll. Sage CEO Ron Verni has described business as having an ...