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Q. A Seattle-area reader comments that much of the media speculation concerning Microsoft's ability to pull off .NET revolves around technology and development issues while ignoring much larger issues. The reader says the .NET changes the company 's underlying business model from one where it pushes boxes into the channel, requiring others to make the sale, to a direct services provider a la AOL (AOL, news, msgs). While subscription business models gives Microsoft the annuity they have been searching for with MSN, it requires a fundamentally different sales and marketing organization. He says that Microsoft has traditionally been a product marketer, not a services marketer. And so he wonders why, if .NET really is the inflection point for the company, there hasn’t been a sales and marketing makeover yet.
A. These are valid concerns with which I don't really disagree, but I'd like to add a few comments.
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