In the new technology marketplace, it's the buyers -- not the sellers -- who have the power. And buyers are increasingly focused on intangibles.
- By Mike Harvath
- May 02, 2012
During your early-stage and late-stage implementation phase, consider other steps where an inside approach can be implemented.
- By Ken Thoreson
- April 01, 2012
Big Blue's new CEO hails new era of computing based on intelligent systems that can crunch Big Data.
- By Jeffrey Schwartz
- March 26, 2012
As more IT firms continue to adopt the professional practice model, the traditional salesperson no longer fits the model.
- By Howard M. Cohen
- March 12, 2012
The fight for market share is intensifying, and as a result the costs for a share point of growth are getting frightfully more expensive.
- By Mike Harvath
- January 03, 2012
All this cloud hype will finally come to a head next year. Here's what your business needs to do to get ready.
- By Keith Lubner
- December 08, 2011
A quick progression from the moment you meet a prospect to the moment you close the opportunity is critical to a partner's cloud business. The "Velocity Sales Process" shows you how to get from Point A to Point B.
- By Ken Thoreson
- December 01, 2011
This isn't rocket science. Lay out a plan by week, by month, by quarter and by year for all of your communications and then execute that plan.
- By Keith Lubner
- November 01, 2011
Hewlett-Packard is looking to make it easier for partners to offer its portfolio of services to customers.
- By Jeffrey Schwartz
- September 01, 2011
The transition to the cloud is a huge challenge for most business models. Here are nine key performance indicators for tracking your company's cloud progress.
- By Keith Lubner
- September 01, 2011
New functionality additions in the social networking tool mean creative Microsoft partners have more ways than ever to get the word out about the great things their companies are doing.
- By Joe Dysart
- August 22, 2011
Microsoft created a new partner category when it launched Office 365 to fix the billing problems that vexed partners with BPOS. But there's a catch.
- By Scott Bekker
- August 04, 2011
Now that it's available, partners are prepared to start offering Microsoft's biggest bet in the cloud to date.
- By Jeffrey Schwartz
- August 04, 2011
Partners and sales teams are entering uncharted territory in cloud computing. Here are six tips for building a successful cloud practice.
- By Ken Thoreson
- June 01, 2011
It's one thing to be productive, but if your productivity comes at a high cost, you lose. Therefore, it's important to be efficient, too.
- By Keith Lubner
- June 01, 2011