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Sales and Marketing


In the Cloud and IP Era, Partners Rethink the Role of Salespeople

As the channel shifts further and further away from selling products, customers tell us more and more how they don't want to talk with salespeople anymore.

Face Value: 5 Reasons Partners Should Visit Their Customers

As one Microsoft systems integrator has found, having regular face-to-face meetings with customers can really pay off -- sometimes literally.

Microsoft Channel Chief Details Updates to Partner Resources

Microsoft's top channel executive outlined some of the company's plans to ramp up support for partners during Wednesday's Worldwide Partner Conference (WPC) keynote.

What Gaps Does Microsoft Want Partners To Fill?

Understanding Microsoft's scorecard system is one way to figure out what partner deals Microsoft's sales reps currently value the most.

Smarter Salespeople Use Maps

All successful salespeople are socially well connected within their communities.

IT Services and the Lie of 'Customer Satisfaction'

How do you differentiate yourself from the competition? If the answer is your "commitment to customer satisfaction," you'd better examine how truthful that is.

Who Is the 'One Great Salesperson'?

The new channel business model has little room for salespeople who are not also technology pros.

The Ultimate Sales Strategy

The sales techniques that worked five or 10 years ago won't work as well today. What modern prospects are looking for is a partner that can deliver Business Guidance Value.

Partners: 6 Ways To Beat the Summer Slowdown

Resist the urge to take a break in these months. Planning a well-thought-out summer campaign now can pay great dividends later.

Microsoft Partners Cannot Live by Fees Alone

Selling cloud service subscriptions isn't a bad strategy -- as long as you use them to set the stage for sales of your own suite of services.

Behind Microsoft Partner K2's 'Dispute Impossible' Campaign

K2's recent marketing video shows that extraordinary marketing messages don't require a big staff or huge budgets -- but they do require commitment, creative thinking and perseverance.

Partners: Beware of 'Reinventing the Wheel'

Growing businesses have problems. There are many resources to help you address those problems; the opportunity is for you to use them.

59 Real-World Marketing Tactics for Microsoft Partners

From specialization to audience targeting, content creation, traffic generation and more, marketing consultant Barb Levisay offers proven tips for bolstering your name recognition.

7 Benefits of a Prescriptive Sales Process

By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.

Seller Beware: Customers Want Vertical Partners, Not 'Generalists'

"Geographic generalist" partners that offer any services for anybody, anywhere, are a struggling breed.