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
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
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
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
WEB EXCLUSIVE: It's hard enough to sell a product without having first-hand experience of it. That's even more evident when the product is Microsoft Lync. For some partners, adopting Lync for their own use has proven to be the best way to help their clients.
- By Doug Barney, Scott Bekker
- May 30, 2011
Traditionally, businesses monitor things like revenue, leads and phone calls made. All are important items to measure...but they only tell part of the story.
- By Keith Lubner
- May 01, 2011
Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through.
- By Ken Thoreson
- April 05, 2011
The Microsoft reseller that can implement a process and system to develop opportunities on its own will always win in the marketplace.
- By Keith Lubner
- April 05, 2011