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.
- By Howard M. Cohen
- April 15, 2013
For channel partners, joining a community is essential to making their voices heard by the larger organizations they are partners with. But given the wide variety of communities in the channel, it can be a challenge for partners to know which ones suit them best.
- By Howard M. Cohen
- March 01, 2013
As the recent ConnectWise conference demonstrated, the channel hasn't been made obsolete -- it's just gotten more evolved.
- By Howard M. Cohen
- December 12, 2012
Microsoft threw another wrench in the effort to define cloud computing when it ushered in its Cloud OS era with Windows Server 2012. But for partners, the new definition means that for once, they won't have to change as much as they thought.
- By Howard M. Cohen
- November 29, 2012
In reducing its ranks of partner-facing support personnel, Microsoft may be taking some pointers from the president of Howard's old company: "If you've got enough people to do the job, you have too many people."
- By Howard M. Cohen
- October 17, 2012
Doomsayers are blaming cloud computing for the theoretical demise of the channel, but from Howard's point of view, it's all FUD.
- By Howard M. Cohen
- September 12, 2012
Some people might look at the "new" Microsoft and say it's less personal, more corporate. Those people would be wrong.
- By Howard M. Cohen
- August 22, 2012
What does Microsoft's Jon Roskill think is driving the most profound change in the partner channel?
- By Howard M. Cohen
- July 11, 2012
There's only one "thought-processor" tool that has helped me develop perhaps thousands of different kinds of projects.
- By Howard M. Cohen
- June 05, 2012
What changes with the cloud is very simple. Instead of just hardware and software, we now integrate hardware, software and services. So why don't many partner companies believe in it?
- By Howard M. Cohen
- May 02, 2012
It might be a tired cliche but it also happens to be true: You can't -- and you probably don't want to even try -- to be all things to all people.
- By Howard M. Cohen
- April 25, 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
With the tide shifting to favor Microsoft's larger partners, smaller shops need to seriously consider revisiting their partnering strategy.
- By Howard M. Cohen
- February 01, 2012
Channel guru Howard Cohen debates whether the Microsoft partner channel is really still a channel at all.
- By Howard M. Cohen
- January 19, 2012