Partner View
Buried Treasure: Uncovering SharePoint's Riches
May 2008
by Ryan Thomas
Clients will see the light once you show how SharePoint can help them implement collaborative Web applications. more

Selling Microsoft
10 Tips for Selling Successfully When Times Are Tough
May 2008
by Ken Thoreson
Microsoft partners can blunt the impact of the recession by maintaining focus with these handy tips. more

Directions
Cloudy Future for Business IT
May 2008
by Paul DeGroot
As Microsoft's business model moves into the cloud, partners already doing business there should be prepared for uncertain times ahead. more

Partner View
Making a Successful -- and Safe -- Migration to Exchange Server 2007
April 2008
by Randy De Meno
Tapping Exchange for its best features may mean partnering with the right vendor to get you the full 64-bit experience. more

Directions
Cloudy Future for Business IT
April 2008
by Paul DeGroot
Cloud-based computing gets legs, and so does business in the cloud. more

Partner Advocate
Finding a Niche in SaaS
April 2008
by Scott Bekker
Microsoft Partner Program members tell us that they struggle to figure out how to shoehorn Software as a Service into existing business models. more

Partner Advocate
There Will Be Conflict
March 2008
by Scott Bekker
In a mirror of the hot political debates, Microsoft struggles to drive home distinct messages to customers and partners, employees and investors. more

Partner View
5 Strategies for Effective Lead Management
March 2008
by Charles Watson
Between leads and sales lies a mystery. Here are a few ways to make the process more transparent and improve the lead-to-sales ratio. more

Dynamics Perspective
Dynamics at the Crossroads
March 2008
by Joshua Greenbaum
Will an executive shuffle stifle or spur convergence in Microsoft's Business division? more

Selling Microsoft
Boost Accountability, Insight -- and Sales
March 2008
by Ken Thoreson
Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. more

Directions
Microsoft's EBC: Symbol of Openness, Great Partner Perk
March 2008
by Paul DeGroot
At Building 33 on the Microsoft campus, you'll find a partner incubator that insiders call the "East Wing." more

Partner Advocate
A Marriage Made in the Midmarket
February 2008
by Scott Bekker
Essential Business Server makes its debut in the wake of the Windows 2008 launch wave. Watch the sales roll in. more

Partner View
Business-Continuity Planning: Myths and Mistakes
February 2008
by Brace Rennels
Now that you have a plan, it's time to make sure it works. Practice, in this case, makes perfect. more

Directions
Pushing Partners to Plan for Success
February 2008
by Paul DeGroot
To break into the enterprise sales segment, you first have to prove to Microsoft that you have the right stuff. more

Partner Advocate
Dell Goes Indirect
January 2008
by Scott Bekker
All eyes are on Round Rock as the computer seller changes direction and makes a visibly stronger channel play. more

Dynamics Perspective
Dynamics Perspective
January 2008
by Joshua Greenbaum
Is there an SAP market left for Dynamics? more

Selling Microsoft
The Art of Discovery: Connecting the Dots
January 2008
by Ken Thoreson
Salespeople can get to the basic questions just by pretending to see from the prospect's POV. more

Partner Advocate
11 Deals that Changed the Channel in 2007
December 2007
by Scott Bekker
Channel partners saw a lot of upheaval in 2007 among their big vendor partners. Here's a recap of the year's most significant deals. more

Columns Archive