The new channel business model has little room for salespeople who are not also technology pros.
- By Howard M. Cohen
- August 19, 2013
The RT version of Microsoft's tablet device has faced an uphill battle almost from the start. And now, it's drawn the ire of investors.
- By Scott Bekker
- August 15, 2013
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.
- By Ken Thoreson
- August 14, 2013
For IT companies, what's the ideal rate between growing too fast and not being able to keep up with demand, or growing too slowly and not having the resources to create demand?
- By Mike Harvath
- August 12, 2013
The International Association of Microsoft Channel Partners has always been a useful resource, but it became invaluable after Microsoft flipped the switch on the Microsoft Partner Network. Howard explains how.
- By Howard M. Cohen
- August 08, 2013
As Howard finds at this year's CompTIA partner convention, yes, there's still a channel. But there's also something else.
- By Howard M. Cohen
- July 31, 2013
With the cloud landscape growing more crowded, the upcoming Windows Azure Pack could be what raises Microsoft's Cloud OS above the fray.
- By Jeffrey Schwartz
- July 29, 2013
In which Howard draws a link between a series of unfortunate Microsoft Surface-related events.
- By Howard M. Cohen
- July 25, 2013
Are PAMs going away? Is a major partner executive leaving? As usual, there were plenty of rumors floating around this year's Worldwide Partner Conference floor -- some more well-founded than others. Howard separates fact from fiction.
- By Howard M. Cohen
- July 18, 2013
What's one of the most common missteps a partner can make when approaching a Microsoft employee? According to our former Microsoft insider, it's not knowing what he or she is responsible for.
- By M.S. Partner
- July 17, 2013
Besides shaking up the RMM landscape, the acquisitions -- just weeks apart -- are a sign that IT heavyweights are starting to pay closer attention to the MSP market.
- By Scott Bekker
- July 01, 2013
Navigating the Worldwide Partner Conference can be a major undertaking. Microsoft offers its WPC Connect tool as a way to manage meetings and keep track of sessions. Problem: Navigating the WPC Connect tool can also be a major undertaking.
- By Howard M. Cohen
- June 28, 2013
Step aside, "cloud." "Hybrid" is the latest tech buzzword to lack a clear definition -- and in today's BYOD era, that's an issue.
- By Howard M. Cohen
- June 26, 2013
Resist the urge to take a break in these months. Planning a well-thought-out summer campaign now can pay great dividends later.
- By Ken Thoreson
- June 19, 2013
The only way to provide quality services across the Microsoft stack would be to partner with other Microsoft partners.
- By Howard M. Cohen
- June 12, 2013
Nearly a year after disclosing plans to take on Amazon Web Services in the cloud, Microsoft Windows Azure Infrastructure Services is now available.
- By Jeffrey Schwartz
- June 04, 2013
The PC market isn't the stronghold it used to be for Microsoft, but its current stumbles don't necessarily mean a long-term decline, according to one analyst.
- By Scott Bekker
- May 29, 2013
The RCP/Rocket award honors IT services companies whose unique business strategies have led to growth. The May 1 deadline for submissions is fast approaching.
- By Mike Harvath
- April 17, 2013
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
Scott finds that there are pros and cons to being a Lumia 822 user -- but it's mostly pros.
- By Scott Bekker
- April 04, 2013