Microsoft has a history of changing tacks in its partner strategy, for good and sometimes for ill. Its partners should take care not to get left behind.
- By Howard M. Cohen
- January 09, 2014
What will 2014 bring? RCP's stable of experts know, and they share their insights on everything from cloud and hybrid to new business models to the coming frenzy of Windows XP replacement.
- By Redmond Channel Partner magazine staff
- December 16, 2013
A quick primer on how Microsoft's field salespeople are compensated -- and how you can make that knowledge work for you as a partner.
- By M.S. Partner
- December 12, 2013
All successful salespeople are socially well connected within their communities.
- By Ken Thoreson
- December 03, 2013
According to this former Microsoft field rep, there is no magical lead fountain -- getting leads from Microsoft is a multi-step process.
- By M.S. Partner
- September 30, 2013
CRM applications promise a lot, but often fail to deliver. And that's a bad deal for sales managers.
- By Ken Thoreson
- September 23, 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
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
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
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 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
WEB EXCLUSIVE: Channel communities are key for partners who want to network, shore up resources and bolster their access to the larger organizations they are partners with. But given their wide variety, it can be a challenge for partners to know which communities suit them best. In this primer, Howard runs down the different types of partner communities to help you find the best fit for your partner company.
- By Howard M. Cohen
- March 11, 2013
Growing businesses have problems. There are many resources to help you address those problems; the opportunity is for you to use them.
- By Ken Thoreson
- March 04, 2013