How do you differentiate yourself from the competition? If the answer is your "commitment to customer satisfaction," you'd better examine how truthful that is.
The new channel business model has little room for salespeople who are not also technology pros.
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.
Resist the urge to take a break in these months. Planning a well-thought-out summer campaign now can pay great dividends later.
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.
K2's recent marketing video shows that extraordinary marketing messages don't require a big staff or huge budgets -- but they do require commitment, creative thinking and perseverance.
From specialization to audience targeting, content creation, traffic generation and more, marketing consultant Barb Levisay offers proven tips for bolstering your name recognition.
Growing businesses have problems. There are many resources to help you address those problems; the opportunity is for you to use them.
By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.
"Geographic generalist" partners that offer any services for anybody, anywhere, are a struggling breed.
Microsoft gave its Dynamics CRM business a boost this week, acquiring Evanston, Ill.-based MarketingPilot Software for an undisclosed amount.
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."
Know what ingredients in sales, marketing and operations must be measured to perform at optimal levels. A partner needs to track at least four metrics for each department.
Microsoft opened two retail stores in the suburbs of New York City on Friday, bringing the total number of locations up to 25.
As Microsoft moves ever closer to a subscription-based model, connecting with the right salesperson isn't just strategy -- it's key.
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