Microsoft's top channel executive outlined some of the company's plans to ramp up support for partners during Wednesday's Worldwide Partner Conference (WPC) keynote.
- By Gladys Rama
- July 16, 2014
Understanding Microsoft's scorecard system is one way to figure out what partner deals Microsoft's sales reps currently value the most.
- By M.S. Partner
- March 24, 2014
All successful salespeople are socially well connected within their communities.
- By Ken Thoreson
- December 03, 2013
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.
- By Howard M. Cohen
- September 12, 2013
The new channel business model has little room for salespeople who are not also technology pros.
- By Howard M. Cohen
- August 19, 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
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
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
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.
- By Barb Levisay
- March 04, 2013
From specialization to audience targeting, content creation, traffic generation and more, marketing consultant Barb Levisay offers proven tips for bolstering your name recognition.
- By Barb Levisay
- March 04, 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
By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.
- By Ken Thoreson
- December 03, 2012
"Geographic generalist" partners that offer any services for anybody, anywhere, are a struggling breed.
- By Mike Harvath
- November 01, 2012
Microsoft gave its Dynamics CRM business a boost this week, acquiring Evanston, Ill.-based MarketingPilot Software for an undisclosed amount.
- By Gladys Rama
- October 18, 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