The Changing Channel

In the New Partner Channel, Who's Doing the Selling?

As more IT firms continue to adopt the professional practice model, the traditional salesperson no longer fits the model.

When It Comes to Microsoft Partners, Size Matters

With the tide shifting to favor Microsoft's larger partners, smaller shops need to seriously consider revisiting their partnering strategy.

Analysis: Is There Still a Microsoft Partner Channel?

Channel guru Howard Cohen debates whether the Microsoft partner channel is really still a channel at all.