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Marching Orders 2017: Differentiate To Survive

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Matt Scherocman, president of Interlink Cloud Advisors.

Cloud gives partners the ability to sell anywhere in the world. With that, some of our key differentiators as partners are changing in the eyes of the customer.

My recommendation for 2017 is to focus on how your business is going to set itself apart from everyone else.

Here are the simple steps: More

Posted on December 30, 2016 at 7:17 AM0 comments


Marching Orders 2017: Prepare for a Correction

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Reed Warren, vice president of Revenue Rocket Consulting Group.

Harry Truman was fond of saying how much he yearned for a one-handed economist. He grew weary of economists offering one prognostication, then a minute later saying, "On the other hand," and proffering yet a completely different scenario.

We're going to offer a one-handed prognostication for 2017/2018 -- the market could very well see a pullback in demand, thereby setting off a technology correction. More

Posted on December 29, 2016 at 7:08 AM0 comments


Marching Orders 2017: Sell Outside of IT

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Keith Lubner, managing partner at Channel Consulting Corp. and co-founder of Channel EQ.

Our company develops ridiculously good training content and programs for the channel. One of our most popular programs is called Business Guidance Selling. The essence of this course is transforming salespeople to sell outside of their comfort zones and into other areas beyond the IT department.

In 2017, your ability to excel will be determined by your ability to sell to all the other stakeholders within an organization that now have budgets to spend on your products and services. More

Posted by Keith Lubner on December 28, 2016 at 7:43 AM0 comments


Marching Orders 2017: 'P2P as a Practice' Is the New Black

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Per Werngren, chairman of the International Association of Microsoft Channel Partners (IAMCP).

Remember a few years ago when Microsoft partner account managers or PAMs (now called partner sales executives or PSEs) asked partners to sign up for new competencies? If you tried to resist, you often had a problem convincing your PAM to agree.

But times have changed. We see that the most successful partners are the ones that specialize in doing only a few things -- and doing them well. Less is more! More

Posted on December 27, 2016 at 7:40 AM0 comments


Marching Orders 2017: Reconsider Cloud Managed Services

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Aziz Benmalek, vice president of Worldwide Hosting & Cloud Services at Microsoft.

We truly have "crossed the chasm" and are in the "early majority" stage of the cloud-adoption curve. Cloud is disrupting traditional IT faster than we think, which means increased opportunity for cloud service providers.

One of the biggest opportunities for partners moving into 2017 is helping customers navigate the superior functionality of cloud offerings, and managing their production workloads running in the public cloud. In fact, 451 Research indicates that cloud managed services are projected to be a $43 billion market by calendar year 2018, growing 60 percent faster than infrastructure-only services. More

Posted on December 26, 2016 at 7:34 AM0 comments


Marching Orders 2017: Execute Brilliantly

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Ken Thoreson, RCP columnist and president of Acumen Management Group.

Thinking about 2017 versus the past two years, I envision that most Microsoft partners will begin propelling their organizations to new levels of success.

In most cases, the business models have already been worked on during the past two years, and if those partners have focused on the right actions, 2017 should be highly profitable.

During the past two years, we have worked with many organizations on their partner cloud acceleration strategies and business-velocity tactics. In the new year, the words I would use to describe partner marching orders would be: "Brilliant Execution: Finding Leverage, Fine-Tuning Business Models and Enhancing Management/Sales Training." More

Posted by Ken Thoreson on December 23, 2016 at 7:15 AM0 comments


Marching Orders 2017: Sharpen That Post-Infrastructure Strategy

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Howard M. Cohen, who writes this publication's "The Changing Channel" column.

My "marching order" for all Microsoft partners is stop and ask yourselves the hard questions. Realize that the relationship between you and Microsoft is changing rapidly, and you need to face the brutal truth of those changes and adapt.

Where will you and your company go? More

Posted by Howard M. Cohen on December 22, 2016 at 8:29 AM0 comments


Marching Orders 2017: Invest in Employees

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Eduardo Kassner, CTO of Microsoft's Worldwide Partner Group.

Organizations across all industries are recognizing the value digital transformation can have in propelling future growth and it's driving the explosive demand for cloud-enabled solutions. With Microsoft Azure premium services revenue, we have seen triple-digit growth for the last eight consecutive quarters. In 2017, it will be more important than ever to make investments in cloud training for your most valuable resource, your employees.

We want to make it as easy as possible for every partner to get the skills they need to address the growing market opportunity. To help close the skills gap in the high-tech industry, at our Worldwide Partner Conference this past July, we announced the Microsoft Professional Program (MPP), the first of its kind to offer employer-endorsed, university-caliber curriculum for professionals at any stage of their career. More

Posted on December 21, 2016 at 8:24 AM0 comments


Marching Orders 2017: Lead the Digital Transformation

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Gavriella Schuster, corporate vice president of Microsoft's Worldwide Partner Group.

Cloud technology is no longer a nascent trend -- it's the new normal. Last spring, IDC research found that 80 percent of businesses are deploying or fully embracing the cloud, and that number will only continue to grow.

The opportunity in 2017 and beyond for partners is huge. In fact, IDC also found that public cloud services spending is forecast to hit $195 billion by 2020, with greater cloud spending hitting $500 billion in that same timeframe. More

Posted on December 20, 2016 at 10:17 AM0 comments


Marching Orders 2017: Digital Maturity Isn't Generational

What should you do to make the most of technology business opportunities in 2017? For this "Marching Orders" series, we put that question to a number of channel luminaries, including top Microsoft channel executives, consultants, Microsoft partners and other regular RCP contributors. This entry comes from Jeff Hilton, founder of Alliance for Channel Success.

There is a big drive for organizations to achieve greater digital maturity.

When organizations use technology-led initiatives and digitally managed processes to drive performance, they gain strategic assets and distinct competitive and effectiveness advantages. They gain new ways of finding, engaging and working with clients and co-workers. More

Posted on December 19, 2016 at 9:31 AM0 comments


Partner Lessons from Building a Cloud-Ready Business

Editor's Note: A big challenge for longtime Microsoft partners is managing the transition from providing on-premises services and billing to getting profitable in the newer cloud models. In this guest post, Tim Wallis, founder and CEO of enterprise Office 365 and SharePoint consultancy Content and Code, describes how the U.K.-based firm made the switch from a project-based business to a managed service provider.

In my business, it pays to embrace change, and in this day and age I think that has never been more true. As we continue to face ever more uncertainty -- both economically and politically -- the need for a business to be flexible is not only an advantage, but is becoming a fundamental necessity.

Today, I want to talk about my experience of this "new normal" of business flexibility, and show how to take advantage of the opportunities it presents. I'll show how my company moved from an on-premises business to a cloud business, from project-based services to a managed services model. I'll talk about overcoming the resistance we encountered, how we customized our client approach and restructured our workforce to turn us into one of the leading Microsoft Partners in the United Kingdom. More

Posted on September 14, 2016 at 9:22 AM0 comments


Marching Orders 2016: Avoid Long-Term Contracts

Editor's Note: Throughout the month of January, we'll be running installments of Marching Orders, our annual collection of advice and predictions from channel luminaries about what to do and what to expect in the year ahead. For this entry, Mike Harvath, CEO of Revenue Rocket Consulting Group and a longtime RCP columnist, makes a counterintuitive recommendation about contract lengths in this recurring revenue age.

Beware the curse of the long-term contract.

We're going to offer some advice for the coming year that on its surface seems counterintuitive, but when looked at practically, makes a great deal of sense. It's the fallacy of the long-term (i.e., three-year) contract. Say what? More

Posted by Mike Harvath on January 28, 2016 at 1:18 PM0 comments