As part of RCP's 2014 "Marching Orders" feature, Ken Thoreson, principal at Acumen Management Group, gives his advice for how partners can succeed in the new year.
As I write this, many of my clients are working through their business-planning process for 2014. Done right, it expands past the one-page business plan and an Excel spreadsheet to a quarterly planning process by department with specific quarterly revenue goals. It also includes specific tactical plans for each partner's various sectors: sales, marketing, delivery and administration. I like to suggest this is their "Business Pizza" -- lots of ingredients broken in to digestible slices.
Focus on talent. Proper human ingredients will make all the difference in your business. It's also the hardest part. Hiring sales, marketing and delivery talent must be your No. 1 focus in 2014. To elevate your performance, you must have quality. Make it a goal to upgrade your talent level. It may take you four months to find the right salesperson who can professionally consult with your prospects by bringing the right mix of business expertise, savvy and a commanding presence.
Test your message. I've spent an enormous amount of time this past year with clients on learning to separate themselves from their competition by developing their marketing messaging and offerings. From thought leadership marketing ideas to vertical knowledge to new value propositions, Microsoft partners must be service-focused and offer levels of expertise that competitors can't match. Keep it grounded, though. Whatever messaging you create, you must be in a position to prove it during the sales process.
Posted on December 27, 2013 at 8:50 AM0 comments
As part of RCP's 2014 "Marching Orders" feature, we asked channel insiders to give advice to partners getting ready for the new year. Here are some tips for SMB partners from Cindy Bates, Microsoft's vice president of U.S. Small and Medium-Sized Businesses & Distribution.
As we move into 2014, SMB partners have a tremendous opportunity to build excitement and urgency with SMB customers around how technology can modernize and transform their businesses. Here are three things I believe can deliver great impact for SMB partners this year:
Help SMBs move to modern technology. The end of support for Windows XP and Office 2003 is only a few months away. The April 2014 deadline gives SMB partners a great opportunity to drive meaningful conversations with SMB customers about the benefits of modernizing their technology and the risks of not doing so. By helping customers move to modern devices and embracing a services mindset, partners can capitalize on the ubiquity of devices, the accessibility and transformative nature of cloud and the rise of affordable virtualization.
Take the next step in building your cloud business. Cloud is absolutely critical to growth and longevity in our industry. We've made it fundamental to many of our core SMB partner programs by merging the VAR Champions, Cloud Champions and Top VAR into one SMB Champions Club, offering even more robust and flexible benefits to members. This year, we also replaced the Big Easy and Cloud Easy Offers to create the more flexible SMB Advantage offer. Microsoft is committed to helping SMB partners take the next step toward ensuring your growth and success with cloud services. Our Cloud 1-2-3 framework helps SMB partners navigate the world of cloud resources across MPN so you can start, build and grow your cloud business regardless of whether you've just closed your 50th cloud deal or have yet to sell cloud services at all.
Develop your marketing muscle. Our most successful partners have one thing in common: They all invest in marketing. We continue to invest in bringing partners world-class readiness, enablement and marketing resources that make it easy for partners to connect with customers for maximum impact. The Ready-to-Go Marketing portal brings all available resources to one place. From the product- and solution-specific campaigns, to the local customer event programs driven by Microsoft Community Connections, or the outbound and inbound marketing services we've hand-selected for partners to help boost their business, make it your New Year's resolution to step up your marketing game in 2014.
To access all trainings, marketing resources, offers and incentives for SMB partners in one place, visit the new SMB Partner Center on the MPN Web site.
Posted on December 26, 2013 at 8:50 AM0 comments
As part of RCP's 2014 "Marching Orders" feature, Jenni Flinders, vice president of Microsoft's U.S. Partner Group, gave some advice to partners regarding the "Devices" part of Microsoft's new "Devices + Services" strategy:
In the New Year, computing will continue to be everywhere and vastly more integrated. Not only will our devices talk to one another, the range of "devices" will expand greatly to include cars, buildings, roads, cities and homes. Our interactions with technology will be more natural and intuitive. Modern devices that enable productivity on-the-go and connect to all the important information you need is one of the key demands from your customers.
The experience of combining Windows 8.1 and the many amazing devices shipping from our original equipment manufacturers (OEMs) is positioning the U.S. channel for great success. Partners must listen to the needs of their customers and find the right devices and services that will work best for their businesses. I encourage all partners to become familiar with all the devices available to offer a customized experience.
When the right devices are paired with how businesses want to work, partners have more opportunities to deliver a complete mobile experience by developing mobile applications. This is an area I believe our partner organizations are poised to lead. It's time to help businesses tackle the mobile adoption curve and help integrate mobility into traditional application-business models.
Resources available to support our partners with this include our MPN disclosure guide, which is a comprehensive look at upcoming changes to programs to support our partners to integrate more closely with us.
We've also developed learning paths aligned to new tracks and updated requirements for the MPN competencies.
Posted on December 26, 2013 at 8:50 AM0 comments
Marco Limena, vice president of Hosting Service Providers at Microsoft, recently shared his insights on what partners should do to better position themselves in the new year as part of RCP's annual "Marching Orders" feature.
Earlier this year at our Hosting Summit, I shared research that revealed a shift in customer demand when it comes to cloud infrastructures. According to the 451 Group, in the next two years, 68 percent of customers plan to adopt hybrid cloud models. That's an increase of nearly 20 percent from today. This shift is driven by an increased customer demand for cloud solutions that will help them grow their business or realign their organizations.
In looking at this data, there's no denying we're entering the era of hybrid cloud. Now is the time for service providers to begin building and deploying hybrid clouds that meet customer demands and allow them to move between on-premises solutions, the public cloud and service provider clouds.
Microsoft is focused on providing the resources and support to enable hosters to take advantage of this new era. We've built out a portfolio of products to support this effort, including infrastructure solutions such as Windows Server, Systems Center, SQL Server and Windows Azure, as well as applications such as Exchange, SharePoint, Lync, Office and Office 365.
All of the pieces are in place. I'm looking forward to seeing how our community of hosting partners will capitalize on this opportunity.
Posted on December 23, 2013 at 8:50 AM0 comments
As part of RCP's 2014 "Marching Orders" feature, we asked channel experts to share their insights on what partners can expect in the new year, and what they should do to get ready for 2014. Here are some tips for Microsoft partners from Phil Sorgen, corporate vice president of Microsoft's Worldwide Partner Group.
Over the past two years, Microsoft partners have seen the cloud gain significant traction in terms of customer demand. The time is now for partners to join the thousands who have already built a cloud practice to start reaping the benefits.
With recently released data now quantifying profitability opportunities for partners in the cloud, there's no reason to wait. According to IDC, partners who generate more than 50 percent of their revenue from the cloud grow at double the rate, accrue new customers two times faster and generate double the revenue per employee compared to non-cloud-oriented partners.
However, partners don't necessarily need to abandon their traditionally successful on-premises solutions. The key to cloud sales in 2014 lies in hybrid solutions, which will offer partners the best competitive advantage.
We're ready to support partners in their transition to the cloud. At the 2013 Worldwide Partner Conference, we announced some updates we'll be making to the Microsoft Partner Network (MPN) to better align to how you're selling. This will help you better take advantage of the cloud profitability opportunity. Familiarize yourself with these upcoming changes by reviewing our Disclosure Guide to fully take advantage of opportunities in the coming year. Together, we'll make 2014 the year of cloud opportunity and profitability.
Posted on December 23, 2013 at 8:50 AM0 comments
This RCP Guest Blog was written by Peter Bauer, CEO and co-founder of Mimecast.
The characteristics of an effective leader have been covered extensively -- the bottom line usually being that the elements of leadership are notoriously difficult to define or measure.
However, many leaders often share a similar conviction that keeps each of them moving forward. Leadership with conviction empowers leaders to fully invest in an idea, convince others to follow them and entice others to want the product or service.
As expected, a leader's conviction is tested often by team members, customers and partners. While successful leaders hold on to their conviction and carry others with them on their journey, during the good and the bad, even better leaders manifest their conviction in core values that guide their businesses.
While every leader and founder has his or her own unique journey and perspective to add to the conversation, below are a few pillars of leadership that have worked for me:
1. Hire Friends
People are at the heart of every business, and investing in those who believe in what they work on is key to success. By hiring friends -- and their friends and their friends (in more formal words, hiring by referral) -- leaders bring on those who share similar conviction. When a business brings on those who share the faith, these same team members will fly the flag and persevere when the going gets tough. When this culture is built from the beginning, not only will team members treat each other like friends, but also extend this same level of care to the business' customers and partners.
2. Beware of Agendas
Any entrepreneur will tell you that it is very hard to innovate when you are living in constant fear of missing payroll and running out of cash. While there are several avenues to acquire this capital and the temptation is strong, consider the long-term commitments attached to some financial partnerships and try to stay true to the needs of your team as well as your vision. If you are convinced your business is capable of truly solving a problem, keep to your own agenda and only partner with those who see growth in the same way.
3. Build Partnerships
These days, it's fashionable to have reseller partnering options as a cloud company. But just a few years back, the SaaS startups were projecting that this was the end of the channel. Others, seeing that there was a broad future for how computing and applications would be delivered, took a risk. Leaders, such as those who believed in partnerships and developed a channel ecosystem for their SaaS businesses, understand the challenges of going against the grain and invest in building new models.
4. Create Your Own Architecture
Every industry has an existing market with a giant potential to be rewritten and rebuilt in a particular way. For example, we believed the computing model was shifting from a LAN-based, client-server, single-tenant architecture to a cloud-based, grid-oriented, multi-tenant arrangement. Being able to build a platform to fit this new model was always going to be expensive and very hard. However, the investment and the time dedicated to seeing this vision through and remaining committed to developing services for our customers and partners resulted in us being a step ahead of competition who are now living in denial, and operating as application hosters or are racing to re-architect to ensure they have a future in the cloud.
To other leaders and entrepreneurs within our community, remain dedicated to your conviction and pass your vision on to others around you. There are points along the journey when any individual can have their conviction tested, but even in those times, your conviction in the target market will propel your business forward. Conviction is what is needed on the long road to turn an exciting vision into reality.
Posted on August 06, 2013 at 8:50 AM0 comments
As part of Redmond Channel Partner's annual "Marching Orders" feature, we asked several channel luminaries to give their best advice to help Microsoft partners succeed in the coming year. Here are some insights from Tom Chew, national general manager of Slalom Consulting.
Slalom is embracing opportunities in the cloud to drive deeper engagements and long-lasting partnerships with our clients. We've seen great success by first seeking to understand a company's unique business needs, and then developing a tailored solution that delivers ongoing value after implementation.
That's important because the explosion in adoption of cloud technologies from Microsoft -- such as Windows Azure and Office 365 -- means partners have even more tools to create a strong breadth of offerings for their clients. Many of the Microsoft tools work with cloud solutions from companies such as Amazon.com Inc. as well, expanding the opportunities. But gaining long-term business value is often a real challenge.
If you're not already, consider your client interactions as business consultations -- not just technology implementations. Slalom focuses on offering unique solutions and truly becoming a client's business partner. We also believe that strong relationships with cloud providers, anticipating change, and adapting business models to provide customized offerings are crucial.
The reality is that clients can choose from many partners to help them move to the cloud. By effectively communicating both the immediate benefits and long-term business value to your clients and guiding them through the transition process, partners can achieve great success through their cloud offerings.
Posted on February 06, 2013 at 8:50 AM0 comments
As part of Redmond Channel Partner's annual "Marching Orders" feature, we asked several channel luminaries to give their best advice to help Microsoft partners succeed in the coming year. Here are some tips from Howard M. Cohen, channel consultant and RCP columnist.
Integrator. That's what most of us have called ourselves for the last three decades. What do integrators do? They take hardware from various manufacturers and software from various publishers and combine them to create superior customer solutions. A proud heritage.
Over the past few years, some enterprising technologists realized they could create some of the services we used to install at customer sites and produce them more effectively in their own datacenter. Not only that, but by selling these services to a large number of customers they could achieve an economy of scale that would deliver better service at a lower price, and they would still make money doing so.
So now integrators combine hardware, software and these services delivered from remote datacenters into superior customer solutions, and save our customers money in the process.
We call these services cloud services.
If there's one thing I'd like to see channel partners do this year it would be to strike the word "cloud" from their vocabulary -- or at least stop buying into the idea that there's something mystical or magical going on here. Leverage the cloud hype if you must, but don't buy into it. They're just remotely delivered services that can be delivered more cost-effectively that way. That's all.
That is, of course, unless they fall under the new Microsoft redefinition of "private cloud" services, which we'll probably spend the next two years being confused about. Simply stated, Microsoft has chosen to use the National Institute of Standards & Technology (NIST) definition of cloud computing to differentiate "cloud" servers from plain-old servers by adding things like pooled resources, self-service portals, elasticity and a "layer of abstraction" between the user and the underlying technology. I thought we always wanted those things.
This year, let's return to talking like adults about our customers' networks and just leave the word "cloud" out of it. Then watch their FUD go thud.
Posted on February 06, 2013 at 8:50 AM0 comments
As part of Redmond Channel Partner's annual "Marching Orders" feature, we asked several channel luminaries to give their best advice to help Microsoft partners succeed in the coming year. Here are some tips from Cindy Bates, U.S. Small and Medium Sized Businesses & Distribution, Microsoft.
The New Year brings a new era of opportunity for partners working with SMBs. New levels of innovation in the cloud, new form factors and ways of interfacing with PCs, and the accessibility of virtualization solutions are transforming the way SMBs run their businesses, let alone their IT infrastructures. Among the biggest areas of opportunity:
True momentum in cloud. Cloud remains chief among the opportunities for partners to transform their business for the future. According to IDC, 60 percent of SMBs say the cloud plays a critical role in giving them an advantage over competitors by providing access to enterprise-grade technology. SMBs demand flexibility, security and scalability, and the cloud is the affordable answer. By the end of this fiscal year, we project nearly 2 million seats of Office 365 will be sold in SMBs -- a true testament to the investment SMB partners are making in cloud. To build upon this success, we will continue to provide a variety of offerings to meet your business needs, and the needs of our mutual customers.
Innovation and growth projections in hardware. Growth projections for PC and tablet sales next year are higher for the United States -- at 23 percent -- than for anywhere else in the world. If history repeats itself, they could actually be much higher than that. When Microsoft released Windows 7 three years ago, IDC at that time had forecast a PC growth rate of only 3 percent that fiscal year, and the market actually grew at 16 percent. At the same time, we're seeing tremendous innovation from our OEM partners, who are delivering new form factors and making natural UI a productive reality in the PC environment. We've entered a new era where business people can have a cohesive experience across all of their devices, and actually be productive whether working on a PC, tablet or smartphone. All of this adds up to a host of new scenarios being unlocked for SMB customers. For example, the combination of mobility, touch and the new level of productivity now delivered on tablet devices makes tasks such as point-of-sale presentations easier and, frankly, cooler than ever before. Partners should explore these new scenarios with their SMB customers to help them realize the full potential of what they can accomplish in this new era.
Accessibility, affordability and demand for virtualization among SMBs. More than 70 percent of midmarket companies are currently virtualizing some servers, and roughly one-third of small businesses cite virtualization as their largest area of IT investment, with disaster preparedness specifically in mind. As the Northeastern United States continues to rebuild following Hurricane Sandy, disaster preparedness is top-of-mind as an imperative for SMBs, which arguably have more to lose than large enterprises when disaster threatens their ability to operate. The availability of Windows Server 2012 in SMB SKUs that include Hyper-V Replica make now a perfect time for partners to engage SMB customers around enterprise-caliber disaster recovery solutions and affordable IT scalability.
Visit the Ready-to-Go Marketing portal to learn more about marketing to SMB customers.
Check out the full Marching Orders 2013 feature here.
Posted on January 30, 2013 at 8:50 AM0 comments
As part of Redmond Channel Partner's annual "Marching Orders" feature, we asked several channel luminaries to give their best advice to help Microsoft partners succeed in the coming year. Here are some tips from Harry Brelsford, President, SMB Nation.
Who ordered this tepid recovery, anyway? Several years ago, when the economy was "resetting," I made forward-looking statements that the downturn was going to align closer to a normal recession, not the "Great Recession" others predicted. Bottom line is that they were closer to right than I was.
While the slowly improving economic data inspires optimism in me and others, a common current refrain is that we've never worked so hard for so little. True -- the past few years have made us all more focused and efficient. But you're not alone if you're getting tired of this recession too!
Our predictions at SMB Nation are:
Positive hardware growth. While major research entities and some hardware manufacturers are predicting flat PC/laptop/server sales at best (some forecasts even predict a slight decline), we believe there will be net-net positive growth for hardware for several reasons:
- The U.S. elections are completed, leading to certainty in the business community.
- Expectations that fundamental growth is sound in the economy.
- The Windows 8 launch should yield growth benefits in the second half of 2013 (even though we're not seeing an order backlog today).
Deferred refresh cycle. Many SMBs have extended the useful life of their IT assets and must now refresh. They have the fiscal confidence to refresh. This will exceed expectations.
Innovation excitement. There's a natural excitement with new technologies and with the mainstream acceptance of cloud computing (finally) in 2013 that will create both budgeted and impulse buys in the SMB community.
Check out the full Marching Orders 2013 feature here.
Posted on January 30, 2013 at 8:50 AM0 comments
As part of Redmond Channel Partner's annual "Marching Orders" feature, we asked several channel luminaries to give their best advice to help Microsoft partners succeed in the coming year. Here are some tips from Tiffani Bova, Vice President, Gartner Research Inc.
Business partners of the future must continually reinvent their businesses. Otherwise, they'll find themselves left behind as the "supplier" of technology versus the trusted partner that guides clients to where they need to be. Helping businesses focus on growth and enabling new and different customer experiences is where businesses are spending their IT dollars.
This is being driven by what Gartner calls the "Nexus of Forces" (see gartner.com/webinars), the explosion in information, social, cloud and mobility, as well as the intersection of these rapidly evolving capabilities. These are disruptive technologies that fundamentally change business processes, business strategies and business models, and they're coming at us faster than ever. This is creating unprecedented uncertainty and opportunity for the IT channel as a whole.
There is a catch, however. To tap into the true power of this next generation of solutions, partners need to focus on business processes, IT services, software development and creating unique offerings, which are focused on business outcomes and not just "reselling someone else's technology." Selling outside of IT (sales, marketing, supply chain and finance) will become a requirement. Building a sales organization that can speak to business unit owners should be a priority (if it isn't already). Expanding your (vendor) partnerships beyond the usual suspects must align more appropriately to your long-term goals; otherwise, you'll find yourself selling what people are no longer buying.
No one channel company can go at it alone anymore. Indeed, organizations unable to collaborate -- those that cannot effectively manage the kinds of partnerships that encourage innovation, and direct that innovation toward new strategic capabilities and business growth -- will find themselves at a severe disadvantage.
For some years, many CIOs, IT managers and business owners have seen their channel partners -- integrators, vendors, outsourcers -- as a way to perform standard processes at less cost while their internal IT organization strategically guides the businesses use of technology. Now, however, these very same partners (read: you) have an opportunity to become a source of innovation -- and often the only way complex solutions can be delivered and managed in a fast-moving "hybrid" world.
So, the question is, in 2013 will you be one of those partners that's mapping out your own course, enabling innovative IT solutions that help your clients harness the power of information, social, mobile and cloud technologies? Or will you be the partner that's waiting for your vendor partners to tell you what you should be selling and how much money you can make doing it?
Check out our full "Marching Orders 2013" feature here.
Posted on January 24, 2013 at 8:50 AM0 comments
As part of Redmond Channel Partner's annual "Marching Orders" feature, we asked several channel luminaries to give their best advice to help Microsoft partners succeed in the coming year. Here are some tips from Jenni Flinders, U.S. Partner Strategy and Programs, Microsoft.
In this new exciting era with the product launch wave -- the biggest in our company's history -- it's imperative that our partners educate themselves and their customers on the benefits of these product offerings.
I want our partners to be able to approach sales opportunities with a high degree of comfort, fluency and credibility to take full advantage of revenue potential. As such, Microsoft needs to provide its partners with a roadmap, allowing each of these organizations to forge ahead and blaze a trail of individualized success.
A few areas each partner needs to look at, and ensure are part of their business model, include:
Cloud computing: For our partners to evolve and grow, success hinges on our ability to lead the channel through a new way of doing business with the advent of cloud computing. Partners can truly understand the power of the cloud through resources available to them, such as the Microsoft white paper, "Cloud Computing: What IT Professionals Need to Know" (.DOC)
Certifications: New sales and services models are emerging, which also means we have to retrain our existing staff and hire new talent. This is critical to ensure our partners have the capacity, capability, and commitment to deploy and deliver the right solutions for customers and help them move to the cloud on their terms. This is a great opportunity for our partners to refresh their existing talent through training and certifications.
Diversity: Diversity isn't only about race or gender anymore -- it's about acknowledging the differences that make people unique. This allows companies to have fresh perspectives to innovate and solve problems. Today, successful businesses require an accepting environment where the best and brightest minds -- employees with varied perspectives, skills and experiences -- work together to deliver solutions that work across multiple devices.
I will continue to encourage our partners to engage closely with us as we embrace the opportunity with the new products in the market; think deeply about sales and technical capabilities by building a strong employee pipeline; and actively recruit and hire top talent from diverse backgrounds.
Together we will create the positive change needed for the channel to continue to evolve and grow.
Posted on January 16, 2013 at 8:50 AM0 comments