November 2006 - Partners in Security
Microsoft looks to lock down a new market. Plus: Microsoft Visio 2003, Software as a Service, Microsoft Financing, and marketing tips galore.
Experienced hands suggest keeping surprises to a minimum and staying sensitive
to cultural challenges.
Partners land bigger deals and report better cash flow from steering customers toward Microsoft's seldom-used financing program.
As SaaS picks up steam, more resources are coming online to help with
the transition to on-demand delivery.
Microsoft hasn't always had a great reputation for keeping things safe.
The company hopes to change that impression and its partner relationships
with a serious move into the enterprise security market.