Both Sides


How To Speak Microsoft in the 'One Commercial Partner' Era

The channel and field reorg in Redmond is unleashing a flood of new terms and initialisms. Are OCP, TCM, ECM, PDM, PMA, RVP and STU all getting to be TMI? Use this glossary FTW. HTH.

What Will Microsoft's FY18 Restructuring Mean for Partners?

The landscape inside Microsoft is in flux as the company reorganizes its sales structure. For partners, the chaos presents both threat and opportunity.

Microsoft Predictions Revisited: What Came True and What Didn't

We were on the money with much of our forecast for Microsoft's FY2017, but there have been a few surprises. For starters, what ever happened to the company's "active usage" mantra?

How To Speak Microsoft, Vol. 2: Even More Acronyms You Need To Know

Good communication is the basis of strong relationships -- and when it comes to Microsoft, that means figuring out your CAUs from your PDUs.

New Business Models Raise Questions for Microsoft Partners

Based on its talking points at WPC, Microsoft considers these four business models as critical for moving its partners into the future.

What Partners Should Expect in Microsoft's New Fiscal Year

Instead of making more large-scale changes, Microsoft is looking to fine-tune its current partner initiatives and programs.

Direct, Indirect or Referral: What Microsoft CSP Flavor Works for You?

Microsoft partners must answer some hard questions to determine which of Microsoft's CSP offerings fits their model best.

5 Things the Cloud Changes for Microsoft Partners

You may have noticed Microsoft (and other cloud providers) usurping traditional partner services like migration. Get used to it.

6 Things the Cloud Doesn't Change for Microsoft Partners

Cloud computing may be the poster child of disruptive technology, but there are a few business tenets that are simply impervious to change.

After Missteps, Microsoft Gets Its Cloud Partner Messaging Right

Microsoft turned off many partners last year when it flubbed the announcement of its Office 365 onboarding plans. This year, the messaging has been decidedly more partner-friendly.

Under Nadella, Microsoft Sheds Its Predictability

From its uncharacteristic embrace of third-party platforms to its rapid delivery of new cloud services, Microsoft has been steadily shedding its reputation as a slow-moving behemoth.

What To Expect in Microsoft's Fiscal '16: Focus on Cloud

How to navigate Microsoft's shifting attitudes toward the cloud in the coming fiscal year.

For Microsoft's Cloud Partners, 'Consumption' Is the Order of the Day

It's not enough for partners to drive sales of Microsoft's cloud; now, they're being asked to drive cloud workloads.

How To Speak Microsoft: Use These Acronyms

A brief glossary of the two-, three- and four-letter terms that Microsoft loves and partners should know.

The Care and Feeding of Partner-to-Partner Relationships

Forging and nurturing a relationship with another Microsoft partner takes a lot of hard work. Here are 10 tips to help you turn that relationship into a reliable revenue driver -- for you, your partner and Microsoft.