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Sales and Marketing


Microsoft CSP Program Pushes Partners To Change Gears

More than being just a new offering, the CSP program requires Microsoft partners to design the business model that will take them into the future.

Partners: Forget Microsoft's 'Cloud Consumption' Directive

Howard thinks it's time for partners to treat Microsoft with the same benign neglect it shows them.

Hiring? Make Sure To Get a Business Analyst

Technology pros may still be the core of your partner business, but you need a BA who can translate technology into real terms that business users understand.

Microsoft, Adobe Partner on Integrated Marketing Solution

Microsoft and Adobe this week launched an effort aimed at expanding the scope of their respective marketing products.

A Brave New World of Partner Billing in the Cloud

There are now almost as many ways to bill for the cloud services that partners deliver to customers as there are cloud services.

The Partner Opportunity in Packaging Microsoft's Power BI

As much as business intelligence has gone mainstream, it's still not a simple conversation. One Microsoft partner has found a solution to reduce customer confusion.

In the Cloud and IP Era, Partners Rethink the Role of Salespeople

As the channel shifts further and further away from selling products, customers tell us more and more how they don't want to talk with salespeople anymore.

Face Value: 5 Reasons Partners Should Visit Their Customers

As one Microsoft systems integrator has found, having regular face-to-face meetings with customers can really pay off -- sometimes literally.

Microsoft Channel Chief Details Updates to Partner Resources

Microsoft's top channel executive outlined some of the company's plans to ramp up support for partners during Wednesday's Worldwide Partner Conference (WPC) keynote.

What Gaps Does Microsoft Want Partners To Fill?

Understanding Microsoft's scorecard system is one way to figure out what partner deals Microsoft's sales reps currently value the most.

Smarter Salespeople Use Maps

All successful salespeople are socially well connected within their communities.

IT Services and the Lie of 'Customer Satisfaction'

How do you differentiate yourself from the competition? If the answer is your "commitment to customer satisfaction," you'd better examine how truthful that is.

Who Is the 'One Great Salesperson'?

The new channel business model has little room for salespeople who are not also technology pros.

The Ultimate Sales Strategy

The sales techniques that worked five or 10 years ago won't work as well today. What modern prospects are looking for is a partner that can deliver Business Guidance Value.

Partners: 6 Ways To Beat the Summer Slowdown

Resist the urge to take a break in these months. Planning a well-thought-out summer campaign now can pay great dividends later.