Know what ingredients in sales, marketing and operations must be measured to perform at optimal levels. A partner needs to track at least four metrics for each department.
- By Ken Thoreson
- October 01, 2012
Microsoft opened two retail stores in the suburbs of New York City on Friday, bringing the total number of locations up to 25.
- By Jeffrey Schwartz
- September 28, 2012
As Microsoft moves ever closer to a subscription-based model, connecting with the right salesperson isn't just strategy -- it's key.
- By Mike Harvath
- September 26, 2012
Microsoft is looking to add U.S. partners to special programs serving SMB customers both on-premise and in the cloud.
- By Scott Bekker
- July 27, 2012
Microsoft is making major changes to the way partners can earn money on the Dynamics suite of enterprise resource planning (ERP) and customer relationship management (CRM) products.
- By Scott Bekker
- July 09, 2012
Microsoft for the first time will allow its broad base of partners to handle customer billing for the Office 365 suite, addressing what has been the single biggest controversy in the Microsoft channel for the last few years.
- By Scott Bekker
- July 09, 2012
Sales contests are a great way to encourage high performance among sales teams while keeping it light. Here are some tips for setting up a sales contest.
- By Ken Thoreson
- July 04, 2012
In the new technology marketplace, it's the buyers -- not the sellers -- who have the power. And buyers are increasingly focused on intangibles.
- By Mike Harvath
- May 02, 2012
During your early-stage and late-stage implementation phase, consider other steps where an inside approach can be implemented.
- By Ken Thoreson
- April 01, 2012
Big Blue's new CEO hails new era of computing based on intelligent systems that can crunch Big Data.
- By Jeffrey Schwartz
- March 26, 2012
As more IT firms continue to adopt the professional practice model, the traditional salesperson no longer fits the model.
- By Howard M. Cohen
- March 12, 2012
The fight for market share is intensifying, and as a result the costs for a share point of growth are getting frightfully more expensive.
- By Mike Harvath
- January 03, 2012
All this cloud hype will finally come to a head next year. Here's what your business needs to do to get ready.
- By Keith Lubner
- December 08, 2011
A quick progression from the moment you meet a prospect to the moment you close the opportunity is critical to a partner's cloud business. The "Velocity Sales Process" shows you how to get from Point A to Point B.
- By Ken Thoreson
- December 01, 2011
This isn't rocket science. Lay out a plan by week, by month, by quarter and by year for all of your communications and then execute that plan.
- By Keith Lubner
- November 01, 2011