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The Changing Channel

The Hidden Payoff in Starting an IAMCP Chapter

In a region that's ripe for partner-to-partner networking, the launch of another IAMCP chapter is bringing more value to Microsoft partners.

Microsoft Partner Mandates: Focus on P2P and IP for Azure

Howard spotlights Microsoft partners that are succeeding by forging partner-to-partner relationships and developing IP to drive cloud consumption.

Survival of the Fittest Partners: Spotlighting New Partner Imperatives

Microsoft's channel vision is changing and partners are scrambling to adapt. Howard turns the spotlight on partners that have successfully evolved their businesses to keep pace with those changes.

IAMCP Program Gives Microsoft Partners a Leg Up on Training

For the first time, Microsoft partners who are members of the IAMCP may purchase the same Microsoft curriculum and online labs that partner training centers use.

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.

How To Develop Your IP for the 'Internet of Things'

The first step for Microsoft partners, Howard argues, is to acknowledge that there is no "Internet of Things."

Who Speaks for the Channel Partner?

Impersonal vendor channels are drowning out partners who voice their concerns. Is the only solution to speak louder?

Microsoft's Channel Chief to Partners: Up Your Game with Us

Phil Sorgen talks to RCP about his first Worldwide Partner Conference as head of Microsoft's Worldwide Partner Group, the evolving direction of the partner channel and Microsoft's role in it.

For Partners, Where Are the Microsoft Alternatives?

Microsoft partners looking to diversify their practices might have a hard time finding viable alternatives. And no, Google isn't one.

In Nadella's Microsoft, Uncertainty About Where Partners Fit

The new CEO's mantra of "mobile- and cloud-first" has some uncomfortable implications for partners -- one of them being the possibility of competition from Microsoft itself.

What Will Be the Straw that Breaks the Microsoft Channel's Back?

The next few months could prove to be the most trying for all but the largest of Microsoft's partners.

Partners: Keep Pace with Microsoft in 2014 with These Course Corrections

Microsoft has a history of changing tacks in its partner strategy, for good and sometimes for ill. Its partners should take care not to get left behind.

One-on-One with Microsoft's New U.S. SMS&P Chief

Meet David Willis, who in the wake of the recent partner executive reshuffling now runs Microsoft's U.S. Small and Midmarket Solutions & Partners organization.

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.

Why the IAMCP Is Critical to Future Success in the Channel

The International Association of Microsoft Channel Partners has always been a useful resource, but it became invaluable after Microsoft flipped the switch on the Microsoft Partner Network. Howard explains how.

Dispatch from ChannelCon: ChannelCon-fused

As Howard finds at this year's CompTIA partner convention, yes, there's still a channel. But there's also something else.

Below the Surface: Ignoring the Danger of Ignoring the Channel

In which Howard draws a link between a series of unfortunate Microsoft Surface-related events.

Parsing Through the WPC 2013 Rumors (UPDATED)

Are PAMs going away? Is a major partner executive leaving? As usual, there were plenty of rumors floating around this year's Worldwide Partner Conference floor -- some more well-founded than others. Howard separates fact from fiction.

Surviving WPC: The Secret's in the Planning

Navigating the Worldwide Partner Conference can be a major undertaking. Microsoft offers its WPC Connect tool as a way to manage meetings and keep track of sessions. Problem: Navigating the WPC Connect tool can also be a major undertaking.