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Marching Orders 2014: A Trick To Being All Things to All People

As part of RCP's 2014 "Marching Orders" feature, we asked channel insiders for their best tips for what partners can do to get ahead in the new year. Here are some insights from Howard M. Cohen, senior resultant for The TechChannel Partners' Results Group and an RCP columnist.

The core message of the MPN is to focus, specialize, make big bets and invest in the competencies that really drive your business. Of course, the next question is, "But what about all the other services?"

This is when people bring out the familiar line, "You can't be all things to all people." But you can provide all things to all customers...if you partner. 

It's true that you'll stretch yourself too thin if you try to be the best at everything, but you can absolutely provide the best of everything if you take the time to find the right partners. The best way to do that is to join and participate enthusiastically in partner communities. There are several great ones out there:

The International Association of Microsoft Channel Partners (IAMCP) is committed to helping members get the most value out of their Microsoft relationships and learn how to best partner with other members to make more money.

SMBNation has unified the many partners who serve small businesses with one voice and great guidance.

CompTIA is the industry association, the voice of the computer technology channel.

There are others, as well. The most important thing I can tell you is that my own participation in these communities has always helped build the success of my business, and that's the most important thing of all.

Posted on December 27, 2013 at 8:50 AM


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