07/01/2005

July 2005 - Partners Helping Partners

Teaming with other partners can help you solve more customer problems—and generate more revenue. Here's how to do it effectively. Plus: Building a Core Competency; Getting Close to Microsoft; Selling—and Profiting—from SA and much more.


In-Depth

Selling -- and Profiting -- from SA

By Doug Barney

While controversial and sometimes confusing, Microsoft's Software Assurance (SA) licensing program can be a lucrative revenue stream for your business. The trick is learning the ins and outs and explaining them to potential clients.


Truckin' for Customers

By Joanne Cummings

The Microsoft Across America program helps partners score big with product demos aboard technology-laden RVs -- it's just a matter of knowing the ropes.


Building a Core Competency

By Kevin Ferguson

Kevin Teder of Inrange Consulting knows that developing expertise in a chosen field can help grow his business. Learn how he and others chose sensible core competencies and developed the know-how to make them pay.


Partnering for Success

By Joel Shore

Teaming with other partners can help you solve more customer problems— and generate more revenue. Here's how to do it effectively.


The Partners' Partner

By Paul Desmond

Allison Watson, head of the Microsoft Partner Program, tackles issues from licensing and marketing to program changes, while offering her take on how to get the most out of Microsoft -- and grow your business.


Getting Close to Microsoft

By Paul Desmond

Once he learned how to work the relationship, Terry Beck saw his Microsoft sales climb 200-fold. Learn how you, too, can get cozy with Microsoft.


A Change for the Better

By Kevin Ferguson

With few exceptions, members give thumbs up to the retooled Microsoft Partner Program, welcoming a new era of specialization and cooperation.


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