March 2008 - Saas: The Highest Hurdle

Microsoft helps partners make a SaaS leap into ERP segment. Plus: Open Value Subscription licensing in plain English; selling Windows Server 2008; turning to legal counsel; lead management; sales accountability; more.


Low Money Down: Open Value Licensing for SMBs

By Rich Freeman

Microsoft's Open Value Subscription licensing plan essentially lets customers rent software rather than buy it, for substantially less money. Will small and midsize businesses take the bait?

Best Practices: Keeping the Law on Your Side

By Fred Bayles

Sooner or later, every growing company wrestles with the question of whether it's better to keep consulting outside legal counsel or finally bring an attorney in-house. Here's advice to help you make the right call.

SaaS: The Highest Hurdle

By Lee Pender

Software as a Service is gaining momentum in CRM and messaging segments. Now, partners try to leap into the ERP realm.

Windows Server 2008 Brings Big Challenges

By Peter Varhol

Microsoft's super-sized server launch offers both increased work and new opportunities for integrators and ISVs.


Microsoft's EBC: Symbol of Openness, Great Partner Perk

By Paul DeGroot

At Building 33 on the Microsoft campus, you'll find a partner incubator that insiders call the "East Wing."

Dynamics Perspective

Dynamics at the Crossroads

By Joshua Greenbaum

Will an executive shuffle stifle or spur convergence in Microsoft's Business division?

Partner Advocate

There Will Be Conflict

By Scott Bekker

In a mirror of the hot political debates, Microsoft struggles to drive home distinct messages to customers and partners, employees and investors.

Partner View

5 Strategies for Effective Lead Management

By Charles Watson

Between leads and sales lies a mystery. Here are a few ways to make the process more transparent and improve the lead-to-sales ratio.

Selling Microsoft

Boost Accountability, Insight -- and Sales

By Ken Thoreson

Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight.


Postscript: Transition at the Top

By Anne Stuart

Microsoft veteran Raikes heads for the door; technology industry leader Elop prepares to take his place.

Channel News: On the Forefront of New Business

By Anne Stuart

Microsoft rolls out new programs designed to stimulate Forefront sales-and secure profits for partners.

Transactions: Time to Gear up for a MicroHoo! Partner Program?

By Scott Bekker

Analysts: Not so fast, partner.

M&A: Virtually Unlimited Opportunity

By Anne Stuart

Citrix CEO Mark Templeton says his company's acquisition of virtualization vendor XenSource has created a fast-growing joint channel for partners as well.

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