09/01/2008

September 2008 - Software Plus Services Takes Shape

Plus: How partners can retool for SMB sales; the changing Microsoft Partner ecosystem; measuring sales success; more.


In-Depth

The New SMB Curriculum

By Rich Freeman

Seeing big opportunities in small to midsize businesses (SMBs), major IT vendors have retooled their SMB channel programs and offerings to get that business. Here's a primer on emerging opportunities for partners to get a piece of the action.


Talkin’ ’Bout the Next Generation ... of Microsoft’s Partner Ecosystem

By Anne Stuart

Redmond recently unveiled plans to revise key aspects of the 5-year-old Microsoft Partner Program. Experts and partners weigh in on the likely impact of the coming changes.


S+S: From Possibilities to Specifics

By Scott Bekker and Lee Pender

In narrowing its Software plus Services talk into a real program, Microsoft had to go from dozens of promising options to one controversial reality. Many partners see opportunities in the program, but concerns abound.


Solution Spotlights

Laying out the P2P Opportunities

By Scott Bekker

Vendors launch new products, programs for partners for the forthcoming year.


Directions

Playing the Deployment Card

By Paul DeGroot

Microsoft aims to have partners making more strategic software deployments a priority in the next year.


Selling Microsoft

How Do You Measure Sales Success?

By Ken Thoreson

Some easy dashboard metrics for partners who want to squeeze as much as they can from their strategic sales-management plans.


News

It's in the Bag: Inside that Conference Swag

By Scott Bekker

A (slightly) tongue-in-cheek analysis of where partners rate in the Microsoft ecosystem based on the quality of show-attendee bags.


Channeling Big Bucks to Partners

By Scott Bekker

Microsoft to spend $2.9 billion on channel in fiscal year 2009.


Partner Study: Going Against the Gray

By Anne Stuart and RCP Staff

Citing billion-dollar losses, an expert study calls on channel executives to help battle gray-market sales.