Elements of effective partnering with Microsoft

Successful Microsoft partnering

I often get a question from partners about what one needs to have in place to partner effectively. I always say that the relationship is an investment, both sides need to gain from it, and the partner should not automatically expect there to be an interest by Microsoft. In my tens of business design session…

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Can a strong channel partner program give you a competitive edge?

Can a strong channel partner program give you a competitive edge? That is what software vendors are contemplating on. When you add the transformation of business models for both the ISV and channel partners, ¬†you have multiple dimensions that will have an impact on the success of your channel efforts. What has not changed in…

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Why channels might not care about channel margins

Not all channel partners care about the channel margins that software vendors are willing to give out. There could be many reasons for this, but what I have seen for the most cases is that the potential channel partner have realized that they have to sell and invest heavily to the sales operations for that…

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