Benefits of partnering?

In my previous blog entry, “Elements of effective partnering with Microsoft,” I highlighted a few key elements that I know Microsoft appreciates in its partners. The world is full of solutions; each partner wants to be part of the winning story, but it takes hard work to succeed. In this blog, I focus on what…

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Key Learnings from Microsoft WPC16

My tradition is to do a recap of Microsoft Worldwide Partner Conference (WPC) that was held this year in the beautiful Toronto, Canada. This was my second WPC in Toronto and 12th WPC in the row. I guess I can call myself a WPC veteran. I wrote about my thoughts of the conference prior going…

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Steps to take in channel development

I often get the question what steps to take in channel development. Exactly 10 years ago I founded TELLUS International with the idea to help software vendors to establish their channel in the US. There are many reasons why I decided to start my own management consulting company, but the main reason to focus initially…

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