Partnering with Microsoft
How to Make Money in Trusted Partnership with the Global Software Powerhouse
Résumé
Microsoft is the largest software company in the world, dominating the information technology industry. Software, services and reseller firms have a choice: they can either compete with Microsoft or partner with it. More than any other company in the computer industry, Microsoft has proved the value of partnering and the efficiencies of the channel model. In fact, many attribute Microsoft's monumental success to its early recognition that it would need a strong channel of service providers, resellers, developers and manufacturing partners in order to seed the PC industry.
This book is the first practical resource for business leaders showing how to build a successful partnership with Microsoft. Separate chapters focus on the unique requirements for resellers, systems integrators, and independent software vendors.
The book shows readers how to increase and leverage their firms' connections to Microsoft--at various levels and with different groups in the organization, playing to the company's culture and strategy--in order to expand the terrain of shared interests between their firm and Microsoft. Doing so will help make more money in a trusted partnership through effective co-marketing, efficient channel relationships, assured referrals and joint success in selling complementary products or services in the United States and around the world. This book demystifies Microsoft's culture, global organization and strategic trajectory, and orients readers to the tactics required to increase and work their firms' connections to--and trusted partnership with--Microsoft to achieve optimal success.
The authors draw on many years of experience to help readers understand the Microsoft culture and be attuned to its strategy in order to succeed in partnering--and how to help Microsoft perceive their firms as high-value partners. They also guide readers to focus on the many business-growth opportunities that unfold when they become successful partners with Microsoft. Successful partnerships will extend a firm's business and technical development opportunities into new accounts and new markets with the globally powerful backing of Microsoft.
L'auteur - Ted Dinsmore
Ted Dinsmore has worked in the IT services industry for 20 years, first with USA Today and then with a division of the French government. In the mid-nineties, Ted joined a systems integration firm in the UK known as OS Integration, which was focused on project-based consulting. Working in the United Kingdom, Ted gained exposure to Microsoft's partnering model. In 1997, Ted launched OS Integration (later renamed Conchango) in the United States, first opening offices in New York and Boston while continuing the firm's alignment with Microsoft. Currently, Ted is a managing director of Conchango and plays other roles with several of Conchango's product companies.
L'auteur - Edward O'Connor
Edward O'Connor is managing partner of Exertus Partners (www.exertuspartners.com). A results-oriented consultancy with clients worldwide, it accelerates early- and mid-stage software, hardware and services firms' success and growth. Exertus Partners extends Edward's previous work at Chase Capital Partners and JPMorgan Partners, thrusting dozens of technology firms to profitability and financial success. Throughout his career, Edward has helped many firms gain traction with Microsoft to boost profitability and realize market expansion.
Sommaire
- Foreword
- Introduction
- Why Partner with Microsoft?
- Microsoft's Culture, Organization and Strategy-and its Partner Ecosystem
- Principles of Successful Partnering with Microsoft
- ISV Tactics for Successful Partnership with Microsoft
- SP Tactics for Successful Partnership with Microsoft
- Reseller Tactics for Successful Partnership with Microsoft
- Extend the Opportunity Focus: Partnering with Other Microsoft Partners
- Index
Caractéristiques techniques
| PAPIER | |
| Éditeur(s) | CMP Books |
| Auteur(s) | Ted Dinsmore, Edward O'Connor |
| Parution | 17/08/2005 |
| Nb. de pages | 334 |
| Format | 16 x 24 |
| Couverture | Relié |
| Poids | 724g |
| Intérieur | Noir et Blanc |
| EAN13 | 9781578203178 |
| ISBN13 | 978-1-57820-317-8 |
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