Partnering with Microsoft: How to Make Money in Trusted Partnership with the Global Software Powerhouse by Ted Dinsmore, Paperback | Barnes & Noble
Partnering with Microsoft: How to Make Money in Trusted Partnership with the Global Software Powerhouse

Partnering with Microsoft: How to Make Money in Trusted Partnership with the Global Software Powerhouse

by Ted Dinsmore
     
 

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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

Overview

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.

Product Details

ISBN-13:
9780123954923
Publisher:
Taylor & Francis
Publication date:
10/06/2005
Pages:
320
Product dimensions:
9.00(w) x 6.10(h) x 1.00(d)

What People are saying about this

Allison L. Watson
"Profitable partners in all global markets are critical for driving innovation in the technology industry and economic success in countries around the world. Partnering with Microsoft offers a pragmatic view of the dynamic opportunity and challenge in thriving as a technology partner in our industry, and offers insight into the fast paced nature of working and succeeding with Microsoft."
Vice President, Worldwide Partner Group, Microsoft Corporation
Sam Jadallah
"Partnering is in Microsoft's DNA. Partnering with Microsoft helps you understand Microsoft, speak their language and thrive in the Microsoft ecosystem. It's the most definitive perspective I've seen."
General Partner, Mohr Davidow Ventures; former General Manager for Worldwide Business Strategy at Microsoft, and the architect of Microsoft's partnering strategy
Michael Schrage
"As much celebration as analytic advisory, Partnering with Microsoft prescriptively explores one of the least understood but most important mechanisms driving Microsoft's global success."
MIT Media Lab, and author of Serious Play (Harvard Business School Press)
Nick Copping
"Partnering with Microsoft is the first great book about the breathtaking culture, opportunity and roadmap for joining roadmap for joining Microsoft's 850,000 partners cutting an impressive $300B swath in the marketplace. Folks who read this book will be rewarded with an unfair competitive advantage in the marketplace. I predict it will become demanded reading, both inside and outside of Microsoft. It's the book you don't want your competitor to know about, so hide it under the newspaper on the airplane!"
CEO, ZOOM Marketing; former strategist for Global System Integrators, Microsoft

Meet the Author

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 focus

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