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Looking to partner with Microsoft....simple tips on how to be successful...

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Okay, so if I was given a penny for every time I was asked:

  1. How do I prove my value to Microsoft?
  2. What should I do to get more visibility inside of Microsoft?
  3. What should I do to get more face time from MSFT?

...then I would be a very rich man indeed...sadly this is not true and I impart these small words of wisdom freely (see how nice I am :-))

So here it is the top secrets to working with Microsoft (there are books on the matter just in case these few bullets whet your appetite):

  1. To demonstrate your value sell your platform into specific verticals
  2. The revenue they see as a result will demonstrate your value as a partner
  3. The stories you create will demonstrate your business value and give you the PR legs to take your platform further

Many partners look for credibility from Microsoft. The way to demonstrate this is to deliver the following:

  1. Predictability - 'revenue on the platform'
  2. Proof Points - 'stories of how your product helps ours'
  3. Pipeline - 'how we can take the initial stories further'

I have shared these with different alliance managers in the past working now in companies from Orange to O2 and many other types of partners. There are no complex rules and calling higher up usually doesn't work. It's nice and simple - help us to succeed and we will help you.

Enjoy!