To rise above the noise, Microsoft partners must refine their differentiation strategy. Enzo emphasized that most partners rely on generic value propositions such as: “We have great products.” “We’re Microsoft-certified.” “We have experienced people.” “We care about our customers.” While these are valid, they don’t provide a competitive edge since most partners say the same […]
Once reliant on large, upfront license fees for on-premises software, Microsoft partners are now navigating the transition to cloud-based solutions. Recurring monthly payments have replaced the big checks of the past, creating new challenges like increased competition, margin pressure, and the need to deliver higher gross profits from services. Such organizations often find themselves vying […]
Let’s face it: sales is hard, but sales management is even harder. The world of B2B Tech sales has undergone a shift driven by evolving buyer behaviors: Modern buyers engage with vendors later in the buying process than ever before. The days of salespeople guiding buyers from the very first step are fading. The widespread […]
