Microsoft Pulls Out All the Stops to Get New Partners

By Peter Galli  |  Print this article Print


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As Microsoft starts providing software in new areas such as high performance computing and security it is also trying to woo a new set of partners with established expertise.

Editor's Note: This is the first in an series of articles that examines Microsoft's strategy of gaining market share and driving new solutions to market through its partner base.

BOSTON—As Microsoft starts providing software solutions in new areas, like the High Performance Computing and security space - it is once again turning to partners to help it gain traction and market share in those markets.

While the Redmond, Wash., software maker pays tribute to its loyal existing partners, who generate more than 90 percent of is revenue, at its annual Worldwide Partner Conference in Boston from July 11 through July 14, the company is also trying to woo a new set of partners to help leverage new markets.

One of the ways the software giant does this is by inviting successful non-Microsoft partners to an all-day event known as the Partnering Executive Summit—held on July 10 this year—prior to the start of its main partner conference.

The summit is designed to show what is involved in being a Microsoft partner, as well as how they would navigate through the company.

But no Microsoft event would be complete without the company giving its take on the competitive landscape and how its solutions—new and old—are positioned to compete with the current platforms.

Potential partners are also invited to stay for the main partner show, attend sessions and talk to existing partners.

Click here to read more about whether Windows and open source can play nice.

"We want them to see what Microsoft is all about, and allowing them to attend the conference and talk to our existing partners helps them understand how the company approaches partnering. Some 600 people from 320 organizations will attend this day-long event this year," Don Nelson, Microsoft's general manager of managed partners, told eWEEK in an interview.

Read the rest of this eWEEK story: "Microsoft Pulls Out All the Stops to Get New Partners"

Peter Galli has been a financial/technology reporter for 12 years at leading publications in South Africa, the UK and the US. He has been Investment Editor of South Africa's Business Day Newspaper, the sister publication of the Financial Times of London.

He was also Group Financial Communications Manager for First National Bank, the second largest banking group in South Africa before moving on to become Executive News Editor of Business Report, the largest daily financial newspaper in South Africa, owned by the global Independent Newspapers group.

He was responsible for a national reporting team of 20 based in four bureaus. He also edited and contributed to its weekly technology page, and launched a financial and technology radio service supplying daily news bulletins to the national broadcaster, the South African Broadcasting Corporation, which were then distributed to some 50 radio stations across the country.

He was then transferred to San Francisco as Business Report's U.S. Correspondent to cover Silicon Valley, trade and finance between the US, Europe and emerging markets like South Africa. After serving that role for more than two years, he joined eWeek as a Senior Editor, covering software platforms in August 2000.

He has comprehensively covered Microsoft and its Windows and .Net platforms, as well as the many legal challenges it has faced. He has also focused on Sun Microsystems and its Solaris operating environment, Java and Unix offerings. He covers developments in the open source community, particularly around the Linux kernel and the effects it will have on the enterprise.

He has written extensively about new products for the Linux and Unix platforms, the development of open standards and critically looked at the potential Linux has to offer an alternative operating system and platform to Windows, .Net and Unix-based solutions like Solaris.

His interviews with senior industry executives include Microsoft CEO Steve Ballmer, Linus Torvalds, the original developer of the Linux operating system, Sun CEO Scot McNealy, and Bill Zeitler, a senior vice president at IBM.

For numerous examples of his writing you can search under his name at the eWEEK Website at www.eweek.com.


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