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November 05, 2013



Mike, this definitely rings true. There's also a role aspect to each of the five stages - i.e. the extent to which the partner has dedicated and differentiated roles handling the different facets of the partnership. You allude to this and I think it deserves emphasis. In Stage One you may have a single hero who is perspiringly trying to manage the entire partner relationship. At Stage Two you may be realizing this can't scale. By Stage Four you have probably identified such key roles as an Executive Sponsor, Marketing Sponsor, Technical Sponsor, etc. (and these roles are filled by different people). In other words: it takes a village.

Mike Gil

Thanks for the comment, Sadie, although you give me more credit than I deserve for alluding to the resources/roles needed (perhaps via the confused mix of first-person pronouns I will now say that I employed for just such purpose?). :-) In any event, it's a great dimension to include.

I wonder if Stage Five is frequently preceded/precipitated by a key departure on the partner or MSFT side of the relationship, and would love to benchmark this across a broad sample of partners.

Barb Levisay

Well said, Mike. Shared your perspective with the Redmond Channel Partner readers... http://rcpmag.com/blogs/service-trends/2013/12/5-stages-of-microsoft-partnership.aspx

Mike Gil

Barb, I'm flattered that you find this of interest, and grateful for the conversation. Thanks, as always, for adding your insights!

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