General News - September 7, 2012
The days of the one-stop-shop Microsoft partner are over. But sometimes customers want more than a partner can deliver. Smart partners turn to P2P relationships to keep their businesses strong. Partner-to-partner (P2P) relationships are a hot topic in the Microsoft channel these days. Changes to the Microsoft Partner Network (MPN) drive specialization for all but the largest global partners. For most partners, it's tough enough to achieve and maintain one MPN competency, let alone several.
Creating a channel of service specialists makes sense for Microsoft, which is seeking to ensure customers receive support that will maximize the value of their investment in business solutions. But customers also want simplicity in their business relationships -- finding a new partner for every IT project they undertake is not simple.
Which is where P2P relationships come into play. Because partners can no longer be everything to every customer, they seek partnerships that complement and extend their services to maximize customer relationships. Much like building contractors, partners can bring added value to customers through partnerships and referrals, bringing in the experts for every job.
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Source: Redmond Channel Partner