Partner-to-Partner (P2P) success, Part 1: The York Group on managing expectations

Microsoft vigorously encouraged partner-to-partner (P2P) relationships at Inspire 2017 as a mechanism for building the Dynamics footprint worldwide. But in two sessions at Inspire, Harald Horgen made the startling claim that just 10 percent of ISV/reseller partnerships work, and asked "What other industry accepts a 90 percent failure rate?"

Horgen is president of Bellevue, Wash.-based The York Group, and since 1993 has helped B2B firms build profitable partner models. At Inspire, he addressed how to define an ISV P2P strategy for enterprise partners, and how to build a winning channel with the Microsoft partner ecosystem...

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