Harald Horgen of The York Group has worked on and around Microsoft channel programs for over a decade. Vendor and reseller priorities have change in that time, and in the last few years Microsoft’s focus has been on driving higher cloud technology consumption.

Horgen believes the newest approach, via One Commercial Partner and related platforms like Partner Center, will bring more discipline to Microsoft’s channel efforts, but not without some risks. ISVs looking to establish a channel of their own within the Microsoft ecosystem must be disciplined, practical, and strategic, says Horgen. Not all business owners will adapt to meet the challenges of this new phase of channel challenges.

Show notes:

• 3:15 - How long has P2P been on Microsoft’s agenda?
• 8:00 – Microsoft’s goals with the One Commercial Partner program
• 9:40 – What AppSource means for partners
• 10:30 – What should ISVs do now to address Microsoft’s changes?
• 13:20 – How ISVs should evaluate prospective reselling partners
• 17:00 – Triangulating between an ISV, a channel partner, and Microsoft
• 20:45 – How well are ISVs adapting their products to match with Microsoft’s direction?
• 22:00 – The importance of Azure consumption and Office365 activitation
• 23:30 – Why Harald has a pessimistic view of the future of the big distributors in the Microsoft channel
• 28:00 – Why dropping margins will drive a repositioning of channel partners
• 30:30 – Why partners are less willing to invest in new solutions today than in the past