Back in December when we were planning this issue of Solutions Inc., we decided it was time for a cover story focused on how to succeed as a Microsoft ISV. Looking for a nice round number that would look good on a cover we figured there must be 10 keys to success—and our art director even put together a cover with such a headline. But we quickly discovered there are far more than 10, and why trivialize such an important subject? There was one key, however, that stood head and shoulders above the rest—communication with mothership Microsoft. Perhaps Guy Cervi, president of eBuild.ca, said it best: "Dealing with Microsoft is like dealing with a country."
Our story is loaded with tips for establishing and keeping the lines of communication open. For those generating enough licensing revenue from Microsoft—at least $5 million annually—an account manager is assigned to help navigate the maze. But don't rely on a single source or even too few, ISVs warn. For others hoping to hit that mark someday, make it someone's responsibility to get to know key people within Microsoft, as Binary Stream CEO Lak Chahal did. Quest Software went so far as to base an employee on Microsoft's campus to keep it in the tech loop. There are also important conferences to attend or committees to lobby for a seat on to stay abreast of Microsoft's product development plans. Just think of how critical a task that is for a thinly capitalized ISV looking to make ends meet. A wrong technical decision could wreak havoc. After all, these organizations must reinvent themselves every few years just to keep pace with platform changes or to squeeze out more revenue from apps that are probably long in tooth because Microsoft has delayed shipment of a key technology or infrastructure offering. No matter, it's life on the edge for your average Microsoft ISV.
ISVs also offer such sage advice as getting to know as many Microsoft insiders as possible by developing your own version of Facebook or LinkedIn. In addition, let Microsoft know of your key customer relationships. That is a valuable currency inside Microsoft.
If there is a tip you would like to share with your fellow Microsoft ISVs, please send it to me at rdemarzo@cmp.com.
|
Five Companies That Dropped The Ball This Week For the week ending Feb. 10, CRN looks at five companies that were either asleep at the wheel or just didn't make good decisions. |
|
Five Companies That Came To Win This Week For the week ending Feb. 10, CRN looks at five companies that brought their 'A' game and made moves to beat out competitors |
|
10 Challenges That HP Wants Partners To Tackle Right Now CRN speaks with HP's business unit chiefs to get a sense of where they'd like partners to focus in the coming year, as well as how CEO Meg Whitman is making a difference. |
 More
Slide Shows |
