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 ...read more
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