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Interview with Microsoft Partner Profitability Czar Brent Combest

Interview with Microsoft Partner Profitability Czar Brent Combest

This IDC study presents an abridged and edited version of the interview conducted with Brent Combest, director, Partner Profitability & Compete, Worldwide Partner Group, Microsoft, at IDC's semiannual Software Channel Leadership Council on June 15, 2016. We interviewed Combest about how and why Microsoft invests in helping partners improve their profitability."I would consider Microsoft's Brent Combest a guru on partner profitability. His experiences and insights around helping partners be successful in their cloud business are transferable to any software vendor." — Pam Miller, director, Partnering Research

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IDC Opinion
In This Study
Situation Overview
Introduction
Are Partners Profitable? Where Does Partner Profit Come From?
Cloud Marketing
Cloud Sales Approach, Sales Staffing, Compensation, and Leads
Best Practices in Operations
Profitability and Partner Business Valuation
Engaging and Educating the Field on the Importance of Partner Profitability
Future Outlook
Essential Guidance
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Related Research
Synopsis

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