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Microsoft Dynamics CRM 2011 Finally, an antivirus solution that rocks ...and shows you the money ESET’s award-winning proactive protection shields your clients and has you looking like a rockstar. We protect businesses in over 160 countries, and we’re dedicated to our partners. ESET’s B2B sales are 100% channel, which equates to revenues that will have you applauding. Become an ESET partner today. (619) 876-5757 or eset.com/partnerinfo “ ” ESET 2007, 2008, 2009 Smart Security Business Edition © 2011 ESET. All rights reserved. Trademarks used herein are trademarks or registered trademarks of ESET. All other names and brands are registered trademarks of their respective companies. Call or visit us online: (619) 876-5757 or eset.com/partnerinfo Only solution with Mac and Windows certifi cation Untitled-1 1 5/24/11 8:53 AM Dynamics CRM 2011 Review; Opportunities with Lync RCPmag.com ✱ June 2011 PARTNER SALARIES PLATEAU In RCP’s 5th annual Salary Survey, we found salaries are fl at for the most part. But while pay is stuck on a plateau, the grass up there is defi nitely looking $greener this year than last. NUMBER 6 ✱ VOLUME 6 VOLUME BETTER BUSINESS INTELLIGENCE AT A BETTER PRICE UP TO 72% LESS 0710red&rcp_DELLSpread.final.indd 2 6/15/10 1:55 PM S Turn your raw data into a powerful strategic advantage with Business Intelligence solutions from DellTM and Microsoft®—and do it for up to 72% less per terabyte than the competition.* Built on industry standards, Microsoft® SQL Server® 2008 R2 systems from Dell are designed to speed implementations, lower risk, and reduce complexity—all while delivering the best price-for-performance in the industry. SIMPLIFY YOUR IT AT DELL.COM/SQLBI * 72% claim based upon a comparison of list prices of typical Business Intelligence off erings from leading hardware manufacturers versus Dell/Microsoft combined off erings. Benchmarked systems confi gured with 4-5 TB of data storage, database application software, and Business Intelligence analytic software. Dell is a trademark of Dell Inc. ©2010 Dell Inc. All rights reserved. 0710red&rcp_DELLSpread.final.indd 3 6/15/10 1:55 PM Lenovo® recommends Windows® 7 Professional. NOW THOSE WHO DO CAN DO MORE. PRESENTING THE NEW 2011 LENOVO THINKPAD® X220 AND T420 LAPTOPS, WITH CUTTING-EDGE FEATURES THAT REDEFINE YOUR MOBILE COMPUTING EXPERIENCE. IT DOESN’T TAKE A BREAK EVEN WHEN YOU DO. I]^c`EVYM''%l^i]>chiVciGZhjbZ[ZVijgZ `ZZehndjgl^gZaZhhXdccZXi^dcVXi^kZZkZc l]ZcndjXadhZi]Za^Y# THINKPAD X220 (42862AU) >ciZa®8dgZ™^("'(&%BegdXZhhdg <Zcj^cZL^cYdlh®,Egd[Zhh^dcVa+) )<7bZbdgn ('%<7$,'%%geb]VgYY^h`Yg^kZ &'#*"=9Y^heaVn 8VbZgV +"XZaaWViiZgn &"nZVgYZedilVggVcin $949 THE WORLD’S LONGEST FLIGHT LASTS 19 HOURS. OUR BATTERY LASTS ANOTHER 11 HOURS. I]^c`EVYI)'%[ZVijgZhjeid(%]djghd[ WViiZgna^[Zl^i]ZmiZgcVaha^XZWViiZgn"dcV h^c\aZX]Vg\Z# THINKPAD T420 (4177QKU) HZXdcY\ZcZgVi^dc>ciZa®8dgZ™^*"')&%BegdXZhhdg <Zcj^cZL^cYdlh®,Egd[Zhh^dcVa+) )<7bZbdgn ('%<7$,'%%geb]VgYY^h`Yg^kZ &)"=9Y^heaVn LONG BATTERY LIFE OPTION 8VbZgV EmiZgcVaha^XZWViiZgn*,N)*)* 9K9$GLYg^kZ $ +"XZaaWViiZgn 179 &"nZVgYZedilVggVcin $929 AZcdkdl^ch'%&& 8]VccZa8]Vbe^dch 6lVgY[dg(gY higV^\]inZVg# www.lenovopartnernetwork.com Availability: All offers subject to availability. Lenovo reserves the right to alter product offerings and specifications at any time, without notice. Lenovo is not responsible for photographic or typographic errors. Pricing: Pricing valid through 06/30/11. Prices do not include tax, shipping and handling or any recycling fees and are subject to change without notice. Your specific contract discount prices may vary and cannot be combined with prices shown. For question on your current pricing, contact your sales rep. Reseller prices may vary. Warranty: For a copy of applicable warranties, write to: Warranty Information, P.O. Box 12195, RTP, NC 27709, Attn. Dept. ZPYA. Lenovo makes no representation or warranty regarding third-party products or services. Visual is representative. Trademarks: The following are registered trademarks of Lenovo: Lenovo, the Lenovo logo and ThinkPad. Intel, the Intel logo, Intel Core and Core Inside are trademarks of Intel Corporation in the U.S. and other countries. Microsoft and Windows are registered trademarks of Microsoft Corporation. Other company, product and service names may be trademarks or service marks of others. ©2011 Lenovo. All rights reserved. MMG_US_HPA_Q1_12_21879 Inside JUNE 2011 ✱ VOLUME 6 ✱ NUMBER 6 [ 2011 RCP ANNUAL SALARY SURVEY ] DEPARTMENTS 18 9 Channel Report CLOUD: 7 Key Features of the Offi ce 365 Beta .................9 IUR: The Long Road to the Action Pack for SBS 2011 ........................................................ 10 SURVEY: Top 10 Microsoft Products ............................. 12 MSPS: Nor Rain, Wind, Thunder, Fire .......................... 13 ROADMAP: 2013 Likely Time Frame for Windows 8 ............................................................. 16 CORPORATE REP: Google Jumps to No. 1...................... 16 BPOS: Microsoft Online Suite Gets FISMA Clearance .... 17 SMBS: Google Apps No Longer Free for Small Businesses ............................................ 17 COLUMNS SELLING: Ken Thoreson Strategic Sales Management for the Cloud ................. 38 CHANNEL CALL: Keith Lubner P = Performance ........................................................ 39 CHANNELING THE CLOUD: Jeff rey Schwartz A Lesson from the Amazon Outage: Speak Up .............. 40 $FEATURES 18 Partner Salaries Plateau SPECIAL PULLOUT SECTION (and That’s OK) RCP’s 5th annual Salary Survey fi nds partner salaries in 2011 are holding steady. That’s a big improvement after the drop last year, and many partners see reasons for optimism about their personal fortunes as they look into their pipelines for the remainder of 2011. 26 Reach Out and Touch Someone Partners are fi nding ways to use Lync and related UC technologies to transform the way customers communicate. 33 Microsoft Dynamics CRM 2011 PARTNER’S GUIDE TO THE CLOUD DECISION MATRIX When it comes to build versus buy versus resell, Putting the latest version of the Microsoft CRM tool through its the cloud holds an overwhelming number of paces, we found many worthwhile improvements among the options. Here’s a guide to fi nding the right path. 500 or so new features that give Microsoft partners an even more By Scott Bekker solid competitor to Salesforce.com and Oracle. IN EVERY ISSUE 4 RCPmag.com 6 Channel Watch > RCPmag.com JUNE 2011 Redmond Channel Partner 3 What’s ChannelRedmond Partner RCPMAG.COM + JUNE 2011 + VOLUME 6 + NUMBER 6 EDITORIAL STAFF Vice President, Editorial Director Doug Barney Editor in Chief Scott Bekker OnLine Executive Editor Jeff rey Schwartz Managing Editor Wendy Gonchar Associate Managing Editor Katrina Carrasco @RCPmag.com ART STAFF Creative Director Scott Shultz Senior Graphic Designer Joshua Gould EXCLUSIVELY ONLINE BLOGS PRODUCTION Director, Print Production Jenny Hernandez-Asandas ADRIAN JONES: Production Coordinator Charles Johnson HOW THE HP SUPERSTAR’S CAREER WENT SIDEWAYS RCPU ONLINE/DIGITAL MEDIA In an online exclusive, Scott Bekker Site Editor Gladys Rama reports on how the former HP Stay tuned to channel Editor, RCP Update Lee Pender Americas channel chief’s move news with the Redmond Director, Online Media Becky Nagel to Oracle Corp. is in limbo amid Online News Editor Kurt Mackie accusations of a “secret relation- Channel Partner Update Associate Web Editor Chris Paoli ship” with an HP subordinate and e-mail newsletter, written Site Administrator Shane Lee stealing company trade secrets. by Lee Pender. Designer Rodrigo Muñoz RCPmag.com/Bekker062011 ADVERTISING AND SALES Associate Publisher Dan LaBianca MARKETING MATTERS: ON THE CONVERGENCE 2011 ANNOUNCEMENT THAT Microsoft Account Manager Danna Vedder CLOUD MESSAGING MICROSOFT PLANS TO HOST DYNAMICS ERP Sales Manager Al Tiano The cloud may be everywhere For Microsoft, hosted ERP will probably be a good thing, an Advertising Sales Associate Tanya Egenolf these days, but that doesn’t attractive option for companies that aren’t quite ready to necessarily mean everyone— sign on to the full Dynamics experience yet. For hosting especially your own prospects— partners, Microsoft’s move is likely bad news. But for the understands what it actually is. President Henry Allain bulk of Dynamics partners, depending on how Microsoft Vice President, Publishing Matt Morollo Barb Levisay drills down on compensates the channel for bringing in cloud customers Director, Marketing Michele Imgrund how to take the opportunity to and how much customization work there is left to be done in Online Marketing Director Tracy Cook enlighten and empower your the cloud model, hosted Dynamics could pose an excellent customers so they can fully grasp revenue opportunity. the new technology. The most RCPmag.com/PenderA0611 President & Neal Vitale important aspect? Start simple. Chief Executive Offi cer RCPmag.com/Levisay0611 ON CRAIG MUNDIE’S VIEW OF THE TABLET MARKET Senior Vice President & Richard Vitale We don’t mean to put words in Mundie’s mouth here, but he Chief Financial Offi cer PDF BACK ISSUES seems to be saying that some sort of tablet-smartphone love Executive Vice President Michael J. Valenti Missed an issue? Now you can child is going to emerge at some point. Along with it will exist Senior Vice President, Abraham M. Langer download PDFs of the magazine—all the PC in some sort of less portable, more powerful laptop Audience Development the way back to the inaugural July form. & Digital Media 2005 issue. RCPmag.com/PenderB0611 Vice President, Christopher M. Coates
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