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MICROSOFT MONEY Crucial Credibility with Customers ZIT_CoverTip_RCP_8x5.5_front.ai 1 7/8/10 11:03 AM _ over p_ _ x . _ ac .a : www.zenithinfotech.com/techtour Are Your Customers Still Kicking ‘IT’ Old School? Get their businesses rockin’ with SmartStyle Computing from Catch the Tech Tour at a City Zenith Infotech. Near You and Learn how Zenith gives you the tools, resources and support for you to confidently SmartStyle Computing deploy a highly secure, pay-as-you-go sales model, private cloud can Help You: solution that’s both affordable for your end clients and profitable • Reduce deployment times for you. Bundled with attractive finance options, • Retain clients market development funds, technical training • Reposition your business for the future and Zenith’s world-class back-office support, you’re assured a turn-key go-to-market strategy that best positions your business for the cloud era. Take the lead on new business opportunities today with SmartStyle Computing from Zenith Infotech. Learn More at www.zenithinfotech.com/techtour Extensive WPC Coverage Inside RCPmag.com ✱ August 2010 Challenges5 Key for the New Microsoft Channel Chief Jonathan Roskill takes over the Worldwide PLUS Partner Group at a time of Beware Microsoft overlapping, Zombie Products critical Microsoft Awards transitions. Go (More) Global DeGroot Takes on the MPN NUMBER 8 ✱ VOLUME 5 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 Power through to Eff icient Uptime. Tell us how you deliver Efficient Uptime to your customers and you could win $2,500! Switch N to Eaton. Virtually any solution provider can provide some levelof uptime to critical IT environments — but only Eaton® PowerAdvantage partners can deliver Efficient Uptime. Eaton’s award-winning solutions help you eliminate the inefficiencies in your customers’ IT environments by offering: s,EADINGENERGYEFlCIENCY s3UPERIORRELIABILITY s$EDICATEDSUPPORT s3IMPLIlEDMANAGEABILITY s)NNOVATIVEDESIGNS Tell us how you deliver Eff icient Uptime for your customers and you could win $2,500! Learn more and enter to win, www.eff icientuptime.com. Register for Eaton’s reseller program 877.233.8519 Eaton and PowerAdvantage are registered trademarks of Eaton Corporation. ©2010 Eaton Corporation. All rights reserved. 11870_0710 Inside AUGUST 2010 ✱ VOLUME 5 ✱ NUMBER 8 16 DEPARTMENTS 9 Channel Report GAME CHANGER: Microsoft Bottles the Cloud in an Appliance ........................................................... 9 BETA: Microsoft Takes a Crack at a Cloud-Based MSP Tool............................................... 10 RCP ON THE MCP: 11 Things to Know About … WPC Takeaways ......................................................... 12 QUOTABLE: On the Channel ......................................... 12 REORG: New Assignments for Microsoft U.S. Channel Chiefs .................................................... 13 QUOTABLE: On Microsoft Competition ........................ 13 TOOLS: Quest Reaches Out to MSPs .............................. 14 MILESTONES: Major Service Packs Hit Beta .................. 14 SMB: Microsoft Unveils Windows Small Business Server Previews .......................................................... 15 LIFECYCLE: Windows 7 Downgrade Rights Get Extension .............................................................. 15 “I think we need to step back and look at COLUMNS some of the stuff we’re putting out and SELLING: Ken Thoreson just say, ‘How much is this collective The Power of Net New ................................................ 36 CHANNEL CALL: Keith Lubner ecosystem ready to absorb?’” Charting Cloud Channels ........................................... 38 Jonathan Roskill, Corporate Vice President, Worldwide Partner DIRECTIONS: Paul DeGroot Group, Microsoft The MPN in Two Words: Mo’ Money ............................ 40 FEATURES 9 16 The 5 Biggest Challenges for the New Microsoft Channel Chief Jonathan Roskill takes over the Worldwide Partner Group at a time of overlapping, critical transitions. 32 22 Zombie Products Beware of these eight undead products: Customers may want them, but their support and future are in doubt. 29 Microsoft Partner Awards Go Truly Global While U.S. partners still dominate, the rest of the world is getting more recognition from Redmond. IN EVERY ISSUE 4 RCPmag.com 8 Channel Watch 39 RCP Index COVER PHOTO: SHUTTERSTOCK > RCPmag.com AUGUST 2010 Redmond Channel Partner 3 What’s OnLine ChannelRedmond Partner RCPmag.com August 2010 + Volume 5 + Number 8 EDITORIAL STAFF @RCPmag.com Vice President, Editorial Director Doug Barney Editor in Chief Scott Bekker Executive Editor Jeff rey Schwartz Managing Editor Wendy Gonchar EXCLUSIVELY ONLINE BLOGS Associate Managing Editor Katrina Carrasco Associate Managing Editor Marti Longworth THORESON’S TIPS FOR SUCCESS ART STAFF In his sales management blog, RCP Creative Director Scott Shultz columnist Ken Thoreson shares his RCPU Senior Graphic Designer Joshua Gould tips for personal and professional Stay tuned to channel success: among the tips is “be ONLINE/DIGITAL MEDIA creative.” Here are some of his news with the Redmond Web Editor & suggestions for creativity: Channel Partner Update Executive Editor, New Media Michael Domingo Editor, RCP Update Lee Pender ✱ Track your ideas: Keep a e-mail newsletter, written notebook and write down all your Director, Online Media Becky Nagel ideas-about anything, it’s amazing by Lee Pender. Online News Editor Kurt Mackie what happens when you build an Associate Web Editor Chris Paoli active list. Site Administrator Shane Lee Designer Rodrigo Muñoz ✱ Avoid set patterns: Break your habits, fl oss your teeth diff erently, ON SILVER AND GOLD brush your teeth in new sequences, MICROSOFT PARTNER CERTIFICATIONS President Henry Allain drive to work on a new route. Over the years, a fair number of members of the Microsoft Vice President, Publishing Matt Morollo ✱ Engage in hobbies: Disengage channel have put pretty signifi cant marketing resources into selling themselves as Gold Certifi ed. As the Partner Director, Marketing Michele Imgrund your mind from business stress. Online Marketing Director Tracy Cook Read the rest of his tips and Program morphed into the Microsoft Partner Network learn how these tips can improve (MPN), though, the Gold label seemed to be doomed. your performance and work and in Not anymore. In a move that many partners should President & Neal Vitale life at: RCPmag.com/Thoreson0810 welcome as good news, Microsoft is bringing the bling to the MPN by labeling competencies as “gold” and “silver.” Chief Executive Offi cer Senior Vice President & Richard Vitale RCP: YOUR WORLDWIDE RCPmag.com/PenderA0810 Chief Financial Offi cer PARTNER CONFERENCE Executive Vice President Michael J. Valenti HEADQUARTERS ON THE DEATH OF THE KIN PHONE Microsoft’s biggest product disaster ever (in our opinion) We’ve got the inside scoop for Senior Vice President, Abraham M. Langer everything WPC-related. Editor in is dead, but it’s not forgotten. Or, at least, it wasn’t for a Audience Development & Digital Media Chief Scott Bekker and Executive while. Apparently some smart fellow came up with a Kin tribute site that let users memorialize the phone, the life Vice President, Christopher M. Coates Editor Jeff rey Schwartz were on the Finance & Administration scene at the conference, providing of which only just managed to outlast the presidency of William Henry Harrison. Well, now, not only is the Kin dead, Vice President, Erik A. Lindgren detailed accounts of the most Information Technology important events and announce- the site is apparently dead, too—pending a new home, at & Application Development ments. Make sure you read up on least. Is there anything the Kin can’t destroy? Vice President, Carmel McDonagh the WPC aftermath and beyond RCPmag.com/PenderB0710 Attendee Marketing Vice President, Event Operations David F. Myers here: RCPmag.com/WPC2010 Chairman of the Board Jeff rey S. Klein QUOTABLE: Reaching the Staff Staff may be reached via e-mail, telephone, fax or mail. A list of editors and contact information is also available online at “If you don’t want to move to the RCPmag.com. E-mail: To e-mail any member of the staff , please use the cloud, we’re not your folk.” following form: [email protected] Framingham Offi ce (weekdays, 9:00 a.m. – 5:00 p.m. ET) Microsoft CEO Steve Ballmer, speaking during Telephone 508-875-6644; Fax 508-875-6633 his Worldwide Partner Conference keynote 600 Worcester Road, Suite 204, Framingham, MA 01702 Irvine Offi ce (weekdays, 9:00 a.m. – 5:00 p.m. PT) Telephone 949-265-1520; Fax 949-265-1528 16261 Laguna Canyon Road, Suite 130, Irvine, CA 92618 Corporate Offi
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