In Part 1 I highlighted the need for Microsoft partners to focus on an industry solution, how to decide which industry to focus on, and how to establish a “beachhead” to dominate that industry. In this post, I’ll share ideas for creating interest within the industry you’re targeting and how to build credibility through references and industry engagement.

In my sixteen years of working in Microsoft Business Applications and twenty years of working for Microsoft Partners I have never come across a partner that has said “we have more leads than we can handle, we have more opportunities than we can pursue, we are making more money than we know what to spend it on”.

As a Microsoft Partner, it is time to start leveraging the vibrant Microsoft community that exists around the world and proactively encourage all staff to get involved.