ABSTRACT
The question of why a software, services or reseller firm would partner with Microsoft is relevant because every firm in the information-technology (IT) industry must come to terms with Microsoft. Whether as friend or foe-or somewhere in betweenhigh-technology firms' coming to terms with Microsoft is rarely characterized by ambivalence. For those firms that elect to engage Microsoft as partners, the guiding question addressed in this book is how to partner with Microsoft. Yet, for the sake of a clear, compelling and comprehensive answer to the latter question-and to address counter-arguments as to why one would partner with the company at allwe must consider Microsoft's position in the IT industry, as well as the risks and rewards that high-technology firms have in partnering with Microsoft and, indeed, with its competitors.
