Partners On Microsoft-Nokia Deal: Don't Mimic Apple's Channel
Strategy  By Steven Burke, Kristin Bent, CRN 11:53 AM EST Tue.
Sep. 03, 2013  Microsoft partners Tuesday said the success or
failure of the software giant's planned $7.1 billion acquisition
of Nokia's mobile devices and services business ultimately rests
on whether Microsoft sheds its Apple envy.  The biggest
potential pitfall for Microsoft is if it insists on attacking
the mobile market by mimicking Apple's consumer strategy and not
leveraging the power of the Microsoft channel, said Mont Phelps,
CEO of solution provider NWN, No. 88 on CRN's SP500 list with
$266 million in annual sales.  [Related: Next-Generation
Surface: What To Expect ]  "The big risk for Microsoft is
approaching the device market like Apple," said Phelps. "Apple
does not have a successful [device and services] channel
strategy. Microsoft's strongest play would be to leverage the
channel to penetrate the market. The thing about the channel is
it can not only be your best friend,