Article

Five ways to maximize your WPC 2013 attendance

by Paul Solski
Founder, AIM International, AIM International

For some, Microsoft's Worldwide Partner Conference (WPC) is an opportunity to learn about Microsoft's product directions. For others, it is about networking. To me, WPC is a partner's single biggest business development opportunity of the year in the Microsoft space. With 16,000 attendees from 150 countries consisting of partners, ISVs and Microsoft, it is important to plan and prioritize your attendance so as not to miss out. Having attended seven WPC's, here are my recommendations for maximizing the value from your attendance.

Planning Ahead

Preparation is probably the single most important thing you can do to maximize the value of your attendance. Most people have a tight back-to-back schedule prearranged and the meetings are only 30 minutes long, so here is a list of ways I would recommend preparing:

  1. Define your objectives
  2. Set up meetings in WPC Connect in advance
  3. Define your value propositions (pitch) for each partner type - ISV, VAR, OEM
  4. Define your value propositions for each Microsoft person you plan to meet
  5. Plan your sessions schedule in advance
  6. Plan your evening activities
  7. Follow up immediately after the conference

WPC  Connect

It is not uncommon for attendees to spend as much as 75% of their conference attendance time in meetings set with WPC Connect. This is the central tool to organize meetings at the conference. Therefore, a good profile is necessary and booking meetings a few weeks in advance is advised.

The 30 Second Pitch

With just 30 minute (actually more like 20 minute) WPC Connect meetings, it's important to be concise and to the point in your meetings. I would recommend preparing a 30 second introduction with the following points:

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About Paul Solski

Paul Solski (paulsolski@aimcorpinternational.com) is the Managing Director of AIM International, a management consulting firm specializing in assisting software companies to enter and grow in new markets. Mr. Solski has over 25 years' experience in international business development having held executive positions at Microsoft, HP, Intel, and Compaq.

More about Paul Solski