8. Pitch Very Specific Services If You're In A Major Metro Area

Solution providers should identity every city and town they serve, as well as each individual service they provide, Walters said. From there, partners should create a separate page pitching each service they can provide in a market, such as "Office 365 Pittsburgh" or "Office 365 Miami." 

Partners in major metro areas should focus on more of the micro-phrases since they're never going to show up near the top of Google for users searching "computer store NYC" or "IT company NYC," Walters said.

Conversely, Walters said solution providers in smaller towns or suburbs should use bigger phrases to ensure that they generate a sufficient amount of business.