Mastering Microsoft's Co-Sell Program: A Partner's Blueprint

Описание: Unleash your co-sell potential!

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This episode brings together top leaders to deconstruct the changes within the Microsoft ecosystem and provide a strategic blueprint for partners. The discussion covers the recent organizational shifts at Microsoft, the importance of speaking the company's language, and the pivotal role of AI and digital marketplaces in the modern business landscape. The experts share actionable advice on leveraging Microsoft's sales plays, the SEM methodology, and partner-led funding programs to drive revenue and accelerate growth. They also offer a deep dive into the "FAME" framework for market alignment, the significance of a hero offer, and the power of a "momentum story" to attract and engage with Microsoft sellers, transforming a partner's go-to-market strategy from good to great.

Key Takeaways

Microsoft has simplified its cloud solution areas from six to three, focusing on Security, AI Business Solutions, and Cloud & AI Platforms.
Partners must learn to speak Microsoft's language by understanding solution plays and leveraging the Microsoft Customer Engagement Methodology (MCEM).
The modern digital buyer, a millennial and Gen Z audience, is comfortable making large B2B transactions online.
AI and agentic bots are transforming businesses, and partners can become "frontier firms" by embracing these technologies.
Partners should use a focused go-to-market strategy, like the "FAME" framework, to align with Microsoft's priorities and target specific industries.
Paid advertising with a small, targeted budget can be a powerful tool to "train" the organic algorithm and accelerate growth.
If you’re ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community.

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