Software king of the Word, Microsoft, has spruced up its channel programme to encourage more co-selling across its ecosystem.
Microsoft’s improvements are aimed at getting more activity across the ecosystem with co-selling into SMEs and working more closely with ISVs as well as providing more online tools for the channel.
Firstly, there is a central partner centre that will unify all the vendor’s channel capabilities on a global basis on a single platform. It will give partners the opportunity to get access to co-sell, cloud solution provider programme details and other certification and incentives.
Nick Parker, corporate vice-president, global partner solutions at Microsoft, penned a blog post to usher in the changes and commented: “Partners influence more than 95 percent of Microsoft’s commercial revenue, either directly or in partnership with Microsoft.”
“Microsoft continued to see growth in the second quarter of FY21, especially across the Microsoft Commercial cloud. This trajectory is expected to continue as Microsoft partners build devices, applications and cloud-to-edge solutions,” he said.
“We are dedicated to helping partners continue to build resiliency, adapt to change and overcome challenges. We do this by investing in the resources, tools and opportunities that allow them to co-innovate and develop next-generation solutions that help differentiate in the marketplace, gain market share, support their success and meet customer needs.”
Programme updates
- Cloud Solution Provider programme: Helps the channel move beyond just selling licences to get into a position to help users with digital transformation strategies.
- Commercial marketplace: The vendor has made it easier for partners to get their services and solutions in front of nearly four million active users across 140-plus countries.
- Co-sell: Co-selling will be a focus in the SME segment, with Microsoft committed to making targeted marketing investments in top SME customers, growing the ecosystem of ISV partners who serve SMEs.
- New commerce experience: It aims to provide a consistent and simplified purchase experience, giving customers greater flexibility in how and where they buy Microsoft and partner solutions. This should give the channel a chance to reach more customers and reduce licensing complexity.
- Partner Centre: From spring, the firm will have nearly all channel capabilities delivered and globally available inside the centre. Partners will have access to a range of programmes and support, and via the Insights dashboard will get a unified view of data across different partner programmes, licensing models and products.
