At the Microsoft Inspire Vision Keynote Wednesday 12 July, Gavriella Schuster announced details of Microsoft’s new partner sales organisation, One Commercial Partner (OCP).
Corporate Vice President in the One Commer
ical Partner team, Gavriella Schuster is responsible for global partner channels and programmes, with focus on driving digital transformation for both partners and customers.
Created to support Microsoft’s mission to ‘empower every person and every organization on the planet to achieve more’ and in response to requests from partners for greater help from Microsoft – particularly in the areas of go-to-market and connecting with customers – OCP has been developed to increase cloud growth and profitability across the partner ecosystem.
Ron Huddleston, CVP of One Commercial Partner, says, “We’re bringing together partner-focused teams from across the company into one organization. One Commercial Partner harnesses our partner expertise and knowledge – technical, marketing, business development, and programs. It brings together the things that work so that every partner can benefit, regardless of size, business model, or geography.
“This organization is not just partner led, it’s partner first, and it was designed to put our focus on your success and growth. All of our partner-facing roles will have the responsibility to work with you in one of these three primary functions.”
Build-with – Microsoft’s team of partner development professionals will be there to support partners, utilising business model expertise backed up by technical and specialist resources.
Go-to-Market (GTM) – the marketing experts team will support partners in bringing solutions to market through provision of offers, building on market opportunity and customer need.
Sell-with – exploiting best practice, and utilising marketplace and solution maps, channel managers will work with sales teams and customers to ensure those customers have the right solution for them, at the right time.
Two key programmes
Microsoft is committing additional resources in two main areas:
Azure co-sell – delivering comprehensive sales and marketing support for partners building solutions with Azure. Microsoft sales reps are now compensated only on consumed Azure revenue to remove the EA compete and to align with the CSP sales motion.
Channel managers – with responsibility for helping partners sell solutions built with Microsoft Azure, Office 365, or Dynamics 365, the team with managers based world-wide represent a $250m investment.
The release of Microsoft 365 – incorporating Office 365, Windows 10 and EM+S, with the aim to improve user creativity and teamwork as well as help safeguard customer and company data – is also designed to provide partners with even greater opportunity for driving digital transformation.
Microsoft reports that partners experience up to 40 percent growth in revenues over three years by offering manged services, and supporting customers with modernising their environments, leading with security. Microsoft 365 provides a fantastic platform on which to develop and offer managed services to customers.
Michael Frisby, Vuzion MD, comments, “This major reorganisation and the creation of the OCP organisation, is evidence of Microsoft’s commitment to partners and their belief that it is the partner ecosystem which spearheads digital transformation and the mission to empower every person and organisation to achieve more.
“Vuzion is looking forward to helping resellers navigate this new world within Microsoft. We’ll be working across the new OCP organisation and the customer segments (Enterprise and SMC) to secure investment and leverage the appropriate programmes and incentives to help our resellers be successful.
“We will also be helping partners develop their own offerings and focus to fit within the new solution maps defined by Microsoft and gain the relevant competencies to earn the corresponding CSP incentives, as well as supporting partners to access Microsoft’s GTM programmes and appropriate solution and technical architects.”