ALSO Network - Microsoft update Julie Nadelmann – Partner Development Manager - Distribution Lead

Vores fælles mulighed Optimeret segmentering Investeringer I “scale” programmer Mere teknisk kompetence Højere consumption af cloud baserede løsninger Større kundetilfreds hed Digital transformation har et totalt markedspotentiale på $4.5T Digital transformation is critically important to the success of our partners. Never have they put more trust in us than right now, as they look to Microsoft to be the single most important force in helping them achieve their digital transformation. Microsoft has been driving cloud innovation for years, including technology solutions for the Intelligent Edge and the Intelligent Cloud. This innovation and growth is powered by our people and our mission to empower every person and every organization on the planet to achieve more. We have a historic opportunity in front of us. Driving our customers’ business outcomes through digital transformation has opened a $4.5 trillion market opportunity across our commercial and consumer businesses. With the breadth of our portfolio from devices to cloud services, and breakthrough innovation from mixed reality to artificial intelligence, Microsoft is squarely positioned to help every customer and partner generate digital transformation business outcomes. At the forefront of the changes that we announced is the opportunity to enable us to align the right resources, for the right customer, at the right time. To do this, we are creating the One Commercial Partner (OCP) organization, which brings together several partner groups from across Microsoft into a single team. This change unifies our approach to working with partners so that we can focus on their success. The One Commercial Partner (OCP) organization will accelerate cloud growth through three primary functions: Build-with, Go-To-Market, and Sell-with. The OCP team is chartered with transforming our partner ecosystem and simplifying the programs and investment structure to enable our partners to drive growth and profitability. We will work with all partner business models, across geographies and industries to build and sustain profitable cloud practices and meet the digital transformation needs of customers with Microsoft-based solutions.  

One Commercial Partner operating model Go-to-Market Build-with Sell-with Partner Specialization Partner Management Recruit, Develop, Launch, Grow Offers into Market and Capacity Requirements Channel Management Territory Success Customer Segmentation Industry & horizontal workloads & solutions Enterprise Small, Midmarket & Corporate ISV Systems Integration Managed Services Channels Partner Tech Strategist / Tech Evangelist Partner Development Manager Partner Market Advisor Partner Channel Marketing Manager Enterprise Channel Manager Territory Channel Manager KEY BUILD-WITH MESSAGES AT INSPIRE The new partner management model is focused on your success. Whether you need to build a practice, develop a solution, or level up your capabilities, your Partner Development Manager can help. The Build-with motion is about getting the right resource to you at the right time – without limitations based on license, geo, business model, or segment. A dedicated partner account manager will no longer have their focus split between short term subsidiary targets, customer demands, and your growth. The new conversation is all about you: how you define success, how we can build solutions with you, and what we can do to help you realize your goals. Our focus is on partner success – when partners succeed, we succeed. We have an unprecedented opportunity to accelerate the growth of our cloud partner ecosystem, and unify our approach to support our four core partner business models which include Independent Software Vendor (ISV), System Integrator (SI), Managed Service Provider (MSP), and Channel Development (CD). To both simplify and optimize our ability to respond to external opportunities, we have aligned all partner-facing roles to three primary functions: Build-with, Go-To-Market, and Sell-with. We will equip and support partners to meet the digital transformation needs of their customers, to do more with Microsoft, and to enhance their profitability. Our partner teams, resources, tools, and programs will enable partners to build cloud applications and solutions, and then reach customers and users through marketplaces and opportunities to sell with Microsoft. The One Commercial Partner model will increase industry focus, investment of resources, and technical capability. Through deal registration, industry solution maps and marketplaces and referral tools that let customers find partners and their solutions. We will implement a comprehensive co-sell strategy and accelerate our transformation to solution selling and co-selling. Shared technical resources will be available to deliver deep technical knowledge and bring in workload expertise. Finally, we will continue to simplify our programs, tools, and incentives to support partner engagement and reward partner success Cloud Solution Architects / Partner Technical Architects Technical Programs & Incentives

Partner Management & Channel Management Driving the partner success lifecycle Channel management Driving the customer success lifecycle Recruit Develop Launch Grow Engage Transact Adopt Grow Partner Technical Strategist Partner Development Manager Territory Channel Manager Partner recruit, enable, launch, grow Partner management aligned to expertise in partner business models Focused on recruiting, developing and growing partners Goaled on ongoing global success of partner portfolio across all services development Co-sell/market Customer aligned motion (territory/segment) Focused on driving through partner business impact Goaled on Account Exec/territory/area aligned success driven through portfolio utilization and partner attach

What does success look like? New partners recruited Practices and apps built Number of co-sell ready partners Consumption, usage, and through-partner revenue

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