One Commercial Partner
“When done right,
partnering grows the
pie for everyone – for
customers, yes, but
also for each of the
partners.”
– Satya Nadella, Hit Refresh
~$250B
Client/server
TAM = Total Addressable Market
Build-with
Go-To-Market
Sell-with
Aligned by partner
Aligned by four solution areas
Aligned by industry
Partner Management
Modern workplace
Business applications
Applications & infrastructure
Data & AI
Channel Management
Partner
specialization
Build-with
Go-To-Market
Sell-with
Partner management
Recruit, Develop, Launch, Grow
Offers into market and
capacity requirements
Channel management
territory success
Customer
segmentation
Enterprise
• ISV
• Systems Integration
• Managed Services
• Channels
• Surface Hardware
Partner
Development
Manager
Partner Market
Advisor
Enterprise
Channel Manager
Partner Technical
Strategist
Partner Channel
Marketing
Manager
Territory
Channel Manager
Industry &
horizontal
workloads
& solutions
Small, Medium,
Corporate
Technical
Cloud Solution Architects/Partner Technical Architects
Programs & Incentives
Partner management
Channel management
Driving the partner success lifecycle
Driving the customer success lifecycle
Recruit
Engage
Develop
Partner
Development
Manager
Launch
Grow
Transact
• 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
Grow
Channel
Manager
PTS/TE
Partner recruit, enable, launch, grow
Adopt
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
Accelerate partner success in market through people, programs,
investments, and campaigns across the partner lifecycle
Recruit
Develop
Launch
Grow
Accelerate partner
investment through
envisioning
Enable partners
to define, sell, and
market
Plan and execute
new revenue
capacity
Scale predictably
through a
consistent process
New Possibilities
Differentiated
Solutions
Produce Results
Predictable Impact
1
2
3
4
One Commercial
Partner
MPN &
Partner Center
Training &
development
Co-sell
We’re bringing together partnerfocused teams from across Microsoft
into one organization.
MPN Portal
Azure Skills Initiative
Reach more customers
• Updated navigation
• Added 28 more localized MOOCs
• Enhanced look and feel
• Over 178,000 course enrollments
Puts you in the engine to be
accessible to customers
• Targeted experience capabilities
• Users investing over 365,000 hours
in learning Azure
Build-with account management
Partner Center
• Partner aligned
• Cloud Solution Provider program
enhancements
• More than 45,000 learners have also
invested over 883,000 hours to
engage in Microsoft learning
partners’ classrooms around the
world.
One Commercial Partner harnesses
our partner expertise and knowledge
Technical enablement &
development
• Referral tools convergence
• Workload aligned
• MPN membership management
Go-To-Market support
• Incentives management
• Solution area aligned
Sell-with channel management
• Customer and/or territory aligned
Expand capability
Microsoft will help you to go to
market by introducing and matching
your business with companies and/or
applications from our rich portfolio of
technology partners
Operationally easier
Find other partners, get qualified
leads, and increase your visibility to
customers in a new, single referrals
experience
Tools enablement
DPOR enhancements, deal
registration, single lead, and referral
engine
Transformative
technology
Ecosystem
approach
[Microsoft’s] role is to be the tip of the spear.
… Is there enough market today there for us
to spend our precious R&D resources? No.
But they're doing it, and if there's a market
there, then we participate.
– Ron Coughlin, HP
CNet.com