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Microsoft has generated more than 11,000 co-sales gains with partners in the last 12 months, which equates to about $ 5 billion worth of contract value via the channel.
Revealed on the eve of Microsoft Inspire Las Vegas, Azure accounted for $ 2.8 billion of contracts won, covering the entire cloud provider suite
The numbers are the result of. a change of approach of the technology giant, with the new partner One Commercial (OCP))
In concrete terms, the incentive to co-sell now allows Microsoft's business sellers to receive 10 percent of the value of the partner's annualized client contract
. The "Biggest Sales Transformation" in decades, Redmond's internal redesign allows partners to access new markets and evolve, relying on customer and customer relationships. Technical Expertise of the Company
"The way we encourage our salespeople and partners has really come a long way in the past few months, which means we will continue to build on our momentum," said Toby Richards. , general manager of OCP at Microsoft. Since its launch in early 2017, the deployment of OCP is divided into three main functions – build-with; "I think we've seen the most interest in the" build-with "side of the program, because that's an area we've worked on in the past," added Richards. "It's in terms of technical empowerment and marketing of our solutions."
"It took some time before the sale gained ground and I sincerely believe that it is also the reactions of several partners." [19659010] Read More Microsoft Takes Slack With A Free Team Version
According to Richards, Change Represents A "Cultural Change" For Microsoft, As The Organization Goes To Have an IOC-centered conversation around a company agreement, "
" I think our partners were ready to leave the first day, but I think culturally within Microsoft, we do not have the # 1 We were not, "acknowledged Richards. "This change took a lot of time, but during our third and fourth quarters, we really saw traction and customers win.
" About 75 percent of the 11,000 wins have occurred in the last five months, with our salespeople "
Over the entire fiscal year that ended on June 30, 2018, 95% of Microsoft's commercial revenues were distributed, with the vendor providing more of the same. one million potential customers. Datacom excels in Azure as Microsoft unveils its MSP program
