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What One Commercial Partner means for the Microsoft channel

James Henderson | July 13, 2017
Industries take centre stage as Redmond rings internal changes to better serve evolving ecosystem.

To supplement this change, Microsoft will introduce dedicated channel managers to each of the six prioritised industries around the world, in a bid to bolster engagement levels with partners during the last mile of execution.

Furthermore, new industry-dedicated roles will see a departure from old-school Redmond thinking, with Microsoft never previously having account teams aligned by industry.

“These customer-facing account teams, account executives, account managers, account business architects, industry architects are all aligned to a single industry so that we drive that focus and drive deeper acumen across,” Townes-Whitley added.

“Take Solution Map, that's going to be a tool that we use across engineering, sales and marketing to lay out your solutions against the line-of-business needs of our customers.

“And we're going to build all the way through those maps reference architecture so we know how to plug and play our technologies with your technologies to meet the customer demand.”

With Solution Maps set to become a standard form of engagement for Microsoft going forward, beyond tools and resources, industry solutions will also take centre stage.

“Many of you have IP and services that are driving towards these solution areas,” Townes-Whitley added.


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