The Deal on Microsoft’s Co-sell Opportunities
Teamwork makes the dream work. It’s true!
Okay, team, “let’s talk”, “Asikhulumeni”, “Hablemos”, “Ngatimbotaura”, “kom ons praat”, “parlons”.
Why are your deals not updated in Partner Centre?
I know you think it will take forever but it won’t. Salespeople are typically not fans of admin work. They would rather be out there meeting with customers and closing deals.
However, admin work is an important part of the sales process, and it can’t be avoided, so bare with me a bit and lets discuss an important task for Microsoft partners.
Here’s a little Sales humor to get us going:
Co-Sell Opportunities
Today, I want to dive into a topic that can truly transform your business and drive it toward success. We’re going to explore the world of co-sell opportunities within the Microsoft Cloud Partner Program. Trust me, this is an opportunity you don’t want to miss.
The beauty of joining the Microsoft Cloud Partner Program is that you are not alone in your journey to success. You have so many tools at your disposal to make it work. Are you utilizing all the tools?
One of those tools is utilizing the Co-sell Opportunity space to the max!
In a competitive environment, it’s natural to feel the urge to protect your market and operate in silos. However, the real magic happens when you break down those barriers and embrace collaboration.
Ecosystem Thinking
I recently stumbled upon a fascinating report via the Partner Hack Page https://www.linkedin.com/company/partnerhacker by McKinsey that delves deeper into the power of ecosystem collaborations.
The article introduces four mindsets crucial for Ecosystem engagement. In our case, this would be engagement within the Microsoft Partner Ecosystem.
“Ecosystem thinking” encourages businesses to shift from self-centeredness to recognizing the shared value among ecosystem participants. “Openness” emphasizes the need for collaboration and resource-sharing with diverse partners. “Agility” highlights the importance of adapting quickly to changing market dynamics. Lastly, “co-evolution” stresses continuous learning and evolution within the ecosystem. In order to be successful you have to be thinking about these crucial points and changing your mindset if it is closed. Start taking steps to open your mind to including more collaboration.
You can read the article here: https://www.mckinsey.com/capabilities/mckinsey-digital/our-insights/ecosystem-2-point-0-climbing-to-the-next-level
Achieving greatness is not a solo journey. Microsoft understands this.
One of the most remarkable aspects of co-sell opportunities is the alignment between your efforts and Microsoft’s vision. It’s a chance to discover synergies and shared target customers, opening doors to new possibilities.
According to Microsoft, Co-selling is any collaborative engagement between Microsoft and its partner ecosystem, including:
· Building demand
· Sales planning
· Sharing sales leads
· Accelerating partner-to-partner-empowered selling.
· Delivering marketplace-led commerce
Here are examples on ‘some’ of the benefits that collaboration through co-selling can bring you:
Benefits
1. Funding for pilots: Microsoft’s ECIF program provides financial support for pilot projects. This means you can showcase your innovative solutions to potential customers without shouldering the entire financial burden. It’s an opportunity to test the waters and demonstrate the value you bring to the table. The best way to collaborate with Microsoft sellers for this is by Registering your deals.
2. Pre-Sales Support: We all encounter challenges during the pre-sales phase, and that’s where Microsoft’s Fast Track program comes into play. They have experts ready to assist and guide us through any obstacles we may face. With their support, we can deliver outstanding solutions that exceed customer expectations.
3. Technical Guidance: Let’s say you’re struggling with a particular aspect of a demo. Don’t worry! You can reach out to the tech stack owners for technical guidance. They have the knowledge and expertise to help you overcome any roadblocks and deliver a flawless presentation. Their support is invaluable in ensuring the success of your projects. This works even better when you are working with a Microsoft Seller to help you get the right people internally to help in this area.
4. Microsoft joining customer calls: Imagine the impact of having Microsoft representatives join your customer calls. Not only does it lend credibility to your offering, but it also demonstrates a united front. Customers will perceive the value of your collaboration, giving you a competitive edge. It’s like a stamp of approval from one of the most renowned tech companies in the world.
5. Collaborative superpowers: Don’t lose a deal because you can’t deliver it all, there might be just one other partner in the ecosystem who can help with one item to get you over the line. Sometimes, you come across deals where you can’t deliver everything on your own. But that’s where collaboration truly shines. By partnering with other ecosystem players, you can leverage their expertise and fill in the gaps. It’s about building strong relationships, fostering trust, and creating a network of reliable partners. Who knows, next time they might call on you to provide the missing piece of the puzzle. It’s a win-win situation!
Now, if you’re feeling a bit overwhelmed or unsure about getting co-sell ready, don’t stress! I’m here to help. Reach out to me, and let’s schedule a call to assess any challenges you’re facing and kickstart your co-sell journey together. With the right guidance and support, you’ll be amazed at what you can achieve.
If you want to read more from the ‘horses’ mouth, you can get some more information here: https://learn.microsoft.com/en-us/partner-center/co-sell-overview
Per the link “Co-selling opportunities are the result of acting on a lead and collaborating on it with Microsoft sales teams or Microsoft partners to provide a solution for a customer need.”
Registering your lead exposes, you to the vast Microsoft Sales Team in your region. You do not have to drive it alone. Drive it together!
How do I get started with co-sell opportunities?
The first step is to create a co-sell opportunity in Partner Centre. Once you’ve created an opportunity, you can invite Microsoft sales teams to collaborate with you. You can also reach out to other partners in the Microsoft ecosystem to see if they’re interested in co-selling with you.
What are the different types of co-sell opportunities?
Here are some types of co-sell opportunities worth exploring:
- Partner-to-partner (P2P): This type of opportunity involves two or more partners collaborating to sell a solution to a customer.
- Partner-led: This type of opportunity involves a partner leading the sales process, but Microsoft sales teams can still be involved.
How many co-sell opportunities should I be driving each quarter?
The ideal number of co-sell opportunities will vary depending on your business and your goals. However, it’s important to have a healthy pipeline of co-sell opportunities so that you can maximize your collaboration with Microsoft.
How can I improve my co-sell strategy?
There are a few things you can do to improve your co-sell strategy:
- Build strong relationships with Microsoft sales teams: This will help you get access to their insights and expertise.
- Engage in regular communication: Keep Microsoft sales teams updated on your progress and let them know about any new opportunities.
- Collaborate effectively: Work with Microsoft sales teams to identify and pursue the most promising co-sell opportunities.
- Continuously assess and refine your strategy: Based on feedback, market trends, and performance metrics, you should continuously assess and refine your co-sell strategy.
Remember, folks, when it comes to co-sell opportunities, it’s not just about the quantity but the quality. It’s about finding those perfect matches that align closely with your expertise, solutions, and target market.
Don’t spread yourself thin. Instead, focus on building strong relationships with Microsoft’s sales teams, fostering open communication, and collaborating effectively.
By prioritizing meaningful co-sell opportunities, you’ll maximize your potential for success and drive significant business outcomes.
If you are a Salesperson in a Partner Organisation, leverage these opportunities or ask your Manager, Microsoft PDM on how you can leverage this better!
If you need my team’s help on this or you don’t have the time to navigate this path, reach out for a call to assess your challenge and we will help to start you on your co–sell journey.
#TeamworkMakesTheDreamwork
