by David Suhrie, Senior Director, Partner Solution Strategy
Small and medium-sized businesses are interested in AI, but they want a clear, practical path, without added complexity. They want proof that AI can fit how they work today, support governed use, and deliver results they can track. Your challenge is to translate curiosity into a practical starting point, anchored in outcomes.
In the Microsoft Customer Engagement Methodology, Stage 1 is not about selling a product. It is about creating clarity on where AI can deliver value and establishing the first adoption motion. Instead of opening with a product pitch, anchor the conversation in what SMB leaders already care about:
- Productivity gains that reduce time spent on repetitive work
- Operational efficiency that removes friction from everyday workflows
- Cost control, especially when capacity is tight
- Innovation, without adding unmanaged risk
This shift does two things. It positions you as the advisor who defines the roadmap, and it uncovers services opportunities that customers will fund because they see the path to value.
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