SMB customers: co-sell opportunities for partners


Blog post by Alyssa Fitzpatrick


With digital transformation reshaping the competitive landscape and customer needs, utilizing co-sell to collectively grow business and foster long-term relationships through partner-led products and services has never been more important for you, for Microsoft, and for our customers. Together, our powerful ecosystem connects partners with Microsoft, customers, and the rest of the partner network to drive evolution for all of us—regardless of business size.  


As I discussed in a recent blog post, co-sell is our end-to-end selling engagement with you, from the initial stages of onboarding into the Microsoft Partner Network, building your solutions, publishing to the Microsoft commercial marketplace, and engaging in Partner Center, to sharing referrals and working with Microsoft and other partners to close deals. It includes any collaboration between Microsoft and our partner ecosystem including building demand, sales planning, sharing sales leads, accelerating partner-to-partner empowered selling and delivering marketplace-led commerce for customer transformation. By co-selling with Microsoft and other partners, you can be discovered, deliver your expertise, and expand your footprint. Partners can also sell directly to customers in the Microsoft commercial marketplace, including Azure Marketplace and Microsoft AppSource


In particular, given how the small and medium business (SMB) market continues to grow and adopt the cloud, Microsoft is increasing its focus on amplifying co-sell activity surrounding this customer segment in fiscal year 2021. As stated in a recent research report from Accenture, “Selling to small-and medium-sized businesses can be a major growth opportunity. They are vast in number, accessible through digital channels, open to conversation and advice and, once a purchase is made, resistant to switching.” 


In this post, I’ll explore the strategies and priorities we’ve set to better serve this customer base over the next fiscal year. 


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