Dan Truax General Manager, Global Partner Solutions

Five best practices to get the most value from the Microsoft Partner Network

Man at laptop

Participating in the Microsoft Partner Network can be an effective way to establish and grow your organization. The ever-increasing pace of digital transformation—amplified by the widespread shift to remote work—has resulted in massive opportunity across the network, which our partners are perfectly positioned to benefit from. In fact, for every $1 of revenue Microsoft generated in 2020, our partners produced an estimated $9.58 of revenue from Microsoft technology for a total of USD984 billion, according to IDC

While many of these opportunities are universal for the Microsoft partner ecosystem, execution for each individual partner is anything but standardized. We understand that every organization is on its own unique journey that requires customized guidance and resources, which is why we’ve invested in providing the support you need to achieve sustainable profitability and growth. 

Regardless of if you’re brand new to our ecosystem, or an experienced partner searching for any opportunities you may have left on the table, we’re committed to helping you succeed. I’ve outlined five best practices to ensure you’re maximizing your experience as part of the Microsoft network: 

  • Gain a holistic understanding of the Microsoft partner journey. From building your solution, to taking it to market and identifying opportunities to co-sell with other members of the partner ecosystem, breaking down each step of the partner journey can help you maximize available opportunities along the way. 
  • Set up your home base in Partner Center. As I shared in a previous post, Partner Center is a unified platform where partners can take advantage of all the opportunities in the Microsoft partner ecosystem. It facilitates business transactions, promotes relationship building with other partners, and provides robust analytics including the recently announced Partner Center Insights dashboard
  • Build your innovative solution. Once you’re set up in Partner Center, your first order of business is to build a solution to sell in Microsoft’s commercial marketplace. We provide access to Solution Workspace, a self-service digital experience that offers personalized help as you navigate the solution-building process. It also offers guidance to help you with going to market and selling. 
  • Leverage Microsoft resources to effectively go-to-market. The Microsoft commercial marketplace encompasses publishing offers into the product catalog, Azure Marketplace, Microsoft AppSource, in-product purchase experiences, Cloud Solution Provider experiences for reselling, and Microsoft’s sales team tooling.  You can publish your solutions into the Microsoft Commercial Marketplace (AppSource and Azure Marketplace) from Partner Center. It’s also important to clearly differentiate your offering in the marketplace and acquire new customers to build demand for your solution. 
  • Identify and capitalize on co-sell opportunities. Networking with other partners to collaborate on sales opportunities can be an effective way to tap new audiences and rapidly scale your organization. As outlined in a recent blog, partners co-selling in Partner Center can publish one offer and co-sell with that single solution across all three Microsoft channels: direct customer, Microsoft partner and Microsoft seller. 

We continue to invest in the Microsoft Partner Network to help our partners achieve success and we’re primed to achieve even more this year. We’re here to ensure you’re tapped into the full power of the ecosystem and ready to meet the evolving needs of your customers. I’m excited to see what we can achieve together, throughout 2021 and beyond.