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The benefits of Co-Selling with Microsoft

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Collaboration is key to achieving growth and success. For Microsoft Partners, the Co-Sell motion presents a unique opportunity to leverage the power of one of the world’s leading tech giants. By engaging with Microsoft via co-sell, businesses can access valuable resources, streamline their sales processes, and enhance their market presence. In this blog, we’ll explore the numerous benefits of co-selling with Microsoft and provide practical tips for making the most of this strategic partnership.

Driving Co-Sell success

Co-selling with Microsoft opens a world of opportunities for Microsoft Partners. By leveraging Microsoft’s extensive resources and collaborative ecosystem, businesses can enhance their market presence, streamline operations, and drive sales growth. Here’s how co-selling with Microsoft can benefit your business:

1. Collaborate on deals

Co-selling enables you to collaborate with the Microsoft team on deals where you need assistance. Whether it’s closing a complex deal or accessing specific resources, Microsoft’s support can be invaluable. This collaboration demonstrates to Microsoft your ability to work effectively with other partners on joint projects.

2. Showcase your pipeline

By engaging in co-selling, you can showcase your pipeline to Microsoft. This includes providing insights into deal closure velocity and the depth of your customer engagements. This transparency helps Microsoft understand your business better and potentially support your efforts more effectively.

3. Engage with the right Microsoft team members

Engaging with the right people within Microsoft is crucial. For instance, if you’re working with a distributor and need solution-specific assistance, you can request the distributor to reach out to their contact. Alternatively, submitting a Co-Sell opportunity maps it to the correct individual, saving you valuable time.

4. Advertise on the Microsoft Azure Marketplace

Becoming a co-sell ready partner allows you to advertise your solution on the Microsoft Azure Marketplace. This exposure makes your solution available to the Microsoft team (and Microsoft Customers) for referrals, expanding your reach and potential customer base.

5. Simplified procurement for enterprise customers

For Microsoft Partners (especially ISV’s) making your Azure Co-Sell solutions (Azure IP Co-Sell) transactable via the Azure Marketplace is particularly favourable to Microsoft. The benefit is that billing is handled through the Microsoft Customer Agreement, simplifying the procurement process for customers, especially enterprise clients, who otherwise need to onboard new suppliers.

6. Strategic sharing of customer information

While you may not want to share customer information early in the process, it’s essential to do so when you need assistance. Sharing end-user details ensures you get the necessary support and potentially connects you with additional resources through the customer’s Account Manager.

7. Accurate and up-to-date opportunities

To make the most of co-selling, ensure your Marketplace solutions are well-crafted with supporting collateral. Keep your opportunities accurate and up-to-date. Think of the Co-Sell option as an extension of your CRM to Microsoft’s CRM. Accuracy is key, and opportunities should be updated by knowledgeable staff to reflect the true status and details.

8. Celebrate your wins

Collaborating with the Microsoft team helps build strong relationships. Celebrate key deals through Win Wires, which share your successes with the entire Microsoft team. This not only elevates your profile but also fosters a positive working relationship with Microsoft.

9. Understand rejection reasons

Microsoft may not accept every opportunity. Reasons for rejection could include involvement of another partner with the customer, the deal size being too small, or the quality of the opportunity not meeting expectations. Understanding these reasons helps you refine your approach for future opportunities.

Requirements and process

For more guidance on how to become Co-Sell eligible and detailed steps on submitting an opportunity, refer to Co-Sell Opportunity process documentation via learn.microsoft.com.

Key Points for Co-Sell success

Accuracy: ensure your data is accurate and up-to-date.

Detail: provide comprehensive and relevant information.

Responsiveness: respond promptly to opportunities and communications.

Elevate your partnership with Microsoft

To maximise your partnership with Microsoft, focus on three pillars:

  • Post-Sales/Deployment (PAL/CPOR)
  • Solutions Designations and Specialisations (Skills)
  • Co-Sell (Pre-Sales)

By following these guidelines, you can leverage Microsoft’s ecosystem to drive growth, enhance your market presence, and achieve success through co-selling.

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