(air whooshing)
- What I think the move towards new program showcases
is the very different world that we're now in.
Technology used to almost be transactional.
You purchased licenses,
you purchased support, you purchased help desk.
You would maybe purchase a move from on server to cloud.
It was just very much lift and shift in projects.
And it's not that way anymore.
All the customers we work with,
we're on a journey with them.
We understand their roadmaps
and what they're trying to achieve.
The last couple of years have been
probably the biggest shifter in our economy,
the way we work and the way we deliver things
that we've ever seen.
And that is going to continue to change.
And I think the program is moving with it.
- Welcome to the Microsoft Partner Innovation Vodcast,
I'm your host, Jennifer Zarate.
Today we're talking about our latest announcement,
evolving the Microsoft partner network,
to the Microsoft cloud partner program.
We'll also be speaking with two Microsoft partners
to learn about their experience
as part of our next generation journey.
Having to adapt to a world that's rapidly changing
how we live, work and play.
And as a result,
why we've evolved the Microsoft partner network
with customers at the center.
And with that, we'll have Margaret Totten,
Managing Director and CEO at Akari solutions.
A mix of a systems integrator
and independent software vendor focused on sustainability
and accessibility, built across Microsoft platforms.
Tell us about your business
and why you began partnering with Microsoft?
- So we've worked with Microsoft,
or I've worked with Microsoft now for about 13 years,
having already built and exited
from a successful cloud company.
So when I wanted to set up again a few years back,
I wanted to focus on building a partner with a difference.
One that's focused on how you can use technology for good.
How we can focus on using technology
for sustainability, accessibility to make it easier
for people to enter the workplace et cetera.
And with Microsoft credentials
in sustainability and inclusion,
they seemed like the perfect partner for us.
- Now before I tee us up for the next question,
I'd like to take a minute to provide our audience
who may not be familiar yet
with the Microsoft cloud partner programs.
Two qualifying levels that help customers
validate partner capability.
So we're offering solutions partner,
a designation you attain delivering value in a way
that maps our technology to your customers needs.
And specializations currently called
advanced specializations and expert programs.
Or designations you earn
to further differentiate your organization,
demonstrating your deep technical expertise
and experience in specific technical scenarios.
And as part of the Microsoft cloud partner program,
all partners will be network members.
Now what does these changes mean to you
as a Microsoft partner?
- Well, I believe that like us
Microsoft are focused on impact and outcome.
And these changes reflect that.
So I think it's a really strong move forward
for Microsoft and partners.
The bar is set high and partners are able to achieve this,
can showcase the breadth and depth of their skills.
The partner ecosystem and what we're delivering
through technology has changed drastically
in the last 10 years with cloud transformation,
advancements in data and AI applications.
And partners are now delivering a very different service
than they were 10 years ago.
And I think these changes reflect them.
Our competencies that we were used to working with
would sit us in certain buckets.
So in my first company 10 years ago,
we focused on infrastructure manage services
and a bit of cloud delivery.
So we were very much in that bucket
we would know what gold we're going for.
Whereas Akari now, is focused on modern work workplace,
but we also do data and AI.
We also do security, we also do digital and app innovation
and we also do business applications.
So the ability to showcase that we are not just
a one set of skills partner,
I think is a massive change for the partner community.
It allows us to move into different areas
and to showcase to customers
that we have the depth and expertise in those areas.
- Exactly, and to that point
solutions partner is a designation you attain
and the attestation you have met specific requirements
across what we call the partner capability score.
Which is an objective measurement framework
across performance, skilling and customer success.
Talk about your initial reaction to the dashboard
and how fellow partners can benefit from it.
- I think the dashboard was one of the most welcomed changes
because in the ways of working with competencies,
it can be quite hard to fully understand
what competencies you want to go for to showcase your skills
and also how you can attain them.
Particularly if you're going after silver or gold.
The dashboard seemed a lot more intuitive and easy to use.
It was very easy to look at where our score was.
So we very naturally scored very high on modern workplace,
and we already were pre-qualified for that.
We also scored high on digital app innovation
and business applications.
Because these are things we are delivering constantly.
So it was a real refreshing change
to be able to see that so clearly.
But also to very very clear set out guidelines
in how we would achieve a higher score in other areas.
You mentioned customer success,
and again, I think that's a radical change forward,
but one that had to be made.
The exams and our expertise around exams are important,
but they can also walk a lot of partners out
who don't have large staff.
So trying to achieve gold in too many
could be quite a challenge for smaller partners.
Thus look at not just exams,
but also how we deliver for customers.
How we help customers turn on the technology they're using.
How we drive that customer success, being such a key metric.
I think that's a really forward moving shift for partners
and one we've all started embracing.
So that was a really nice thing to see.
- Well, thank you Margaret for your time today, talk soon.
- No, thank you very much for having me again.
- One of our Microsoft partners Paul Woods,
General Manager at Rapid Circle, a managed services provider
who also dabbles a bit as a systems integrator,
took to Twitter on March 16th, day of announcement,
sharing his excitement of his small,
if I may add, valued contribution
in helping redesign the Microsoft partner network
into the Microsoft cloud partner program.
While also highlighting how,
"This is a great step forward for partners and customers
regarding differentiation
and clarity of demonstrated expertise.
And for those on the path
towards advanced specializations today,
keep going as they are just as important,
if not more so in this new world.
And yes, internal use rights and benefit are still there."
Thank you, Paul.
Now our next guest is Deb MCLeod,
Chief of Staff at Solliance, a systems integrator.
Thank you for being here Deb.
- Thank you.
- And it's great to have you on.
So Deb, as a longstanding Microsoft partner
of more than 10 years,
and a member of the partner advisory council,
tell us about your experience
as part of our next generation journey
to the Microsoft cloud partner program.
- It was really a lot of fun.
It's something I've been doing
alongside Microsoft for the last couple of years
and it was great that they wanted our feedback.
It was interesting being on the inside track,
got to see the evolution of what they were gonna call it.
Originally, it wasn't called a solutions partner.
It was kinda TBD last fall.
And working with the partners and kinda taking our feedback.
We were trying to come up with a name
that would work for customers
to really understand what it meant.
And that was kind of key to our journey,
is making sure that it was, resonated with customers.
It's really interesting, the approach we came up with
that is now a solutions partner versus gold and silver
that really was losing its meaning.
And what's really interesting is the avenue we're going down
with the advanced specialization.
So you can really highlight your specialty,
and really show off your skills.
For example, we just recently got the AI and ML
on Microsoft Azure advanced specialization.
- Now Deb, talk about how you are navigating
the dashboard and walk us through
your understanding of the partner capability score.
- Yeah absolutely, what I love about the dashboard
is how intuitive it is and easy to digest.
When we go in there and we can look right now
and see where we're at.
And in the Azure categories,
we have like 96 out of 100 in app innovation,
and we've got 80 points towards our data and AI.
And then there's some others that we wanna work on,
and it's really easy to see what we need.
We're just under on the infrastructure one.
So we've gotta get a couple more points there.
And security is the area where we really need to work on.
Getting more certifications
and more customer wins in that area.
And the dashboard is really easy and I know exactly
what I need to do to get those solution areas.
- And that's an industry trend we're all seeing.
How it's no longer us leading our customers
on tech intensity and innovation.
It's very much our customers directing us
based on their emerging needs.
So tell us,
what's unique about your partnership with Microsoft?
- Absolutely, so Solliance is the combination
of the word solution and alliance.
So at Solliance, we're all about partnerships.
Whether it's partnering with our customers
or with our consultants that work at Solliance
and with companies like Microsoft.
So we've been a long-standing Microsoft partner.
We do a lot of work with them and for them,
and they don't always do everything we ask them to do,
but they listen and they make adjustments
and that's been kind of fun
being part of advisory council to watch them.
Kinda change the way they're going with something,
based on our advice.
And what I really love about the new program is,
it aligns the way Microsoft goes to market
with what the partners solution areas are.
And it makes it easier for the customer to understand.
So whether they're talking to Microsoft
or they're talking to me we're all speaking
the same language and that's really great.
- I love that, how the company brought those ideas together
to deliver on the value of partnership.
And at Microsoft, we've always placed
significant value on our partners
and why we're investing even more in them
with the Microsoft cloud partner program.
So thank you Deb for taking the time to speak with me today,
and to all of you for tuning in.
That's a wrap on today's MPI Vodcast
I'm Jennifer Zarate.
(upbeat music)