- Hello everyone. I'm Jennifer Zarate,
a senior communications manager
for the communications and events team
in the commercial partner business at Microsoft.
In March of this year, we announced
that we are evolving our Microsoft partner network
to the Microsoft Cloud Partner Program, adapting
to a new world with customers at the center.
I'm excited to speak with some
of our current Microsoft partners to learn about the impact
of this transformation from their point of view.
Joining are Neal Zimmerman, sales engineer at Agio,
and Per Werngren, CEO of Idenxt.
Thank you both for your time today.
- Thank you.
- Now, when it comes to the value of partner feedback,
it goes without saying how important that is
to how we shape our programs, benefits,
and incentives to address today's customer needs.
Could you share how your companies are managing this change?
- Yeah, I'll go first on this one.
For us, you know, we worked very hard
to become gold partners and maintain that
gold partner status or level
because we use it on a lot of our marketing
and branding materials, right?
So this new transition I think, is really good because
of the fact that, you know, if I'm a customer
and I'm looking for a Microsoft partner for a specific,
maybe a specific project being an exchange migration
an Azure cloud migration, a security audit, what have you,
when you're looking at the quote unquote phone book
of Microsoft partners, just having everybody label
gold silver or action pack is good, but it doesn't really
help me filter down to what I'm looking for.
Going through the partner program saying,
"Okay, oh, we're there somebody with the expertise
in infrastructure or modern work or security,"
now helps me narrow that funnel down
so I can focus on fewer partners and waste less
or spend less time trying to find the right solutions
partner to work with.
And from a partner standpoint, it allows us to
position ourselves in front of those customers
to highlight our strengths
and our expertise better than just that broad,
"Hey, we're a gold partner."
- Now with the change from on-prem computing
to in the cloud computing, it was about time to make sure
that the partner program was getting a major overhaul
so that it would stay relevant for the future years.
So I love this.
I also think that a wise move from Microsoft is
that not only this is a cloud centric program,
but now we are measuring progress.
We are measuring the ones that are going to be winning
in the market for the future,
not just celebrating past glories,
but celebrating the ones that are winning new glories.
- And what guidance can you give to both new
and existing partners who are navigating their
journey to achieve their Microsoft cloud designations?
- So it's very enticing to say,
"Okay, well, gee, you know,
we wanna be solution partners in data center
and civilian infrastructure and security and modern work,"
but I think what you should do really is look
at those and say, "Well, what is involved?
What do they really represent?
And which ones align with our core business offerings?"
Because to say, "Well, gee all I need is 15 points
for data center." Well great,
but if you don't really sell data center
or you're not selling dynamics
what's the point of, you know, putting energy into that.
Look at the solutions that align with your business.
And that's what you focus on.
- The transition will be easy
to the Microsoft cloud partner program.
It is no drama.
Eh, you might need to do a little bit more,
but most of the work has actually been done.
You just need to be documenting it in the portal.
And it all boils down in my book to doing something
that your customers think it is worth paying for,
doing something that customers appreciate.
And when you do something that customers appreciate
and it is built around Microsoft technology,
then it is easy for you to find a place
in the new version of the Microsoft partner program
the Microsoft cloud partner program. It is super easy.
- Thank you again, Neil and Per for joining me
as we continue to unpack the value
of the new Microsoft Cloud Partner Program.
I'm Jennifer Zarate.