By Lisa J. Downey, Lead Program Manager, WW Optimization Strategy, Microsoft Corporation

Email:  lisadown@microsoft.com

We’re hopeful that this year’s conference helps you gain a firm footing towards integrating the Microsoft Optimization strategy into your solution selling efforts.  At Microsoft, we passionately believe that Optimization is a powerful tool to drive deeper and more meaningful customer engagements.   Achieving “Trusted Advisor” status is the epitome of every customer relationship.  Optimization offers the opportunity to achieve this goal.

So now that you’re convinced you should integrate Optimization into your solution selling efforts, you should begin aligning your company with Microsoft to create as large a sales footprint in the market as possible.  To ensure you are recognized by the Microsoft sales force and customers as a go-to partner for Optimization-related solutions, we urge you to take the below actions.

1.       Align your sales approach with Optimization to create a bigger sales footprint per account (http://www.microsoftio.com)

2.       Build an Optimization practice and establish joint engagement opportunities with the Microsoft field

3.       Align your Optimization solutions with Microsoft solutions to scale to Microsoft opportunities and drive to close (http://www.microsoftio.com/osc)

During my session held on Wednesday, July 9th “Grow Your Enterprise Business by Optimizing Customers’ Infrastructure” session, Brent Johnson, with Cadence Preferred, outlined Five steps partners should take to build an Optimization practice; which were supported by Partner evidence and credence from Mark Murrin, Alliance Manager, SCC.  If you weren’t able to participate, I’ve outlined the steps below along with the resources referenced. 

Building an Optimization Practice

Step 1 – Earn a Microsoft Partner Program Competency related to Optimization (https://partner.microsoft.com/global/40021633)

Step 2 – Register with Optimization Sales Connection (http://www.microsoftio.com/osc)

Step 3 – Acquire all Microsoft Optimization resources for partners and customers (http://www.microsoftio.com)

Step 4 – Develop solution offerings that align with the Optimization model (http://www.microsoftio.com/osc)

Step 5 – Implement best practices for selling through the Optimization model

Partners that have already started using Optimization to drive sales, have experienced improved opportunities and growth with customers.  If you’re serious about Optimization and are considering building a practice, please take care to follow the steps above and/or work with your field PAM/BDM to assist. 

Regards,

Lisa J. Downey