The crucial function of partners: serving our clients
higher, together
Organizations international are in a regular nation of
digital evolution, and as clients continue their transformation journey, they
are progressively decreasing their reliance of on-premises software and growing
their use of cloud offerings. Our companions play a essential function in
assisting clients migrate to the cloud, and they also help Microsoft with
scaling our technology to meet those ever-converting customer needs.
Our engagement framework (see picture below) indicates the
extraordinary stages of consumer engagement. It’s very important that we make
the maximum of those engagements—and each such a areas often calls for more
than one touchpoints with the consumer, because of this Microsoft companions
add significant fee during. Let’s explore the four phases of the framework and
the vital function partners play throughout every.
When you recommend customers, you assist them envision new
answers and validate possibilities for virtual transformation. You also have
interaction with the employer’s executives, frequently working with the board
and CEO to assist them establish a clean imaginative and prescient for the
destiny.
There are many opportunities for companions to provide
advisory offerings for customers. For example, an Azure accomplice should
assist their customer conduct a Total Cost of Ownership (TCO) assessment of
cloud migration to higher understand the capability price financial savings of
migrating workloads to Azure.
Before Microsoft accomplice Olikka helped its consumer Joval
Wine Group with migrating to Azure, the crew assessed Joval’s modern
surroundings. Olikka identified which workloads and apps have been the
first-rate suit for the cloud and which have to circulate over first. As a part
of the technique, it additionally decided numerous servers might be repurposed
or shut down, trimming Joval’s server fleet by using two-thirds and losing
infrastructure costs through approximately 40 percent.
Once an opportunity emerges you pass along with your patron
into the sell stage, where you cognizance on nurturing the opportunity,
creating a deal, transacting and providing value-upload services to guide the
deal. If we use safety for instance, we’ve found it works first-class while
partners do a protection evaluation with the consumer. This gives an
possibility to assist them with growing new talents, and it facilitates the
Chief Security Officer (CSO), or equal, and their teams understand Microsoft
security solutions, that could open extra possibilities to upsell and co-sell
to that consumer.
A main provider of medical offerings and product employed
Microsoft companion Project Hosts to help with improving security and
compliance at the same time as developing its new global home health tracking
answer. Since the Healthcare Compliant Security Envelope on Azure solution from
Project Hosts extends HITRUST certification to the PaaS and SaaS ranges by
using design, the employer may want to provide a turnkey answer that cut the
standard investment of time and sources associated with design, implementation,
documentation, and auditing required for complete regulatory compliance. This
resulted in Project Hosts securing and transacting the deal.
As you passinto the build phase, you’ll shift gears to
building a new answer in tandem with the client. Partners will regularly assist
with:
Let’s use Microsoft Teams as an instance. You can construct
custom solutions on pinnacle together with your very own IP, and display
clients how they could use and integrate Teams at some point of each a part of
their business. To do so, you might use Power Apps to construct new answers,
you may pressure an adoption plan, or possibly you will work with the consumer
to build a business case and a intake plan.
Microsoft partner Valto worked with the City of London to
help modernize the metropolis’s lawn management. It designed an smooth-to-use,
scalable, and comfy Microsoft Power App answer that they finished in only three
weeks, then it helped the City of London pilot and release it efficaciously.
Last, you and your purchaser enter the manage degree. At
this point you’ll usually be answerable for presenting value-brought services
to the patron as they rollout the answer:
If we use Azure for example, all through this section you
can help the purchaser manipulate, optimize, and perform their environment.
You’ll likely help them with deployment and utilization to increase ongoing
consumption, and you may complement with cost optimization or exchange control.
Microsoft associate TwinThread applied its Azure Machine
Learning-powered Predictive Operations Center for its customer Toray Plastics.
Toray uses the Predictive Operations Center to tug records from disparate
resources, screen extra than 400 measures of line balance, and are expecting
the ability causes of line instability and movie breaks. The technique has
boosted uptime to higher than ninety percentage—up from the mid-eighty’s—and is
saving Toray hundreds of lots of bucks.
As I shared formerly, we are presently remodeling our
commerce revel in to deliver a better platform for our clients and our
companions and to offer a constant and simplified purchase revel in with extra
flexibility around how and wherein clients purchase. A key consideration inside
the new trade experience is to ensure we’re placing client needs first, and so
we’re distinguishing between huge debts and small and medium bills, as these
clients commonly have distinct requirements.
Customers of any length have a desire of who they engage to
offer generation offerings and the way they chose to settlement those
offerings. Partners have extensive opportunities across all one-of-a-kind sized
purchaser money owed, however their roles vary primarily based on patron
desires and expectations.
Regardless of length or class, all partners in the Microsoft
environment are laser-targeted at the client and are vital to assembly the
desires of our clients as they progress via their digital transformation
adventure. The personalised aid and guidance you provide in every level of the
consumer engagement framework makes a world of distinction for clients,
beginning a primary possibility for partners to emerge as even extra concerned
with this process.
I want to thank you for your ongoing partnership. I’m
usually so inspired to see the effect you have got on our clients and groups
internationally, and I look ahead to seeing what else we are able to accomplish
as we paintings together.@ Raed More marketoblog
