Sections
The crucial function of companions: serving our customers
better, together
Organizations worldwide are in a consistent state of virtual
evolution, and as customers preserve their transformation journey, they're
regularly lowering their reliance of on-premises software program and growing
their use of cloud offerings. Our companions play a vital function in helping
clients migrate to the cloud, and in addition they assist Microsoft with
scaling our era to fulfill these ever-changing client wishes.
Our engagement framework (see picture under) indicates the
distinctive ranges of consumer engagement. It’s very crucial that we make the
most of these engagements—and each this sort of regions often calls for more
than one touchpoints with the patron, because of this Microsoft companions
upload giant value for the duration of. Let’s discover the four phases of the
framework and the critical position companions play at some stage in every.
When you propose clients, you help them envision new answers
and validate opportunities for virtual transformation. You additionally
interact with the organisation’s executives, often running with the board and
CEO to help them set up a clean imaginative and prescient for the future.
There are many possibilities for partners to provide
advisory services for clients. For instance, an Azure accomplice should assist
their purchaser conduct a Total Cost of Ownership (TCO) evaluation of cloud
migration to higher apprehend the capacity cost savings of migrating workloads
to Azure.
Before Microsoft associate Olikka helped its client Joval
Wine Group with migrating to Azure, the crew assessed Joval’s modern
surroundings. Olikka recognized which workloads and apps had been the fine suit
for the cloud and which need to flow over first. As part of the method, it also
decided numerous servers will be repurposed or close down, trimming Joval’s
server fleet by using two-thirds and dropping infrastructure prices with the
aid of approximately 40 percentage.
Once an opportunity emerges you move with your client into
the promote stage, wherein you consciousness on nurturing the opportunity,
creating a deal, transacting and providing cost-add offerings to assist the
deal. If we use security as an instance, we’ve observed it works great whilst
companions do a protection evaluation with the client. This provides an
opportunity to help them with developing new capabilities, and it helps the
Chief Security Officer (CSO), or equal, and their teams understand Microsoft
safety answers, that can open extra opportunities to upsell and co-promote to
that customer.
A leading issuer of clinical services and product hired
Microsoft partner Project Hosts to assist with enhancing safety and compliance
at the same time as developing its new worldwide home fitness monitoring
answer. Since the Healthcare Compliant Security Envelope on Azure answer from
Project Hosts extends HITRUST certification to the PaaS and SaaS levels with
the aid of layout, the company could provide a turnkey solution that reduce the
typical funding of time and sources related to layout, implementation,
documentation, and auditing required for full regulatory compliance. This
resulted in Project Hosts securing and transacting the deal.
As you flow into the build section, you’ll shift gears to
constructing a new answer in tandem with the client. Partners will regularly
help with:
Let’s use Microsoft Teams for example. You can construct
custom solutions on pinnacle with your personal IP, and show clients how they
are able to use and integrate Teams all through every a part of their
commercial enterprise. To accomplish that, you may use Power Apps to construct
new solutions, you may drive an adoption plan, or perhaps you would work with
the purchaser to build a enterprise case and a intake plan.
Microsoft associate Valto labored with the City of London to
assist modernize the metropolis’s garden management. It designed an
clean-to-use, scalable, and comfy Microsoft Power App solution that they
finished in just three weeks, then it helped the City of London pilot and
release it successfully.
Last, you and your patron enter the control degree. At this
factor you’ll by and large be accountable for presenting value-delivered
offerings to the patron as they rollout the solution:
If we use Azure for instance, at some stage in this segment
you can help the client control, optimize, and function their surroundings.
You’ll probable assist them with deployment and usage to boom ongoing intake,
and you would possibly supplement with cost optimization or change control.
Microsoft companion TwinThread carried out its Azure Machine
Learning-powered Predictive Operations Center for its patron Toray Plastics.
Toray makes use of the Predictive Operations Center to drag statistics from
disparate assets, reveal extra than 400 measures of line balance, and are
expecting the capability causes of line instability and film breaks. The
process has boosted uptime to higher than 90 percent—up from the
mid-eighty’s—and is saving Toray loads of heaps of greenbacks.
As I shared formerly, we are presently remodeling our trade
revel in to supply a better platform for our clients and our partners and to
offer a steady and simplified purchase experience with extra flexibility round
how and where customers buy. A key attention in the new commerce enjoy is to
make sure we’re placing client wishes first, and so we’re distinguishing among
massive debts and small and medium bills, as these clients usually have
exclusive necessities.
Customers of any length have a preference of who they
interact to offer era offerings and how they chose to agreement those services.
Partners have widespread opportunities across all exclusive sized purchaser
money owed, but their roles fluctuate based totally on purchaser desires and
expectancies.
Regardless of size or class, all partners inside the
Microsoft environment are laser-centered on the consumer and are crucial to
assembly the needs of our clients as they development thru their digital transformation
journey. The customized support and steering you provide in every level of the
purchaser engagement framework makes a international of distinction for
customers, establishing a major opportunity for companions to emerge as even
extra worried with this process.
I need to thanks to your ongoing partnership. I’m always so
inspired to peer the impact you have on our clients and communities across the
world, and I look ahead to seeing what else we are able to accomplish as we
paintings collectively.
Author
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