196 – Maximizing Microsoft Partnership Success: FY24 Strategies with Sarah Steiger!

Microsoft’s CVP for America’s Partner Business Joins Ultimate Guide to Partnering® Do you want to learn how to engage as a solutions partner with Microsoft’s Americas organization, reaching over 6000 enterprise customers in the Americas business? Are you interested in learning from a 25-year Microsoft veteran how she organizes her team for success? As a partner leader? Do you want to know the four principles you need to apply now? To set up your organization for success in fiscal year 24? Then you’ve come to the right place. What to Expect Sarah Steiger, who leads the Americas Global SI and Advisory Partner Business for Microsoft joins Ultimate Guide to Partnering. We talk actionable steps for your organization’s success in fiscal year 24 and how to thrive in the Americas partner ecosystem. Why Listen? If you aim to: Engage effectively with Microsoft’s Americas org Learn key leadership principles Prepare for fiscal year 24’s opportunities Then this episode is a must-listen. In Sarah’s Words Sarah Steiger is the General Manager of the Americas Global SI partners within the Global Partner Solutions Americas organization. She and her team help customers achieve more and drive digital transformation strategies through the top twenty Global SI and Advisory partners. Their primary focus is enabling these partners to build successful, profitable businesses that capitalize on the latest technological advancements while leveraging Microsoft products and services to benefit commercial companies, educational entities, and governments across the United States. What You’ll Learn Episode Highlights: Leading Americas global SI and advisory partner business for Microsoft.0:00 Partner development and alignment in Microsoft.3:14 Microsoft organizes its partners into different categories, including SI (System Integration) partners, ISV (Independent Software Vendors), LSP (Licensing and Service Providers), and distribution partners. The company has a structured approach to engaging with these partners, with partner development managers and technology specialists working closely with managed partners to help them execute go-to-market strategies and validate their technology solutions. Unknown Speaker: Partners build practices with Microsoft, invest in AI factories, and leverage Salesforce to drive alignment and revenue. Unknown Speaker: RPMs are coaching to think like Chief Revenue Officers, focusing on partner success and execution plans to drive revenue and profit margin. Partnering with GSIs for AI and cloud services.9:31 Microsoft invests in GSI partners to accelerate AI adoption and drive customer transformations with Azure and 365. Satya Nadella highlights the shift in customer demand for integrated AI solutions, with a $600 billion total addressable market opportunity. Microsoft invests in its partners through the AI cloud partner program, providing onboarding, skilling incentives, and CO selling to capitalize on the opportunity. AI partnerships and resources for Microsoft partners.13:52 Microsoft is providing partners with tools and resources to help them scale their businesses in