Microsoft’s Alyssa Fitzpatrick on Flipping the Co-Selling Model

Alyssa Fitzpatrick joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program in which it’s become the driver of independent software vendor products that complement the Azure cloud.

Cloud computing ushered in whole new ways of selling, delivering, and consuming technology. Through cloud platforms, vendors earn recurring revenue while customers get access to robust, resilient resources at a more palatable expense. Driving cloud adoption and expanded consumption requires applications. The more applications a customer runs in a cloud, the more revenue it generates for the service provider. Channels have a limited number of selling motions, such as sell-with or co-selling, in which the vendor and partner approach customers together. Microsoft, looking to feed its Azure Cloud platform, flipped the script on co-selling by creating a program in which its sells products that complement its cloud services. The result is a multi-billion-dollar business that provides lift to independent software vendors, commissions to Microsoft salespeople, and accelerated growth for Microsoft. Other cloud vendors have similar co-sell programs, but most are following in the footsteps of Microsoft’s innovative program that aims to create wins for Microsoft, partners, and customers. Alyssa Fitzpatrick, general manager of worldwide partner sales at Microsoft, joins Changing Channels to discuss the Microsoft co-sell program and its ongoing evolution.

 

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Episode Resources:

Host Larry Walsh: https://bit.ly/3beZfOa

Larry’s Blog: https://bit.ly/3r66LlU

Guest Alyssa Fitzpatrick: https://www.linkedin.com/in/alysfitz/

2112 B2B Influencer Success Factors: Get detailed insights on how to leverage influencers in driving channel and marketplace sales: https://bit.ly/36uxuiR

 

Credits:

Production: Changing Channels is produced by Modern Podcasting. For virtual content capture and video-first podcasts, check out http://www.modpodstudio.com.

Host: Larry Walsh https://bit.ly/3beZfOa

Voice-Over: Denise Quan