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268 – Cracking Microsoft SME&C: The Partner Playbook for Growth
Recorded Live at Ultimate Partner LIVE in Redmond, WA
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Welcome back to the Ultimate Guide to Partnering® Podcast.
Join Alistair Butler, Jennifer Weis, and Steve Hale in a deep dive into Microsoft’s Small, Medium, and Corporate (SME&C) business – aptly called the “Acre of Diamonds.” This session unveils how Microsoft’s intentional decision to establish SMEC as its fourth and fastest-growing region, now a $72 billion business, creates unparalleled opportunities for partners. Learn about the MCEM framework, a common methodology for solution selling, and how partners can strategically align their sales organizations, leverage Microsoft’s investments, and build a “win formula” to unlock immense customer value and profitability in this high-growth segment.
Key Takeaways:
- Microsoft’s SME&C (Small, Medium Enterprise and Channel) business is now its fourth and fastest-growing region, representing a $72 billion opportunity for partners.
- This dedicated SME&C region brings unprecedented consistency, dependability, and investment that did not previously exist across Microsoft’s geographies.
- Partners must align their sales organizations with SME&C’s customer segmentation and internal structure (ATU, STU pods) to gain engagement from Microsoft sellers.
- Leveraging Microsoft’s funding and investments, particularly for driving Azure consumption and specific customer workloads, is a critical strategy for partners.
- The MCEM framework provides a consistent methodology and language for solution selling, enabling partners to fast-track their go-to-market and collaborate effectively with Microsoft sellers.
- Success in SME&C requires partners to have executive buy-in, build a clear “win formula,” and focus on delivering end-to-end customer lifecycle services, as Microsoft relies heavily on partners for stages like “realize value” and “manage and optimize”.
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Key Tags:
Microsoft partners, Acre of Diamonds, SME&C, mid-market, channel business, MCEM, Microsoft investments, partner programs, solution selling, Azure consumption, customer value, win formula, executive buy-in, sales alignment, territory planning, ATU, STU, ecosystem multiplier, partner profitability, co-sell, services revenue.
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Key Tags:
Microsoft, Lori Borg, Microsoft Partner, Go-to-Market, Technical Agility, Organizational Agility, AI, Agentic AI, Ecosystem, Partnerships, Growth Mindset, Digital Transformation, Business Strategy, Innovation, Technology, Microsoft Americas, Channel Partners, Sales, Marketing, Engineering, Customer Success, Microsoft Azure, Microsoft Cloud, Satya Nadella, Leadership, Entrepreneurship, Change Management, Business Growth, Co-selling, Solution Area
Published on 1 month, 1 week ago