TL;DR:
- Microsoft launches the Microsoft AI Cloud Partner Program to integrate AI into its products and solutions.
- Existing partners certified in the Microsoft Cloud Partner Program are automatically enrolled in the new program.
- The program offers training, additional partner designations, and enablement capabilities specific to AI.
- Microsoft aims to equip its channel partners with the tools to deliver AI offerings and leverage the underlying platform.
- AI technology is predicted to boost GDP growth by 7-10%, presenting a $7 trillion opportunity.
- The program expands on the Microsoft Cloud Partner Program, providing access to new AI offerings and capabilities.
- Partners maintain their benefits and designations during the transition.
- The Microsoft Customer Engagement Methodology (MCEM) is introduced to align sales and solutions delivery.
- Multiparty private offers and the ISV Success program enhance collaboration and marketplace opportunities.
- Updated criteria for Azure solutions facilitate expansion into new sales channels and maximize cloud investments.
Main AI News:
In a bid to integrate artificial intelligence (AI) into its extensive array of products and solutions, Microsoft is gearing up its go-to-market ecosystem with the launch of the Microsoft AI Cloud Partner Program. Satya Nadella, Chairman and CEO of Microsoft, took the stage during the opening keynote at the annual Microsoft Inspire partner conference to unveil the new initiative.
Partners who have already obtained certification in the Microsoft Cloud Partner Program, which was introduced last year by the software giant, will be automatically enrolled in the Microsoft AI Cloud Partner Program. This transition brings forth a host of advantages, including training opportunities, additional partner designations, and enhanced enablement capabilities. Notably, the program introduces three new partner designations: Learning Support, Industry Specializations, and the successful ISV Success program, which made its debut last year.
The primary objective of this new program is to equip Microsoft’s extensive network of channel partners, encompassing VARs, MSPs, systems integrators, ISVs, and digital natives, with the necessary tools to deliver Microsoft’s cutting-edge AI offerings and leverage its robust underlying platform.
“It’s truly exciting to witness the complete overhaul of investments and incentives, enabling all partners to fully embrace the vast opportunities presented by the AI era. This will drive business growth for all partners while delivering paramount value to our customers,” Nadella stated. “This transformation will encompass partners ranging from startups to ISVs and system integrators of all sizes across various industry segments.”
Nadella also highlighted predictions that AI technology could boost GDP growth by an impressive 7-10%, potentially resulting in an incremental $7 trillion upside. He added, “As an ecosystem, we are already participating in a $4 trillion opportunity, which could grow by an additional 50%. This means that approximately $2.5 trillion of additional TAM will become accessible through the innovative efforts of our partner ecosystem. Undoubtedly, the potential is enormous.”
The New Program Unveiled
During the opening keynote session, Nicole Dezen, Microsoft’s Chief Partner Officer, explained that the program represents an expansion of the Microsoft Cloud Partner Program, which was introduced in October 2022. While the previous program established a partner life cycle that encompassed onboarding, skill development, go-to-market incentives, and co-selling, the new Microsoft AI Cloud Partner Program offers all those benefits along with exclusive access to a range of AI-specific offerings and capabilities. Dezen emphasized that the program builds upon the foundation of the Microsoft Cloud Partner Program while providing partners with specialized resources for AI.
“Just as AI capabilities are integrated across our entire portfolio, our AI benefits are seamlessly woven into our program,” Dezen stated.
Microsoft has promptly transitioned existing members of the Microsoft Cloud Partner Program into the new initiative, effective immediately, with no additional action required on the part of partners, who will retain their existing benefits and designations.
Furthermore, the program will introduce the Microsoft Customer Engagement Methodology (MCEM), which serves as a process to connect Microsoft sales, support, industry solutions delivery, and partners across five sales stages. Microsoft has also released a downloadable playbook for MCEM.
“With the launch of MCEM, we are extending Microsoft’s sales methodology to our partner ecosystem. By aligning ourselves on how we bring our solution plays to the market, we will be able to communicate more effectively with customers and operate seamlessly in our go-to-market strategy,” Dezen explained.
Embracing the Year of the Marketplace
Microsoft’s announcements did not stop there. The company also revealed multiparty private offers, which enable partners to collaborate on deals by utilizing the Microsoft commercial marketplace. Additionally, the ISV Success program has reached general availability, signifying a significant milestone for interested parties.
“FY2024 is set to be the year of the marketplace. We have made strategic investments that will unlock the full potential of your IP co-sell benefits, and we have an exciting multiyear roadmap ahead,” Dezen declared.
Alongside the introduction of multiparty private offers, Microsoft has updated its criteria for eligible Azure solutions. These changes aim to facilitate expansion into new sales channels and drive sales growth by assisting customers in maximizing their cloud investments.
Conclusion:
The launch of the Microsoft AI Cloud Partner Program signifies Microsoft’s commitment to driving AI integration across its ecosystem and empowering partners with enhanced benefits. This move presents significant opportunities for the market, as AI technology is projected to boost GDP growth and create a potential $7 trillion market. The program’s focus on training, designations, and enablement capabilities specific to AI equips partners to deliver cutting-edge solutions and leverage Microsoft’s platform. By aligning sales methodologies and enhancing collaboration through multiparty private offers, Microsoft is poised to make significant strides in the marketplace and unlock the full potential of its partner ecosystem.
