Co-Selling with Microsoft
Microsoft adjusts its channel strategy, programs, and systems each year to align partner support and incentives with Microsoft priorities.
The alliance management framework outlines the 5 areas to manage when leading a Microsoft partnership: Co-Sell, GTM, Build-With, P2P, and the overall relationship.
Co-sell entails sales tools, sales team training, and deal collaboration
GTM includes co-marketing resourcing, digital marketing, and event collaboration
Build-With spans architectural advice, marketplace presence, and product support
P2P includes channel awareness, joint marketing, and sales collaboration
Alliance management entails alignment, systems hygiene, and internal readiness
Details are outlined in the Co-Selling with Microsoft whitepaper in the Resources section. It provides best practice insights for ISVs to leverage Microsoft co-sell resources.