Microsoft Alliance Best Practices

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 covers 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 includes alignment, systems hygiene, and internal readiness

The Alliance Best Practices whitepaper has been revised for Microsoft FY23 and is available in the (free) Resources section.