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Microsoft Channel Chief Schuster On Shifting The Sales Focus To CSP, Bringing In Partners Earlier And Offering 'Richer' Cloud Compensation Than Competitors

Microsoft channel chief Gavriella Schuster spoke with CRN about how the company is working with partners to accelerate customer adoption of Azure and Office 365.

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After committing to shrinking and simplifying the number of incentive programs, will Microsoft continue to make incentives richer for partners?

Definitely. One of the things that we have learned throughout the year is around which things still seemed complicated, and now we are at a place where the areas we still have to work on is around tooling. We have a roadmap with our engineering team to continue to simplify tooling and bringing it all together. We are collapsing some of the programs we have to single programs and creating single engagement points. Another thing we learned this year that the co-sell motion we introduced last year works really well as soon as you get into it. But finding the right entry point has been difficult for partners.

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