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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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What are some of the indicators that point to success from the changes?

We've grown Azure revenue 98 percent year-over-year. And a lot of that has been because of the solutions and services that we've built with partners. Partners account for about 80 percent of that growth. So it's making sure that they have the right applications and that we're tracking the way the applications work, and which customers we're selling into. And then getting another partner in there to help deliver the service and manage the service for the customer. Because that's when the real growth happens. So when our partners get involved in managing a service with a customer, the consumption growth is four times faster.

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