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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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And bringing in partners at an earlier stage is typical now?

Yes. Just one year ago it was at the 60-percent stage. And then we've also seen an uptick in the partner communities--the number of new partners entering Microsoft's ecosystem. About 7,000 a month are coming into the ecosystem. So that's always a good sign that we're attracting new talent. If you look back three years ago, I think it was about 2,500 a month. And then two years ago, on average, we were somewhere like 4,000 or 4,500. Then we've just seen it continue to climb. That probably could also have to do with the world's economy getting better and people starting new businesses, too. But it's pretty awesome.

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