Partner Focus Going Strong
Unlike its competitors in the cloud arena that often have very large direct businesses, more than 95 percent of Microsoft's revenue flows through channel partners, Schuster said.
With that in mind, Schuster said that partner-led Microsoft has simplified -- and figured out -- what it wants from its partnerships. The company plans to continue this momentum by elevating partner services to be as important as its own services, proving that it continues to be as invested in solution providers as it's ever been, she said. "Overall, the message is we have turned the corner on our partnership and we really are focused on selling third-party services at the same level as first-party services -- we want to sell our partners' stuff as much as we want them to sell our stuff," Schuster said. "And we are doing everything we can to make that equivalency and then open up that entire ecosystem to our partners."