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Components & Peripherals News

5 Key Channel Takeaways From Judson Althoff And Toni Townes-Whitley At Microsoft Inspire

Joseph F. Kovar

Program Changes That Based On How Partners Interact With Industry

Microsoft's investment in industry-focused success starts with a partner model that is characterized by how partners interact with the industry, Townes-Whitley said. This includes the introduction of a new dedicated channel manager role at Microsoft based on their interaction with the six priority industries outlined by Althoff, she said.

Microsoft's account executives are being aligned to one of those six industries as a way to drive activity around those industries, she said.

The company is also bringing partners new tools and resources to meet the needs of those industries. These include solution maps which can be used across engineering, sales, and marketing personnel to aligned with customer needs and design reference architectures; a "Book of Dreams" that aim to look at the future of those industries; and playbooks aimed at how to meet the needs of both customers and partners.

 
Joseph F. Kovar

Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at jkovar@thechannelcompany.com.

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