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Microsoft's Huddleston On Removing 'Artificial Friction' With Partners, The Future Of Software Licenses, And Why AWS Can't Learn A Partner-First Culture

The corporate vice president of Microsoft's One Commercial Partner organization speaks about the new sweeping changes in how the company goes to market with partners.

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What would you want partners to know in terms of Microsoft's channel direction further out? How can partners make sure they're in sync with what you're doing two or three years down the road?

Fundamentally, Microsoft has always been partner-led, always had the right culture when it comes to partners. We're taking all that energy and we're centering it on partner success. And that means we're doing what's right for them, to help them build their business in any direction they want. And we are making huge investments in getting the best of what they do connected to customers. Is this different? Yes. Are we going to learn together over the course of a year? Yes. Some of this stuff is going to be new. But it's built around their success first, not Microsoft's. Because in the end we believe deeply that it's only when they succeed, that we will. Now we're showing it in how we're organized, how we invest. The proof is there.

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