Services co-sell overview
Appropriate roles: Referrals admin | Referrals user
Microsoft has a large ecosystem of partners who are skilled in helping our customers achieve their goals with Microsoft technologies. Services co-sell enables such skilled partners who attain Microsoft AI Cloud Partner program designations to unlock better outcomes by working with Microsoft sellers in a co-selling motion. Furthermore, such qualified Microsoft partners who have either Solutions partner designations, Specializations, or Azure Expert Managed Services Provider (MSP), can now co-sell with Microsoft sellers without having to publish a marketplace Consulting services offer.
Note
Opportunities that are part of Microsoft Commerce Incentive program (MCI) are tracked as co-sell opportunities. Learn more about MCI engagements.
Publish a business profile
We encourage our services partners to publish a business profile in the Referrals workspace. This profile showcases their capabilities and designation status to Microsoft Sellers appropriately in our internal tools as well on the marketplace listing. To learn more about how the recently modernized business profiles, see Create a business profile.
Note
A business profile admin role is necessary to create and update the business profile listing.
Create a services co-sell opportunity
Partners can now create a Services co-sell opportunity in the Referrals workspace in Partner center and request help from the Microsoft Sales team. A typical services co-sell opportunity includes a Partner role field that indicates what role the partner would like to play in the deal such as Presales envisioning, Migration, and so on.
The following roles are applicable for Services co-sell deals:
- Presales envisioning
- Solution design
- Proof of concept
- Business strategy
- Deployment services
- Adoption and change management
- Transaction
- Managed services
In addition to specifying their role, a Services partner must also indicate the appropriate customer objective - the Solution area and Solution play for the opportunity - to help us direct the opportunity to the appropriate seller in the Microsoft Sales team. This additional information also helps the Microsoft seller understand the customer needs in familiar terminology to make the partner and seller interactions seamless. Partners can optionally add their consulting services offer/solution to the opportunity, but it's no longer required to actively co-sell with Microsoft.
The following table shows the values for Solution Areas and Solution Plays for FY 25.
Solution Area | Solution Play |
---|---|
Business Applications | Accelerate Innovation with Low Code |
Business Applications | Accelerate Revenue Generation |
Business Applications | Modernize Service |
Business Applications | Optimize Finance and Supply Chain |
Business Applications | SMB Scale Business Operations |
Data and AI | Power Business Decisions with Cloud Scale Analytics |
Data and AI | Build and Modernize AI Apps |
Digital and Application Innovation | Migrate Enterprise Apps |
Digital and Application Innovation | Build and Modernize AI Apps |
Digital and Application Innovation | Accelerate Developer Productivity |
Digital and Application Innovation | Accelerate Innovation with Integration Services |
Infrastructure | Migrate and Secure Windows Server and SQL Server |
Infrastructure | Migrate SAP |
Infrastructure | Innovate with HPC, AI Infrastructure |
Infrastructure | Migrate Linux Estate |
Infrastructure | Migrate Oracle |
Modern Work | Frontline Workers |
Modern Work | Employee Experience |
Modern Work | Secure Productivity |
Modern Work | Converged Communications |
Modern Work | Cloud Endpoints |
Modern Work | Modernize with Surface |
Security | Threat protection with XDR and SIEM |
Security | Multicloud Security |
Security | Data Security |
Security | Data Governance |
Security | Modern Sec Ops |
Security | Secure Identity and takeout Okta and Ping |
Unified Support | Build a Strong Foundation with Unified |
Unified Support | Drive Cloud Success with Enhanced Solutions |
Receive a services co-sell opportunity
Microsoft sellers can now send co-sell opportunities to Services partners who attain Microsoft AI Cloud Partner Program designations, Specializations, or Azure Expert MSP. Microsoft sellers evaluate these partners for co-selling based on the partner's business profile that is published in Partner center. These opportunities shared by Microsoft sellers are available in the Inbound tab in the Co-sell opportunities page.
Specifically, the field is introduced in the services co-sell opportunity: Partner role, to help partners qualify such opportunities. A Partner role is the role that a services partner can play in the opportunity based on their endorsements, such as migration. Services co-sell opportunities also have Solution area and Solution play fields indicate the customer's needs. This additional information helps partners understand the opportunities and deliver the best outcome for the customer.
Note
Partner Program field is retired and there is no impact on referrals.
Related content
Feedback
https://aka.ms/ContentUserFeedback.
Coming soon: Throughout 2024 we will be phasing out GitHub Issues as the feedback mechanism for content and replacing it with a new feedback system. For more information see:Submit and view feedback for