Building a Thriving Microsoft Business Unit: Lessons from My Journey at Tech Mahindra
When I took on the task of building the Microsoft Business Unit at Tech Mahindra, we were starting with almost no formal relationship with Microsoft. In fact, Tech Mahindra—a $6 billion IT services company —wasn’t even a managed partner. But within four years, we rose to become a Global SI Partner for Microsoft, the top layer of Microsoft partnership. Our team influenced hundreds of millions in Azure Consumer Revenue (ACR) for Microsoft and generated hundreds of millions in services revenue for Microsoft Business Unit.
Here are some key lessons I learned from building and growing that partnership.
1. Understand Microsoft’s Corporate Programs and Strategic Priorities
Microsoft’s develops Solution Sales play every year that aligns with corporate strategy and priorities. Microsoft Sellers are incentivized to sell these solutions and license in the market. To succeed as a partner, it’s essential to know which programs Microsoft is promoting and align your own efforts accordingly. This will ensure that your solutions are positioned to gain traction with Microsoft’s internal sales teams.
2. Meet All Partner Requirements to Stay “Green”
Microsoft’s partner ecosystem has specific requirements, including certifications, skilling, solution designations, and Advanced Specializations. Staying in “green” status or progressing on maturing the partnership status on all these elements is vital. It keeps you eligible for programs, funding, corporate alignment, resources, and higher levels of support from Microsoft, enhancing your credibility and visibility as a partner.
3. Choose Your Focus: Key Accounts and Industry Sectors
It’s crucial to pick your areas of focus. Identify the key accounts or industry sectors where your team’s skills and solutions excel. Build targeted solutions for these sectors and leverage Microsoft’s technical teams to maximize your impact. This makes it easier for your to align with Microsoft Field, which is aligned according to industry verticals and solution designations
4. Leverage Funding and Support
Develop unique solutions and approaches for your customers. Microsoft provides substantial support for partners in the form of marketing resources, customer assessments, evangelization, Proof of Concept (POC) projects, and pilot initiatives. Engaging Microsoft’s Partner and Field teams helps you access these resources, which can amplify your efforts and expand your reach.
5. The Magic Happens at the Account Level
Lead generation happens best at the account level. Build awareness of your Microsoft-based solutions and services directly within your customer accounts. Focus on the Microsoft solutions and product plays that resonate with your clients, and bring Microsoft’s team along for solution and product demonstrations. This collaborative approach can be the key to converting leads into opportunities and revenue.
6. Aim Big with Transformative Solutions
Don’t hesitate to think big. Evangelize solutions that can drive significant transformations for your customers, such as application and data platform modernization, generative AI for process optimization, or creating new products and service lines enabled by Microsoft technology. Microsoft’s Technical teams are valuable allies in this process; they can help you develop and validate large-scale, impactful solutions.
Shashi Koteshwara is the Managing Partner at DX·Stride. He has played a pivotal role in establishing the Microsoft Business Unit at Tech Mahindra ( $6B Global SI) and has been instrumental in helping numerous smaller companies develop their own Microsoft business units. Shashi leverages advanced tech capabilities to create solutions and services tailored to Microsoft platforms, effectively aligning them with enterprise segment needs. His focus on building strong partnerships with Microsoft ensures successful go-to-market strategies for his clients.
When I took on the task of building the Microsoft Business Unit at Tech Mahindra, we were starting with almost no formal relationship with Microsoft. In fact, Tech Mahindra—a $6 billion IT services company —wasn’t even a managed partner. But within four years, we rose to become a Global SI Partner for Microsoft, the top layer of Microsoft partnership. Our team influenced hundreds of millions in Azure Consumer Revenue (ACR) for Microsoft and generated hundreds of millions in services revenue for Microsoft Business Unit.
Here are some key lessons I learned from building and growing that partnership.
1. Understand Microsoft’s Corporate Programs and Strategic Priorities
Microsoft’s develops Solution Sales play every year that aligns with corporate strategy and priorities. Microsoft Sellers are incentivized to sell these solutions and license in the market. To succeed as a partner, it’s essential to know which programs Microsoft is promoting and align your own efforts accordingly. This will ensure that your solutions are positioned to gain traction with Microsoft’s internal sales teams.
2. Meet All Partner Requirements to Stay “Green”
Microsoft’s partner ecosystem has specific requirements, including certifications, skilling, solution designations, and Advanced Specializations. Staying in “green” status or progressing on maturing the partnership status on all these elements is vital. It keeps you eligible for programs, funding, corporate alignment, resources, and higher levels of support from Microsoft, enhancing your credibility and visibility as a partner.
3. Choose Your Focus: Key Accounts and Industry Sectors
It’s crucial to pick your areas of focus. Identify the key accounts or industry sectors where your team’s skills and solutions excel. Build targeted solutions for these sectors and leverage Microsoft’s technical teams to maximize your impact. This makes it easier for your to align with Microsoft Field, which is aligned according to industry verticals and solution designations
4. Leverage Funding and Support
Develop unique solutions and approaches for your customers. Microsoft provides substantial support for partners in the form of marketing resources, customer assessments, evangelization, Proof of Concept (POC) projects, and pilot initiatives. Engaging Microsoft’s Partner and Field teams helps you access these resources, which can amplify your efforts and expand your reach.
5. The Magic Happens at the Account Level
Lead generation happens best at the account level. Build awareness of your Microsoft-based solutions and services directly within your customer accounts. Focus on the Microsoft solutions and product plays that resonate with your clients, and bring Microsoft’s team along for solution and product demonstrations. This collaborative approach can be the key to converting leads into opportunities and revenue.
6. Aim Big with Transformative Solutions
Don’t hesitate to think big. Evangelize solutions that can drive significant transformations for your customers, such as application and data platform modernization, generative AI for process optimization, or creating new products and service lines enabled by Microsoft technology. Microsoft’s Technical teams are valuable allies in this process; they can help you develop and validate large-scale, impactful solutions.
Why the Microsoft Ecosystem Is a Growth Catalyst
Last year alone, Microsoft grew by 16%, adding a remarkable $40 billion in revenue, much of which came from cloud services. This growth presents a massive opportunity for partners. In fact, partners typically generate $8.45 in solution development, implementation, rollout, and support services for every $1 of Microsoft’s revenue. By building your practice or business unit on Microsoft’s technology and platforms, you can tap into this thriving ecosystem, creating a steady stream of leads, conversions, and growth opportunities.
Your Microsoft Partnership Journey Starts Here
Microsoft is more than just a technology provider; it’s a partner in innovation and growth. As you build your own Microsoft Business Unit or practice, leverage the power of this ecosystem to expand your business and create meaningful solutions for customers. Wishing you every success in your Microsoft partnership journey.
Talk to Shashi Koteshwara to learn more about Building Microsoft Business Unit and driving your growth