“When partners use IURs, their deals are approximately three times larger,” Schuster added.
For Schuster, in her first address as the company’s new global channel chief, profitable Microsoft partners can be defined through four different attributes.
Centred around the need to differentiate, modernise sales and marketing, optimise operations and deliver customer lifetime value, Schuster said “partners must be where the customer is” as new buyers and new buying cycles create opportunities across all market segments.
James Henderson is attending 2016 Microsoft Worldwide Partner Conference in Toronto as a guest of Microsoft.
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