Microsoft derives 95 per cent of revenue from partners

Microsoft is also simplifying its operating model by bringing its partner facing roles together under the One Commercial Partner organisation. This team harnesses its partner expertise and knowledge – in technical, marketing, business development, and programmes. Rajiv Sodhi, General Manager – Commercial Partner, Microsoft India, (inset) tells us, “We have aligned all partner-facing roles to three primary functions to drive increased collaboration and create deeper engagement. 

‘Build-with’ is staffed with technical resources to help partners build IP and capabilities; ‘Go-To-Market’, is staffed with marketing experts to help bring partner solutions to market; and ‘Sell-with’, is staffed with Channel Managers for connecting the partner solutions to the customer, across business sizes and industries. 

In India, the partners of Microsoft cloud services include over 2,000 start-ups.” In India, the opportunity for cloud services is estimated at $ 107 billion. IDC’s research shows that Microsoft partners earn 4x of what the company earns. 

In India, Microsoft works with over 9,000 partners and have over 430 new partners added to Microsoft’s partner ecosystem every month. Sodhi says, “The company has recently launched a programme globally for start-ups that enables them to grow their customer and revenue base. 

Microsoft is committing  $500 million over the next two years for this initiative. The programme allows access to technology, and connects start-ups with new customers and channel partners through our sales representatives and hundreds of thousands of partners. 

This programme also helps the start-ups build on a trusted cloud platform that scales with them.” One of the company’s recent partnerships involves ride sharing platform Ola that is using Microsoft’s Cloud backbone to bring about its innovations in connected cars.