Venkat Krishnan Executive Director of Global Partner Solutions (GPS) Microsoft India. In his current role, Krishnan leads Microsoft’s business strategy across the partner ecosystem in the country. Under his leadership, the GPS team is responsible for managing initiatives and programs that enable partners to build IP, services and businesses to deliver solutions for digital transformation. He spent seven years at Microsoft in multiple roles, managing the partner ecosystem and commercial business. An industry veteran with close to three decades of professional experience, Krishnan has previously worked with Oracle India, Sun Microsystems, Comsat Max, Motorola and Tata Telecom. In a conversation with Times of India Tech-Gadgets Now, Krishnan talks about Microsoft’s Global Partner Program, its benefits, selection criteria and much more. Excerpts:
Can you tell us more about Microsoft’s Global Partner Solutions program and how it’s impacting the technology ecosystem?
For more than 30 years, our partners have played a central role in delivering technologies, transforming businesses and making a positive impact on people and economies. Microsoft and its partners share a common goal of helping our customers achieve business growth and digital acceleration. In fact, our partners directly or in collaboration influence more than 95% of Microsoft’s commercial revenue. Our partners have long harnessed the power of machine learning and AI using Microsoft’s developer tools and cloud technologies, and we remain focused on helping partners capitalize on the opportunities in cloud solutions and services.
How does Microsoft select its partners for the program, and what are the benefits for those selected?
While any partner can join the Microsoft Cloud Partner Program, predefined criteria such as levels of proven expertise, expertise tied to Microsoft’s solution areas, and level of investment in the Microsoft relationship define the level of partners. We focus on co-innovating with our partners and jointly going to market with customized solutions.
When partners join the Microsoft Cloud Partner Program, they get access to a global network, including insights, tools, training, resources and programs to strengthen their capabilities, build connections, drive customer success and reach their full business potential A set of benefits accrue. , Partners can expect to earn between $7 and $10 for every $1 Microsoft makes. We also offer strong co-selling opportunities to help partners engage customers around the world and tap into our global brand, sales momentum and demand-creation capabilities.
We are continually investing in creating thoughtful, customer-first, partner-led initiatives and programs to ensure that every partner has the chance to participate in the opportunity to grow and accelerate.
With increasing competition in the technology industry, how does Microsoft ensure that its partners stay competitive and up to date with the latest technologies?
Our work with partners affects every aspect of what we do; From conceptualizing ideas with our clients, how we inspire and design and how we execute in the field and put deals together. And, more importantly, it affects how we help customers realize the value of our technology. This means ensuring that our partners remain competitive in an ever-evolving technology landscape and helping them realize the full potential of technological innovations.
Last year, we revamped our Microsoft Cloud Partner Program, reflecting our increased investment and partner commitment. The program is open to all partners, whether they build and sell services, software solutions or equipment, and now offers 28 specializations, providing partners with flexibility in where they choose to invest for their business and meet the needs of our customers.
How has the pandemic affected the program, and what measures has Microsoft taken to support its partners during this time?
The pandemic fast-tracked digital transformation in organizations around the world. Helping organizations adapt and innovate quickly during this time was critical, and our focus on empowering our customers through this transformational journey creates many opportunities for our partners, helping customers remain resilient. doing so, enables us to thrive through these unpredictable times, whether it be in driving hybrid operations, end-to-end security, creating IT roadmaps for organizations or ensuring business continuity.
What plans does Microsoft have for the future of Global Partner Solutions and how do you see it evolving in the coming years?
As the world around us continues to evolve, we are focused on empowering our partners – and by extension, our customers – through three key commitment areas. First, we’re strengthening our digital capabilities by providing guidance and resources for solution-building, market strategies, and sales with Microsoft. We’re aligning partner experiences in the Business Marketplace, Partner Center and the Microsoft Cloud Partner Program for effective collaboration.
Second, we are committed to deepening partner technical capabilities by offering expertise, technical training and joint capabilities in areas such as business applications, Azure, security, compliance and identity.
Finally, we’re streamlining the engagement between Microsoft and our partners by sharing more opportunities and enhancing the Business Marketplace and Partner Center, making it easier for partners to engage with us and drive profitability. For example, in July 2021, we reduced our marketplace transaction fee from 20% to 3%, allowing partners to invest more in their own growth plans.
Are there technology/technologies that you focus on or are important in choosing your partners for the program?
We focus on six solution areas to go to market in Azure, modern work, security and business applications, and our partner offerings and solution expertise are aligned with these. This not only ensures that our partners can showcase their capabilities and differentiation, but also helps clients find the right partner organization for their needs.
Can you tell us more about Microsoft’s Global Partner Solutions program and how it’s impacting the technology ecosystem?
For more than 30 years, our partners have played a central role in delivering technologies, transforming businesses and making a positive impact on people and economies. Microsoft and its partners share a common goal of helping our customers achieve business growth and digital acceleration. In fact, our partners directly or in collaboration influence more than 95% of Microsoft’s commercial revenue. Our partners have long harnessed the power of machine learning and AI using Microsoft’s developer tools and cloud technologies, and we remain focused on helping partners capitalize on the opportunities in cloud solutions and services.
How does Microsoft select its partners for the program, and what are the benefits for those selected?
While any partner can join the Microsoft Cloud Partner Program, predefined criteria such as levels of proven expertise, expertise tied to Microsoft’s solution areas, and level of investment in the Microsoft relationship define the level of partners. We focus on co-innovating with our partners and jointly going to market with customized solutions.
When partners join the Microsoft Cloud Partner Program, they get access to a global network, including insights, tools, training, resources and programs to strengthen their capabilities, build connections, drive customer success and reach their full business potential A set of benefits accrue. , Partners can expect to earn between $7 and $10 for every $1 Microsoft makes. We also offer strong co-selling opportunities to help partners engage customers around the world and tap into our global brand, sales momentum and demand-creation capabilities.
We are continually investing in creating thoughtful, customer-first, partner-led initiatives and programs to ensure that every partner has the chance to participate in the opportunity to grow and accelerate.
With increasing competition in the technology industry, how does Microsoft ensure that its partners stay competitive and up to date with the latest technologies?
Our work with partners affects every aspect of what we do; From conceptualizing ideas with our clients, how we inspire and design and how we execute in the field and put deals together. And, more importantly, it affects how we help customers realize the value of our technology. This means ensuring that our partners remain competitive in an ever-evolving technology landscape and helping them realize the full potential of technological innovations.
Last year, we revamped our Microsoft Cloud Partner Program, reflecting our increased investment and partner commitment. The program is open to all partners, whether they build and sell services, software solutions or equipment, and now offers 28 specializations, providing partners with flexibility in where they choose to invest for their business and meet the needs of our customers.
How has the pandemic affected the program, and what measures has Microsoft taken to support its partners during this time?
The pandemic fast-tracked digital transformation in organizations around the world. Helping organizations adapt and innovate quickly during this time was critical, and our focus on empowering our customers through this transformational journey creates many opportunities for our partners, helping customers remain resilient. doing so, enables us to thrive through these unpredictable times, whether it be in driving hybrid operations, end-to-end security, creating IT roadmaps for organizations or ensuring business continuity.
What plans does Microsoft have for the future of Global Partner Solutions and how do you see it evolving in the coming years?
As the world around us continues to evolve, we are focused on empowering our partners – and by extension, our customers – through three key commitment areas. First, we’re strengthening our digital capabilities by providing guidance and resources for solution-building, market strategies, and sales with Microsoft. We’re aligning partner experiences in the Business Marketplace, Partner Center and the Microsoft Cloud Partner Program for effective collaboration.
Second, we are committed to deepening partner technical capabilities by offering expertise, technical training and joint capabilities in areas such as business applications, Azure, security, compliance and identity.
Finally, we’re streamlining the engagement between Microsoft and our partners by sharing more opportunities and enhancing the Business Marketplace and Partner Center, making it easier for partners to engage with us and drive profitability. For example, in July 2021, we reduced our marketplace transaction fee from 20% to 3%, allowing partners to invest more in their own growth plans.
Are there technology/technologies that you focus on or are important in choosing your partners for the program?
We focus on six solution areas to go to market in Azure, modern work, security and business applications, and our partner offerings and solution expertise are aligned with these. This not only ensures that our partners can showcase their capabilities and differentiation, but also helps clients find the right partner organization for their needs.