Moment: Microsoft’s Liz Brackett Defines FY27 as Moving to Measurable Business Outcomes with AI

In this moment, taken from the session “FY27 Field Seller Strategic Update – SME&C & SMB Unmanaged,” Liz Brackett, Partner Solutions Sales Director, Microsoft, explains that FY27 focuses on accelerating market momentum by moving customers from AI experimentation to measurable business outcomes.

Key Takeaways

• Strategic pivot: FY27 is about accelerating the momentum partners drove in the market last year. Brackett notes that Satya Nadella said that now is the time to become “market makers.” She describes the company’s strategic focus on pivoting.
• Production focus: Brackett says that partners “need to move these AI pilots, experimentation, and siloed strategic projects into full production. We need to make sure that AI is embedded in business processes, it is in organizations’ daily operations, and we’re driving usage – we want to make sure that customers can have and measure business outcomes.”
• Market execution: Even though customers are trying to determine their own use cases, AI needs to become more mainstream. “Both partners and Microsoft have to pivot from cloud solution area selling into frontier transformation conversations,” she notes.