Moment: Microsoft’s Ross Ladwig Dives Into PSLR (Partner-Led Sales Resources)

In this moment, excerpted from the session “FY27 Field Seller Strategic Update – SME&C & SMB Unmanaged“, Ross Ladwig, Partner Solution Sales, Business Applications, SMB, Microsoft, talks about Partner-Led Sales Resources (PLSR) and how Microsoft helps provide support throughout the full sales cycle.

Key Takeaways

• PLSR: The term PLSR (Partner Led Sales Resources) is a group of sales resources. Although they don’t have a distinct relationship with customers, “we have a ton of knowledge around programs, around incentives, and engaging with customers,” Ladwig says. “That is where we can help win.”
• When to come to Microsoft: “Come to me when you have the start of an opportunity,” Ladwig elaborates. Do you have a budget? Do you have authority? Do you have a need? Do you have a timeline? This is when you should come talk to Microsoft. They can help you understand programs and game plan around timing. “It gives us the opportunity to really support the opportunity throughout the full sales cycle.”
• Using PLSR: “This is set up for you,” he says, explaining that those who would use PLSR internally within the organization and other populations that would come through PLSR when they need help.