In this moment, taken from the session “FY27 Field Seller Strategic Update – SME&C & SMB Unmanaged,” Sanju Nair, Sr Partner Marketing Manager, Microsoft, outlines a partner-readiness approach centered on ongoing skilling, required specializations, and hands-on use of agents to support AI transformation across the Microsoft stack.
Key Takeaways
- Readiness: The “partner readiness formula” starts with skilling. “Make sure that your team is always skilled with the latest and greatest content that our skilling team creates,” says Nair.
- Specializations: Specializations are a requirement for partner readiness, and Nair encourages partners to obtain them in their respective areas. Having the frontier partner specialization is “pretty much your way of telling the customer that you’re ready to execute that AI transformation across a Microsoft stack,” he says.
- Product experience: In addition to obtaining specializations, Nair encourages partners to use these products and become experienced in them and “be that customer zero.”
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