Welcome to the “Biz Apps Partner Podcast,” a weekly video series designed to decentralize intelligence about how partners can scale their Microsoft practice by having short, to the point discussions with Microsoft leaders in product, engineering, marketing, partner management, programs, and more.
In this episode, John Siefert is joined by Brion Reusche, Technology Sales Director, Business Apps, Microsoft. John and Brion discuss how partners can maintain the pace of innovation, the biggest trends driving partner growth, and details his focus for the upcoming Biz Apps Partner Summit.
Key Takeaways
- Overview: At Microsoft, Brion leads a team of technology sellers, including those who act as solution architects that engage directly with customers, sellers, IT and sales teams, and partners to display the value of its business applications platform. Currently, he is engaged with about 30 technology sellers in Microsoft’s corporate SMC business.
- What to expect: At the Biz Apps Partner Summit, Brion will be engaging with many other Microsoft Field Leaders to discuss how partners can work with Microsoft SMC Field Sales to co-create and sell, as well as defining the Microsoft Field organization. “We’re really trying to demystify that because I think that’s how we sell better together, is everybody being on the same page about what the strengths are, and what the goals and opportunities are of a partner engaging with the field.”
- Biggest trends driving partner growth: Brion underscores the importance for partners to understand and address customer needs in the SMC space, as many customers may not have prioritized technology and lack the internal resources to develop technology roadmaps. Boards are now asking complex questions about AI, cybersecurity, and data governance, and customers must be prepared to address these technologies. He expresses that delighting customers lies in providing a specific and nuanced perspective on how technology trends will impact their industry and what steps they need to take to prepare.
- The power of a partner: Partners play a critical role at Microsoft, particularly in addressing the diverse needs of vast account lists spanning multiple industries. Partners bring valuable insights from an industry perspective and offer practical steps for execution, which is essential for convincing board members and they’re uniquely positioned to help sell successfully with Microsoft.
- Maintaining the pace of trends: Brion suggests that to stay ahead of the pace of innovation coming from Microsoft, partners should remain firmly engaged with Microsoft and its customers, as well as staying in tune with Microsoft counterparts.
- Connect with Brion: Register for the Biz Apps Partner Summit, happening July 24-25 in Bellevue, Washington to meet Brion Reusche and learn how to dazzle customers, get insights into Microsoft’s FY 2025 priorities, and scale your Microsoft Business Applications practice.
Stream the audio version of this episode here:
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