Margaret Totten
Margaret Totten, CRO at Yavrio, has spent 15+ years helping Microsoft partners align sales, alliances, and co-sell to drive real revenue growth.
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Margaret Totten is Chief Revenue Officer at Yavrio, where she leads global go-to-market strategy, partner alliances, and revenue growth across the Microsoft ecosystem.
With over 15 years in the technology sector, Margaret has founded, built, and successfully exited two technology businesses, and has held senior commercial leadership roles spanning CRO, Chief Alliances, and CMO. Her career has been defined by turning partner strategy into measurable revenue, particularly within Microsoft-led sales motions.
She is known for aligning partner propositions to Microsoft fiscal priorities, seller incentives, and real-world deal dynamics helping partners move from being co-sell ready to being consistently pulled into live opportunities.
Practical and commercially focused, Margaret’s work centers on building repeatable, scalable revenue engines that accelerate pipeline, improve win rates, and drive predictable growth for partners and customers alike.
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Co-Sell That Closes: How High-Growth Partners Work with Microsoft
Almost every Microsoft partner is 'technically' co-sell ready.
Very few are generating predictable revenue from it.
After 15+ years building partner-led revenue with Microsoft, i've found one pattern is consistent: co-sell doesn’t fail because partners lack access or understanding. It fails because deals are not aligned to how Microsoft sellers are measured, incentivised, and measured to win.
This session is a CRO-level, revenue-first look at how to turn co-sell into actual pipeline. We’ll break down what Microsoft sellers genuinely care about quarter-to-quarter, why most partner opportunities never get traction, and the clear difference between being listed in Partner Center and being actively pulled into live deals.
You’ll learn how to:
Package opportunities so Microsoft sellers want to attach themselves
Align deals to FY priorities including AI, Copilot, Business Central attach, and consumption
Structure opportunities to make Microsoft’s “yes” commercially easy and politically safe
Work Microsoft sellers through the deal cycle to accelerate close, not stall it
Use programmatic funding to increase deal size, win-rate, and speed to revenue
This is a practical session for CROs, sales leaders, and alliance owners who want co-sell to move from a checkbox exercise to a repeatable revenue engine.
Margaret Totten
Margaret Totten, CRO at Yavrio, has spent 15+ years helping Microsoft partners align sales, alliances, and co-sell to drive real revenue growth.
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