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.