Selling with Microsoft – Cloud and AI Platform Learning Path

Learning Path

Welcome to our Microsoft EMEA Partner Sales Training Series for Cloud and AI Platform - designed to empower Microsoft partners with the skills, tools, and clarity to co-sell effectively and pitch with impact. Learning Path Overview This training journey begins with four foundational sessions focused on co-selling with Microsoft, equipping partners with the strategies, tools, and guidance needed to collaborate seamlessly and drive joint success. Following the foundational track, the series transitions into Pitch Wise, a collection of short, high-impact customer pitch sessions designed to be concise, actionable, and immediately applicable to your customer engagements. Whether you're new to co-selling or looking to refine your customer pitch, this series will help you unlock new opportunities and accelerate your impact.

Duration: 3:26:23

Components: 10

Mastering Reach, Frequency & Yield: Key KPIs for Partner Success Details

Join us for an insightful session focused on one of the most important performance frameworks in the Microsoft partner ecosystem: Reach, Frequency, and Yield (RFY). These KPIs are essential for understanding how effectively you're engaging customers, how often you're reaching them, and the value you're delivering through your solutions.

In this session, we’ll break down what each component of RFY means, why it matters to your business, and how you can start execution to drive each of these 3 pillars. We will share which questions to ask yourself – but also your resellers to grow our joint CSP business.

How to Share Leads with Microsoft: A Step-by-Step Guide for Partners Details

Join us for an informative session designed to help Microsoft partners understand the end-to-end process of sharing leads with Microsoft. Whether you're new to the process or looking to refine your approach, this session will provide clear guidance, best practices, and actionable insights to ensure your leads are effectively managed and followed up.

Understanding the Microsoft Customer Engagement Methodology Details

Join us for an exclusive session designed to help Microsoft partners deepen their understanding of the Microsoft Customer Engagement Methodology (MCEM). This proven framework guides how Microsoft engage with customers throughout their digital transformation journey, from initial discovery to value realization.

In this session, we’ll walk you through the key stages of MCEM, explain how it aligns with customer needs, and show you how to apply it to drive more meaningful, outcome-based engagements.

26:26

Pipeline Management with Microsoft: Driving Growth Through Strategic Alignment Details

Understanding pipeline management is essential for building a strong, predictable business with Microsoft. In this session, we’ll demystify what pipeline management means from a Microsoft perspective and explain how it supports joint success, deeper collaboration, and accelerated deal progression.

16:37

Pitch Wise: Backup & Disaster Recovery – Pitching Resilience with Confidence Details

This session is part of the Pitch Wise series — designed to help partners learn how to pitch Microsoft solutions with clarity, confidence, and impact.

In this instalment, we’ll focus on Backup and Disaster Recovery (DR) strategies, equipping you with the messaging and guidance to position these solutions as essential components of a resilient business.

What you’ll learn:

How to pitch Backup and Disaster Recovery (DR) strategies effectively, with messaging tips to sharpen your delivery
Which customers to target and how to profile them
How to handle objections and position Microsoft against competitors

This is your chance to sharpen your pitch and strengthen your impact — don’t miss it.

22:48

Pitch Wise: Mastering the Azure Arc Customer Pitch Details

We’re excited to invite you to our upcoming partner enablement session, crafted to help you confidently and clearly pitch Azure Arc.

As part of the Pitch Wise series, this session will provide you with the messaging strategies and practical guidance needed to lead impactful customer conversations that showcase the true value of Azure Arc.

Here’s what you’ll gain:

Proven techniques to pitch Azure Arc with precision and confidence
Insights into identifying and profiling the right customer segments

This is your opportunity to sharpen your pitch and strengthen your impact - make sure you don’t miss it!

32:07

Pitch Wise: Mastering the Microsoft Azure Pitch for On-prem Customers Details

We are delighted to offer this partner enablement session designed to help you master the art of pitching Microsoft Azure with confidence and clarity.

In this instalment of the Pitch Wise series, we’ll equip you with the messaging, and guidance to deliver compelling customer conversations that highlight the value of Microsoft Azure for on-prem customers.

What you’ll learn:

How to pitch Microsoft Azure effectively, with messaging tips to sharpen your delivery
Which customers to target and how to profile them
How to handle objections and position Microsoft against competitors
GTM win formula - programs, investments and incentives

This is your chance to sharpen your pitch and strengthen your impact—don’t miss it.

26:35

Pitch Wise: Mastering the Azure Virtual Desktop Customer Pitch Details

Join us for a dynamic, short and snappy session designed to elevate your customer conversations around Azure Virtual Desktop (AVD). This session is part of the Pitch Wise series, focused on empowering sales teams with practical strategies to win more deals.

What you’ll learn:

Crafting the perfect pitch: Position AVD to resonate with customer needs.
Identifying the right targets: Learn who to approach and why.
Handling objections with confidence: Overcome common challenges and close with impact.

This is your chance to sharpen your pitch and strengthen your impact—don’t miss it.

26:25

Pitch Wise: Becoming Frontier – Pitching Transformation with Confidence Details

Join us for an inspiring session on Becoming Frontier—Microsoft’s vision for organizations to become AI-first and unlock unprecedented innovation. Discover the three-phase journey from AI as an assistant to AI-led teams, and learn how Copilot and intelligent agents can transform employee experiences, customer engagement, and business processes.

What You’ll Learn:

What “Becoming Frontier” means and why it matters now
The success framework for AI transformation
Real-world examples of Copilot and agent-driven innovation
How to start building your own Frontier capabilities today

Takeaway:

This webcast equips you with the mindset and tools to lead your organization into the AI-first era and become a true Frontier Firm.

21:59

Mastering your Microsoft Fabric Pitch to customers Details

We are delighted to offer this partner enablement session designed to help partners master the pitch on Fabric as data platform in the era of AI.

In this instalment of the Pitch Wise series, we’ll equip you with the messaging, and guidance to deliver compelling customer conversations that highlight the value of Microsoft Fabric.

What you’ll learn:

How to pitch Microsoft Fabric effectively, with messaging tips to sharpen your delivery
Which customers to target and how to profile them
How to handle objections and position Microsoft against competitors
How to optimize your offerings with Azure Accelerate

This is your chance to sharpen your pitch and strengthen your impact—don’t miss it.

33:26