Microsoft's Gavriella Schuster On How To Boost Partner Margins, The Untapped Azure Opportunity And Why Microsoft Is A Better Cloud Partner Than Amazon

"The key to success at this moment in the technology revolution is having a unique differentiation and being able to make that repeatable."

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Should that always be a vertical specialty?

It's not always a vertical, so lots of horizontal specialties, too, but it's about picking something that is unique and differentiating and building your services capability. Your capability, it could be about managed services, it could just be about a specialty in understanding the customer and being able to create repeatable offerings for that specific kind of customer, whether it could be a CMO, it could be a CFO, picking a customer. I think that the key to success at this moment in the technology revolution is having a unique differentiation and being able to make that repeatable. A lot of our partners have actually made the move into cloud services now. We have over 60,000 partners who are now delivering our cloud services with us, but the next step of that is to make sure it's a specific value proposition that we're offering.

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