Stop waiting on Microsoft. Start winning with them.

It's been really fun showing others how to run the Microsoft game vs just executing it myself.

Why?

Because I think about what I did at my previous employer (and what I do now) and how much different other organizations approach working with Microsoft.

I'm seeing a lack of aggressiveness.

Lack of confidence and communication misunderstandings.

Here's a couple examples:

1/ "Matt, how do I get responses / meetings with Microsoft when they won't respond to emails?" - this is from a president of a $50M annual revenue Microsoft partner.

The answer: STOP SENDING EMAILS. Hit them on Teams!

You have to be confident enough to reach out and say "I'm this person, here's why I'm reaching out, here's how it'll help you, can we sync up?"

2/ "Matt, how do we get past the standard convos of "Tell us which accounts you're in", then meetings and follow-up are dead.

The answer: DO THE PREP WORK

Build tailored offers.

Do account research.

See which connections on LinkedIn you have with that org.

Bottom line, show up with something vs just having another call.

Confidence.

Aggressiveness (without being repulsive)

This is how I help IT consulting organizations...they're afraid, they're unsure.

I put some pep in the step and build the assets to enable better conversations.

Better conversations leads to pipeline. And pipeline leads to sales.

3/ "Matt, how do we get past the "Have you done X type of work before".

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The answer: be transparent, but know that anyone can gain experience in any Microsoft solution area by building something of your own. They want to know that you can be trusted. So build a story that shows you can be trusted even if you haven't deployed M365 copilot before in a manufacturing client. Don't mislead, but don't sell yourself short.

You have to put yourself out there and make it happen.

Happy Co-Selling folks!

Matt Barron