GMT20250311-061316_Recording

Chapter 1: Introduction

• New Leadership

  • A new CEO, Manpreet Ratio, has taken over after the resignation of the previous CRO.

  • Vahe Taurosian, previously the chief partner officer, is now the CRO.

  • Manpreet is focused on execution and customer experience, taking a different approach compared to the old leadership's focus on vision and branding.

• Investment and Market Strategies

  • Discussion about significant investment from Series C funding and entry into Microsoft Marketplace.

  • Plans to simplify product experience and enhance partner offerings.

  • Introduction of various pricing models for different app sizes targeting small to large corporations (approximately $32k to $500k).

• Current Sales Strategies

  • Emphasis on understanding customer’s Microsoft commitments and how unused credits can fund software development.

  • Incorporating Microsoft Marketplace offerings into sales campaigns, leveraging partner benefits.

Chapter 2: Microsoft Partners

• Reselling Services

  • The company resells Azure products among others, collaborating with Microsoft partners.

  • Importance of positioning offerings within Microsoft Marketplace to attract prospects.

• Sales Angle

  • Focus on customers who have Azure consumption deficits and can use credits to fund new projects.

  • Need for development teams to adapt and understand these financial nuances.

Chapter 3: Microsoft Marketplace

• Marketplace Launch

  • The product is set to go live on Microsoft Marketplace soon, with an internal launch following shortly.

  • Different tiers (T-shirt sizes) for pricing to accommodate various customer needs globally.

• Selling Dynamics

  • Importance of pricing strategies and flexibility with government contracts.

  • Utilizing existing Microsoft MAC agreements to offer solutions without fresh capital expenditure.

Chapter 4: Crown’s Role

• Two-Tier Model

  • Crown operates as an intermediary for sales, facilitating the relationship between company and customers requiring Azure.

  • Discussion on margins and how Crown interacts with the sales process, ensuring transparency in compensation for all parties.

• Exploration of Other Offerings

  • Consideration of selling AWS and Google Cloud Platform (GCP) services in the future, noting GCP’s favorable commission structure.

Chapter 5: Utilizing Unused Resources

• Resource Management Concept

  • Explaining how clients can use unused credits from Azure as a form of currency to purchase required services, effectively utilizing pre-purchased resources.

  • Drawing parallels to everyday analogies (e.g., data plans) to convey the concept of trading unused potential for necessary needs.

Chapter 6: A New CEO

• Change Management

  • New CEO's arrival has brought significant shifts in the company’s focus and operational strategy.

  • Emphasizing the importance of embracing these changes to foster growth and adaptability.

• Collaboration Opportunities

  • Open invitation for team collaboration on customer calls, particularly with C-suite executives, to tackle specific project requirements.

Chapter 7: Conclusion

• Next Steps

  • Ongoing discussions on how to engage leads that have been deprioritized due to the new marketing insights.

  • Importance of maintaining communication with partners and leveraging Microsoft's initiatives to improve market positioning.