Partner Development Group

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Partner Development Managed Services

What We Do

Navigating the Microsoft Partner Ecosystem isn’t always black and white and not every partner qualifies to be guided by a Microsoft employed Partner Development Manager. After spending 20+ years building Microsoft practices and teams, guiding the integration of the Microsoft practice with a multitude of existing business models, and overall navigating the Microsoft ecosystem we founded The Partner Development Group to bring this knowledge and experience to your organization.

If you are struggling in any of these areas, make sure to engage our team for either short term or long-term partnership to help build, adjust, grow, change or adopt your Microsoft Practice and we will show you how to use our 3 main steps to maximize your Microsoft investment, ultimately creating more partner profitability for you!

1

Understand

We will spend most of the beginning of our relationship helping your teams to understand the ecosystem, the fruits that are available for picking, and how they can and will ultimately affect your organization. Afterwards, we will become your “Microsoft Guide” as you follow the path to practice growth, a larger ROI and increased profitability. 

Develop

2

Once we all have a clear understanding of your goals, the direction you are moving or want to move, and the existing business model we will develop a “Go-To-Market” strategy that works without erosion of existing business and will help you to build new and enhanced offerings for your sales team to bring to your customers.

Educate

3

On a consistent bases, our teams educate themselves and we will pass down that knowledge to your organization. In addition, we will consistently review the “Go-To-Market”, the training plan, and your current offerings to make sure they are always fresh and ready. 

what we do

Navigating the Microsoft Partner Ecosystem isn’t always black and white and not every partner qualifies to be guided by a Microsoft employed Partner Development Manager. After spending 20+ years building Microsoft practices and teams, guiding the integration of the Microsoft practice with a multitude of existing business models, and overall navigating the Microsoft ecosystem we founded The Partner Development Group to bring this knowledge and experience to your organization.

If you are struggling in any of these areas, make sure to engage our team for either short term or long-term partnership to help build, adjust, grow, change or adopt your Microsoft Practice and we will show you how to use our 3 main steps to maximize your Microsoft investment, ultimately creating more partner profitability for you!

Microsoft Managed Services Program

Our Approach: Four Phases to Strategic Alignment

Every successful partnership begins with clarity. Our four-phase framework is designed to guide teams from initial discovery to actionable outcomes. Each phase builds on the last—ensuring alignment, momentum, and measurable impact. Whether you’re refining your go-to-market strategy or launching a new initiative, this approach creates a shared path forward.

Phase 1: Aligning on Business Priorities

In the first 1–2 weeks, we collaborate closely with leadership to uncover the strategic drivers behind your current initiatives. This discovery phase focuses on understanding how your business positions its offerings, articulates its value through the company pitch, and why these specific priorities matter now. Gaining this clarity ensures every next step is aligned with your goals and market approach.

Examples of priorities we have heard:​

  • We want to earn “Microsoft Azure Expert MSP” status​
  • We have a goal to earn 2 new Microsoft Solution Designations​
  • We are launching a new product that will live in Azure​
  • We are expanding our portfolio to include Security​
  • We want to include Microsoft in our portfolio of services​
  • We want to mirror our AWS capabilities in Azure​

Phase 2: Learning the Portfolio​

The second stage in the Partner Playbook involves a comprehensive understanding of the existing portfolio. This phase requires engaging with various members of the organization to grasp their roles, sales processes, marketing strategies, platform integrations, and promotional efforts. By mapping out the current offerings, we can identify standalone products, those that overlap or compete with Microsoft solutions, and those that integrate or complement them. This understanding is crucial for aligning the business’s go-to-market strategy with its priorities and the “company pitch.”

Although this phase is generally straightforward, it demands a clear comprehension of how the business currently markets its offerings and the rationale behind its chosen priorities. By thoroughly understanding the existing portfolio, we can effectively position the business to leverage its strengths and address any gaps, ensuring a cohesive and strategic approach to market expansion.

Phase 3: Market Position Research​

As an extension of, and in tandem with, understanding the portfolio, PDG conducts independent research to determine your organization’s market position. This critical step helps identify competitors, analyze their gaps, and assess their offerings. The insights gained from this research are essential for developing your roadmap.​

​By understanding the competitive landscape, we can pinpoint areas where your organization can leverage its strengths and address any weaknesses. This comprehensive analysis ensures that the strategy is well-informed and aligned with market realities, paving the way for successful execution.​

Phase 4: Defining the Next Steps

The final stage in the Partner Playbook is to execute on the vision steps. This could include additional hiring, additional events, attending Microsoft events, develop cross practice solutions, develop deeper integration with Partner Center or Develop Managed Services. ​

​As before, this could also require existing employees to take new or renew existing certifications, hire new employees, extend existing services into new capabilities, put together new sales plays and marketing campaigns for untapped skills and solutions, extend Partner Center utilization by registering deals, registering customers, using Insights and Lighthouse for sales plays. 

Summary of tasks:​

  • Earn new or renew existing certifications​
  • Register Co-Sell Deals, Register customers with DAP​
  • Start, update or expand Commercial Marketplace offerings​
  • Work with marketing to create new campaigns for sales​
  • Work with marketing for events and social media posts​
  • Educate sales on Partner Center insights for warm leads​
  • Identify customer wins, use for Super Power Slide​
  • Development of WinWire template to share with Microsoft​

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