Microsoft is adjusting its sales strategy by increasing reliance on external companies to reach small and medium-sized customers, as announced by Chief Commercial Officer Judson Althoff. Internal sales staff will now provide a wider array of products while undergoing enhanced technical training focusing on AI solutions. This shift responds to evolving buying patterns in a post-pandemic sales landscape influenced by AI technologies. Microsoft joins other tech firms reevaluating their sales strategies in response to new market realities and aims to foster partnerships while restructuring its internal teams to align with these changes.
Microsoft is evolving its commercial solution areas to better support the growth of customers and partners in the era of AI.
Several major tech companies are rethinking their sales strategies due to a challenging sales environment and the rise of generative AI.
Microsoft will offer more technical training focused on AI products to adapt to the changing needs of its sales organization.
The company will implement changes that allow internal staff to offer a broader range of products rather than specializing.
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