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Technology


MEET THE EXECUTIVE WHO MANAGES THE PARTNERSHIPS THAT MAKE MICROSOFT BILLIONS

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Gavriella Schuster runs Microsoft's global commercial and partner group.

Anthony Bolante | PSBJ


IN THIS ARTICLE

 * 


 * Software Topic
 * Cloud computing Topic
 * Microsoft Corp. Company
 * Gavriella Schuster Person
   
   
   
   
   


 * 

By Ashley Stewart
 –  Staff Writer, Puget Sound Business Journal
Dec 26, 2018, 2:41pm EST


Gavriella Schuster manages Microsoft Corp.'s relationships.

As head of Microsoft's One Commercial Partner organization, Schuster is in
charge of building ties with the companies on which Microsoft relies for
billions of dollars in revenue.

The key to managing Microsoft's partnerships is empathy, Schuster said.

"The secret," she said, "is really understand the partner's business, how they
are going to make money, what their priorities are and what we have to do to
help them do that."

Microsoft is split into two businesses – consumer and commercial. Microsoft gets
its commercial products such as Office and Azure in front of customers through
partnerships with other companies. Microsoft builds the core technology and then
turns to another company to build on top of that technology and create products
to sell to customers.

The partner, for example, could be a software company such as SAP or Adobe
Systems that uses Microsoft technology to build applications for customers. A
Microsoft partner also could be professional services companies like Accenture
or Ernst & Young that use the technology to adviser customers on technology
strategies.

Microsoft is very dependent on these relationships. Partners accounted for 95
percent of Microsoft commercial revenue in the fiscal year ending July 2018.
Microsoft has more than 72,000 cloud partners and adds around 7,000 partners
every month. The company declined to share how many total partners it has, but
said it's in the "hundreds of thousands."

Schuster's team includes 3,500 employees who support Microsoft partners.

Microsoft says its partners earn $9.64 for every dollar of Microsoft revenue.
Microsoft revenue reached $110 billion in the fiscal year ending July 2018.


VIEW SLIDESHOW
13 photos



By Ashley Stewart
 –  Staff Writer, Puget Sound Business Journal
Dec 26, 2018, 2:41pm EST


Gavriella Schuster explains the key to managing Microsoft Corp.'s lucrative
relationships with its commercial partners.




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