How to Build a Winning Microsoft Partner Strategy

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Here's the problem most partners don't see coming.

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You can enroll in the Microsoft AI Cloud Partner Program,

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pay your fees, collect your benefits,

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and still stall out completely.

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Being in the program and winning with it

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are two different things.

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One is compliance, the other is strategy.

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And in 2026, that gap is widening fast.

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Here's what that looks like in real numbers.

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96% of enterprise deals now involve multiple partners.

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Co-SEL isn't a bonus feature.

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It's the default way Microsoft sells.

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And starting January this year,

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you need a solutions partner with certified software

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designation just to access things like PRACR, partner lead incentives,

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and prioritized sales engagement with Microsoft's field teams.

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So the partners who treat this program like a checklist,

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enroll, pay, badge, they're falling behind.

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The ones who treat it like a strategic framework,

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they're the ones pulling away.

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This episode gives you the four pillars

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that separate those two groups.

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The framework that turns program participation

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into actual revenue growth.

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Stick with me.

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Why most partner strategies fail?

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Let's start with why most partner strategies don't work.

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It's not because the program is too complicated.

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It's because most firms build their strategy backwards.

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They start with the wrong question.

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What designation can we get?

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Instead of what business do we actually want to build?

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That one reversal changes everything.

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When you lead with the designation,

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you end up chasing points that don't align

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to your real revenue streams.

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You're optimizing for a scorecard instead of building a business.

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I see three failure patterns over and over.

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And they all come back to that same backward thinking.

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First is the point chaser.

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This partner accumulates partner capability score

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across multiple solution areas, a little in modern work,

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some insecurity, a few points in a zooer.

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But they never go deep enough in any single area

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to unlock real co-cell motion.

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They have breadth without depth

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and that doesn't get Microsoft sellers excited.

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Second is the reseller who never evolved.

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This firm still thinks margin on licensing is the business model.

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They're competing on price in a market

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where margin is compressing every quarter

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and they haven't made the shift from reseller

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to strategic advisor.

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The program is not designed to reward that model anymore.

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Third is the ISV who builds a great product

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but never connects it to marketplace motion.

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Great technology, zero distribution strategy.

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They're invisible to co-cell, invisible to mass C,

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invisible to the sales motion that drives 96% of enterprise deals.

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Here's the core problem.

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Microsoft's program is built around cloud consumption

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and customer outcomes.

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It measures performance, skilling, and customer success.

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Real metrics tied to real business results,

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but most partners still think in terms of competencies and fees.

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They're playing the old game on a new board.

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The shift in 2026 is structural, certified software requirements.

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MACC alignment, AI-skilling embedded in every solution area.

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What worked in 2024 won't work now, the rules changed.

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So the solution starts with one question,

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not what designation can I get.

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But what does my ideal revenue stream look like 18 months from now?

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Answer that first, then pick the designations that get you there.

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Pillar one, designations that pay off.

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Once you know where you're headed,

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you need to pick the right designations to get there.

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There are six solution areas.

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Data and AI, digital and app innovation,

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infrastructure, business applications, modern work, security.

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And here's what most partners get wrong.

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They think they need all six.

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They don't.

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You don't need to blanket cover everything.

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You need the right ones.

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The mistake is trying to be everything to everyone.

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You spread your PCS thin across multiple areas.

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You invest in skilling and certifications across the board.

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And you end up mediocre in five areas instead of strong in two.

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Instead look at your existing customer base.

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Look at where your margins are actually coming from.

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Which workloads are driving your revenue?

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Which solutions are your best customers buying from you?

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That's where you should focus.

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Modern work is the easiest entry point,

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lower thresholds, and SMB path available.

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And the new 2026 requirement,

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2500 monthly active usage growth across three workloads

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is achievable if you're already managing

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Microsoft 365 tenants for your customers.

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The tenant minimum dropped from 12 to 5,

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which makes attainment easier for focused partners.

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So if you're starting somewhere start here,

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but here's the thing, modern work alone

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won't unlock the big co-sell motion

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to get Microsoft sellers attention you need at least one

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as your designation or security.

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That's where the enterprise deals live.

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That's where Microsoft's field teams are incentivized to work with you.

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And the data backs this up, deals involving designated

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or specialized partners close four times faster.

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They're roughly twice as large.

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That's not a small advantage.

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That's the difference between scraping by on transactional margin

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and building a real practice.

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Now, there are some 2026 changes you need to plan for.

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Modern work skilling now requires co-pilot

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and agent administration certifications.

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That's new.

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If you're planning your certification pipeline for the year,

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factor that in.

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For business applications, Microsoft added Dynamics 365 Contact

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Center and co-pilot studio as eligible workloads

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that gives you more paths to hit your metrics.

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The cost reality is this.

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Per designation runs about $4,030 annual fee.

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Plus the investment in skilling and certifications.

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But the real ROI isn't the fee.

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It's the co-sell access and incentive eligibility

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that comes with the designation.

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That's where the return lives.

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So here's the rule of thumb.

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Pick two designations that align to your core revenue.

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Own them deeply.

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Build real capability.

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Get the certifications.

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Hit the usage metrics.

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And ignore the rest until you have capacity to expand.

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Depth beats breadth every time when it comes to designations

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that actually pay off.

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Pillar 2.

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Co-sell that actually works.

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Designations get you in the door.

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But co-sell is what actually brings revenue.

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And this is where most partners get it backwards.

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Most partners think co-sell means Microsoft sends them leads.

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A referral shows up in partner center.

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You follow up and a deal closes.

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That's the fantasy.

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But that's not how it works.

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Co-sell is a two-way motion.

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You bring opportunities to Microsoft.

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And they bring opportunities to you.

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It's a partnership, not a delivery service.

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And the partners who win at co-sell

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are the ones who make it easy for Microsoft sellers

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to work with them.

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So what does that look like in practice?

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First, you need a clear, better, together story.

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How does your solution drive Azure consumption?

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How does it modernize data?

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How does it accelerate AI adoption?

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Microsoft sellers are measured on cloud consumption.

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If your solution doesn't help them move that needle,

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they have no incentive to bring you into deals.

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Your story needs to connect your solution to their quota.

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Second, you need sales enablement assets

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that Microsoft sellers can actually use.

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Not a 50-page deck, not a technical white paper, one pages,

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case studies, ROI models, the kind of thing

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a seller can grab on their way to a customer meeting

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and using 30 seconds.

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If your assets require a PhD to understand,

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they won't get used.

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Third, you need regular engagement

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with partner development managers and account teams,

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not just when you need something,

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not just when you have a deal to register.

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Regular check-ins, share what you're seeing in the market,

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share customer wins, build a relationship

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before you need to cash it in.

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Now, the 2026 landscape shift makes all of this more urgent.

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The qualified referral program was retired

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in March of this year.

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Partner Center is now the only intake system

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for co-sale opportunities.

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If you're not using Partner Center referrals,

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you're invisible to the system.

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And starting January 2026,

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you need a solutions partner with certified software designation

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just to access prioritized sales engagement.

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That's not optional anymore.

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That's the price of entry for Microsoft's field teams

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to work with you.

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And there's also a structural change

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worth noting, multi-party private offers

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are now the standard way to bundle ISV solutions with services.

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If you're an ISV, you need to think about

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how your solution gets packaged with implementation partners.

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If you're a services partner, you need to identify

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which ISV solutions you can wrap your services around.

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The era of going at a loan in co-sale is over.

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So here's the practical playbook,

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build at least one documented client

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when you can share as proof of value.

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Get your co-sale validation completed in Partner Center.

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Align your solution messaging to Microsoft's current priorities,

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AI, security, data modernization.

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Those are the three areas where Microsoft sellers

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are most incentivized to partner.

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The partners who win at co-sale

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treated as a relationship business, not a program enrollment.

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They invest in the relationships before they need the deal.

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And that's the difference between getting referrals

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and getting ignored.

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Making co-sale operational.

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Now here's where it gets interesting.

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The difference between partners who get co-sale referrals

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and those who don't is almost always operational readiness,

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not capability, not solution quality, operational readiness.

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You need three things in place.

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Start with an updated Partner Center profile

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that clearly states your industry focus and solution areas.

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Microsoft sellers search Partner Center

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when they're looking for a partner to bring into a deal.

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If your profile is vague or generic,

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they skip right past you.

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Be specific about the industries you serve,

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the solutions you deliver, and the outcomes you drive.

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Next, you need an active co-sale opportunities workspace

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and I mean active, not just inbound,

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waiting for referrals to show up, outbound deal registration.

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You should be registering deals you're already working on.

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That gives Microsoft visibility into your pipeline

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and makes it easier for them to bring you

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into related opportunities.

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And CRM integration with Partner Center referrals.

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If your referrals are sitting in Partner Center

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and your sales team is working out of a separate CRM,

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things fall through the cracks.

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Leads get stale, follow ups get missed.

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Integration is not optional.

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It's the difference between a pipeline you manage

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and a pipeline that manages you.

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Now here's the thing, most partners overlook.

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There's an ecosystem dimension to this.

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96% of enterprise deals involve multiple partners

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so you're never the only partner in the account.

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You need to know who your complimentary partners are.

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ISVs need system integrators, system integrators need ISVs.

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If you're an ISV selling into a large enterprise account,

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there's already an SI managing that relationship.

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You need to find them and work with them.

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If you're an SI, there are ISVs

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whose solutions you should be wrapping your services around.

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Identify them, build ecosystem maps around your target accounts.

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Identify who else is already in the account,

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what partners are they working with,

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what solutions are they using,

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who would be a natural complement to what you deliver.

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The RIO model, reseller enablement offering,

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is becoming the standard way ISV scale globally

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through local partners.

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Instead of trying to sell direct in every market,

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you enable local resellers to sell your solution.

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That requires documentation, training,

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and a repeatable enablement process,

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but it's how you scale without building a global sales force.

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And three coordination as a discipline,

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clear governance over who leads which part of the deal,

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who owns the customer relationship,

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who owns the technical delivery,

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who owns the ongoing support,

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ambiguity kills multi-partner deals.

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Bottom line co-sell is not a passive channel.

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It requires active pipeline management.

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You can't just enroll in weight,

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you have to build the operational infrastructure to make it work.

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Pillar three, marketplace as revenue engine.

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None of this works at scale without a marketplace strategy,

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and I mean that literally.

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The marketplace is no longer optional.

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It's the transaction surface for co-sell,

283
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MACC, and certified software.

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If your solution isn't transactable on Azure marketplace

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00:10:14,560 --> 00:10:17,440
or app source, you're essentially invisible to the sales motion

286
00:10:17,440 --> 00:10:20,400
that drives the majority of Microsoft's enterprise deals.

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By January 2026,

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solutions partner with certified software

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00:10:23,760 --> 00:10:25,920
requires marketplace commercial performance.

290
00:10:25,920 --> 00:10:28,920
That's a requirement baked into the program, not a nice to have.

291
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And the thresholds are real.

292
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You need to meet one of these over a trailing 12 month period.

293
00:10:33,200 --> 00:10:35,600
Four million dollars in marketplace build sales.

294
00:10:35,600 --> 00:10:40,600
12 net new customers each with more than $10,000 in marketplace spend

295
00:10:40,600 --> 00:10:44,320
or 30 marketplace transactions with eight unique customers.

296
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Each transaction at least $100.

297
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Those are high bars.

298
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Let's be honest about that.

299
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Four million in marketplace build sales is not something you stumble into.

300
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It requires deliberate investment in your marketplace presence,

301
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your offer quality, and your go-to-market motion.

302
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But here's the thing.

303
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That bar is also the gate to access PRACR,

304
00:11:00,760 --> 00:11:03,680
partner led incentives, and prioritized sales engagements.

305
00:11:03,680 --> 00:11:05,840
So the question isn't whether you can afford to meet it.

306
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The question is whether you can afford not to.

307
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Now let's talk about the mass-c play.

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Mass-c stands for Microsoft Azure consumption commitment.

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00:11:12,360 --> 00:11:14,960
And it changes everything about how marketplace economics work.

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Customers with Azure consumption commitments

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prefer marketplace purchases

312
00:11:18,120 --> 00:11:20,600
because every dollar they spend on a transactable marketplace

313
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offer counts against their commitment.

314
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They're going to spend that Azure budget anyway.

315
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They'd rather spend it on a solution

316
00:11:26,240 --> 00:11:29,400
that solves a real business problem than let it sit unused.

317
00:11:29,400 --> 00:11:32,280
So marketplace purchases become a way to burn down commitment

318
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while getting actual value.

319
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And Microsoft sellers are incentivized

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00:11:35,680 --> 00:11:37,600
to recommend Mac eligible offers.

321
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Their compensation is tied to Azure consumption.

322
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If your solution drives Azure consumption and is Mac eligible,

323
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you're not just another vendor.

324
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You're a tool that helps them hit their number.

325
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That's a powerful position to be in.

326
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So if your solution isn't transactable on marketplace,

327
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you're invisible to that entire sales motion.

328
00:11:52,120 --> 00:11:53,440
The seller doesn't see you.

329
00:11:53,440 --> 00:11:56,200
The customer can't buy from you through the channel they prefer.

330
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You're operating outside the system.

331
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Here's what partners should do about it.

332
00:11:59,400 --> 00:12:01,320
Start with at least one transactable offer

333
00:12:01,320 --> 00:12:03,720
or published on Azure marketplace or app source.

334
00:12:03,720 --> 00:12:04,680
Get it right.

335
00:12:04,680 --> 00:12:07,680
Make sure it's co-sell validated and Mac eligible.

336
00:12:07,680 --> 00:12:08,880
That's the baseline.

337
00:12:08,880 --> 00:12:12,000
Next, build a repeatable outcome-based solution.

338
00:12:12,000 --> 00:12:14,160
Not a custom project disguised as a product.

339
00:12:14,160 --> 00:12:15,520
The marketplace rewards solutions

340
00:12:15,520 --> 00:12:16,800
that can be sold consistently,

341
00:12:16,800 --> 00:12:18,600
not one off consulting engagements.

342
00:12:18,600 --> 00:12:21,520
If your offer requires heavy customization for every customer,

343
00:12:21,520 --> 00:12:23,560
it's not ready for marketplace scale.

344
00:12:23,560 --> 00:12:26,040
Then use industry-specific keywords in categorization

345
00:12:26,040 --> 00:12:27,160
so buyers can find you.

346
00:12:27,160 --> 00:12:28,920
The marketplace is a search engine.

347
00:12:28,920 --> 00:12:31,000
If you're not optimized for how buyers search,

348
00:12:31,000 --> 00:12:32,160
you won't get found.

349
00:12:32,160 --> 00:12:35,200
Think about what your ideal customer types into a search bar.

350
00:12:35,200 --> 00:12:36,200
Use those terms.

351
00:12:36,200 --> 00:12:38,160
And here's the key.

352
00:12:38,160 --> 00:12:39,720
The marketplace is not a listing.

353
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It's a sales channel.

354
00:12:40,640 --> 00:12:43,760
It requires active management, updates, and campaign support.

355
00:12:43,760 --> 00:12:45,280
Partners who treat it as a publisher

356
00:12:45,280 --> 00:12:47,640
forget exercise get zero pipeline from it.

357
00:12:47,640 --> 00:12:50,360
You need to monitor your offers, refresh your content,

358
00:12:50,360 --> 00:12:53,440
run campaigns, and engage with the leads that come through.

359
00:12:53,440 --> 00:12:56,520
Treat it like a sales channel because that's what it is.

360
00:12:56,520 --> 00:12:58,240
Pillar four, the operational engine.

361
00:12:58,240 --> 00:13:00,360
So you've got the designations, the co-sell motion,

362
00:13:00,360 --> 00:13:01,720
and the marketplace presence.

363
00:13:01,720 --> 00:13:03,760
That's three pieces of the puzzle.

364
00:13:03,760 --> 00:13:06,720
But Pillar four is the one most partners skip.

365
00:13:06,720 --> 00:13:09,280
The operational infrastructure to actually manage all of it.

366
00:13:09,280 --> 00:13:11,840
Having the right designations, a great co-sell motion,

367
00:13:11,840 --> 00:13:14,320
and a marketplace listing, all of that is useless.

368
00:13:14,320 --> 00:13:16,600
If you can't track, measure, and improve it,

369
00:13:16,600 --> 00:13:19,240
the program is too complex to run on instinct and hope.

370
00:13:19,240 --> 00:13:20,240
It won't scale.

371
00:13:20,240 --> 00:13:23,640
The operational engine comes down to three things,

372
00:13:23,640 --> 00:13:25,160
and they're not optional.

373
00:13:25,160 --> 00:13:27,560
Start with Partner Center as your command center.

374
00:13:27,560 --> 00:13:29,880
Referrals and centers, PCS tracking, marketplace

375
00:13:29,880 --> 00:13:31,800
analytics, it all lives there.

376
00:13:31,800 --> 00:13:33,480
If your team isn't checking it regularly,

377
00:13:33,480 --> 00:13:34,680
you're flying blind.

378
00:13:34,680 --> 00:13:37,680
Make it the default dashboard for your partner program operations.

379
00:13:37,680 --> 00:13:40,080
Next, internal program management.

380
00:13:40,080 --> 00:13:42,040
And that means someone on your team needs to own it,

381
00:13:42,040 --> 00:13:44,680
not as a side project, but as a dedicated responsibility.

382
00:13:44,680 --> 00:13:47,640
They track PCS targets, manage certification pipelines,

383
00:13:47,640 --> 00:13:49,680
monitor renewal windows, and flag issues

384
00:13:49,680 --> 00:13:50,960
before they become problems.

385
00:13:50,960 --> 00:13:53,320
If nobody owns the program, the program drifts.

386
00:13:53,320 --> 00:13:55,000
Finally, financial tracking.

387
00:13:55,000 --> 00:13:56,960
You need to know what you're earning from incentives,

388
00:13:56,960 --> 00:13:58,600
co-sell, and marketplace.

389
00:13:58,600 --> 00:14:01,320
And you need to measure that against your program investment

390
00:14:01,320 --> 00:14:02,840
because the investment is real.

391
00:14:02,840 --> 00:14:04,320
Here's the cost reality.

392
00:14:04,320 --> 00:14:08,160
Per designation, you're looking at roughly $100,000 to $200,000

393
00:14:08,160 --> 00:14:10,680
per year when you factor in skilling, certifications,

394
00:14:10,680 --> 00:14:11,880
and sales motions.

395
00:14:11,880 --> 00:14:16,280
All six designations, $800,000 to $1.5 million annually.

396
00:14:16,280 --> 00:14:17,880
That's not Microsoft's fee.

397
00:14:17,880 --> 00:14:20,360
It's the total cost of maintaining the capability.

398
00:14:20,360 --> 00:14:21,840
But the return is real too.

399
00:14:21,840 --> 00:14:23,720
It comes from incentive eligibility,

400
00:14:23,720 --> 00:14:26,320
co-sell deal velocity, and premium pricing

401
00:14:26,320 --> 00:14:28,920
from designation-backed credibility.

402
00:14:28,920 --> 00:14:31,680
The partners who track this know exactly what they're earning

403
00:14:31,680 --> 00:14:34,760
and can make informed decisions about where to invest more.

404
00:14:34,760 --> 00:14:36,720
Now, there are some 2026 operational

405
00:14:36,720 --> 00:14:38,400
must-haves you need to be on top of.

406
00:14:38,400 --> 00:14:39,960
Security compliance is first.

407
00:14:39,960 --> 00:14:42,160
MFA for all admins and a security contact

408
00:14:42,160 --> 00:14:43,360
set in partner center.

409
00:14:43,360 --> 00:14:44,600
Microsoft is enforcing this.

410
00:14:44,600 --> 00:14:46,640
And if you're not compliant, you risk losing access

411
00:14:46,640 --> 00:14:48,280
to incentives and program benefits.

412
00:14:48,280 --> 00:14:50,400
Next, make sure your partner location ID is correct

413
00:14:50,400 --> 00:14:52,160
in your CSP distributor portal.

414
00:14:52,160 --> 00:14:54,160
This sounds like a small detail, but it's not.

415
00:14:54,160 --> 00:14:57,280
A wrong ID means lost recognition for your customer transactions,

416
00:14:57,280 --> 00:15:00,160
no points, no incentives, no credit for the business

417
00:15:00,160 --> 00:15:01,320
you're already doing.

418
00:15:01,320 --> 00:15:03,040
Check it and fix it if it's wrong.

419
00:15:03,040 --> 00:15:06,040
And quarterly PCS reviews track your score across performance,

420
00:15:06,040 --> 00:15:07,880
skilling, and customer success metrics.

421
00:15:07,880 --> 00:15:10,120
Don't wait until renewal to find out your short,

422
00:15:10,120 --> 00:15:12,280
review it every quarter, identify gaps,

423
00:15:12,280 --> 00:15:13,960
and build a plan to close them.

424
00:15:13,960 --> 00:15:16,080
Without this engine, you're flying blind.

425
00:15:16,080 --> 00:15:19,320
And Microsoft's program is too complex to navigate by instinct.

426
00:15:19,320 --> 00:15:21,440
The partners who treat it as a system to be managed,

427
00:15:21,440 --> 00:15:24,840
not a checklist to be completed, are the ones who pull ahead.

428
00:15:24,840 --> 00:15:26,240
The 90-day action plan.

429
00:15:26,240 --> 00:15:29,160
Most partner strategies fail because they are too theoretical.

430
00:15:29,160 --> 00:15:30,280
So here's something concrete.

431
00:15:30,280 --> 00:15:31,760
Here's what you do Monday morning.

432
00:15:31,760 --> 00:15:34,680
Week one, audit your current PCS across your target solution

433
00:15:34,680 --> 00:15:35,240
areas.

434
00:15:35,240 --> 00:15:37,160
Open partner center, look at your scores,

435
00:15:37,160 --> 00:15:38,240
and identify the gaps.

436
00:15:38,240 --> 00:15:39,720
Where are you below 70 points?

437
00:15:39,720 --> 00:15:41,480
Which metrics are dragging you down?

438
00:15:41,480 --> 00:15:42,080
Write it down.

439
00:15:42,080 --> 00:15:43,040
That's your baseline.

440
00:15:43,040 --> 00:15:45,080
Week two, map your existing customer base

441
00:15:45,080 --> 00:15:46,400
to your revenue streams.

442
00:15:46,400 --> 00:15:48,320
Which customers are driving your best margins?

443
00:15:48,320 --> 00:15:49,640
What workloads are they consuming?

444
00:15:49,640 --> 00:15:51,600
That tells you which designations actually

445
00:15:51,600 --> 00:15:53,120
align to your business.

446
00:15:53,120 --> 00:15:53,960
Don't guess.

447
00:15:53,960 --> 00:15:54,920
Use the data.

448
00:15:54,920 --> 00:15:58,040
Week three, get your marketplace offer published or updated.

449
00:15:58,040 --> 00:15:59,840
At minimum, make it transactable.

450
00:15:59,840 --> 00:16:02,920
If you don't have an offer on Azure Marketplace or AppSource,

451
00:16:02,920 --> 00:16:03,880
start the process.

452
00:16:03,880 --> 00:16:05,960
If you have one, but it's not co-cell validated

453
00:16:05,960 --> 00:16:07,360
or MAC eligible, fix that.

454
00:16:07,360 --> 00:16:09,840
This is the piece that unlocks everything else.

455
00:16:09,840 --> 00:16:12,000
Month two, build your co-cell assets.

456
00:16:12,000 --> 00:16:14,160
One, page, case study, ROI model.

457
00:16:14,160 --> 00:16:16,800
Get your co-cell validation completed in partner center.

458
00:16:16,800 --> 00:16:19,080
This is the work that makes it easy for Microsoft sellers

459
00:16:19,080 --> 00:16:20,400
to bring you into deals.

460
00:16:20,400 --> 00:16:21,520
Most partners skip it.

461
00:16:21,520 --> 00:16:22,720
Don't be most partners.

462
00:16:22,720 --> 00:16:25,760
Month three, establish your operational cadence.

463
00:16:25,760 --> 00:16:28,440
Partner center reviews, certification pipeline,

464
00:16:28,440 --> 00:16:29,880
quarterly PCS tracking.

465
00:16:29,880 --> 00:16:32,160
This is the engine that keeps everything running.

466
00:16:32,160 --> 00:16:34,520
The partners who execute this 90-day plan

467
00:16:34,520 --> 00:16:36,600
will be in a fundamentally different position

468
00:16:36,600 --> 00:16:38,440
by Q4 than those who wait.

469
00:16:38,440 --> 00:16:39,560
The window is narrowing.

470
00:16:39,560 --> 00:16:42,120
The 2026 requirements are already in effect

471
00:16:42,120 --> 00:16:44,200
and the time to act is now.

472
00:16:44,200 --> 00:16:45,240
Here's the bottom line.

473
00:16:45,240 --> 00:16:47,480
Those four pillars aren't four separate initiatives.

474
00:16:47,480 --> 00:16:50,360
They're one integrated strategy and they only work together.

475
00:16:50,360 --> 00:16:53,080
A designation without a co-cell motion is just a badge.

476
00:16:53,080 --> 00:16:55,720
Co-cell without marketplace stays limited in scale.

477
00:16:55,720 --> 00:16:57,840
Marketplace without the operational engine

478
00:16:57,840 --> 00:16:59,280
leaks value every time.

479
00:16:59,280 --> 00:17:00,360
None of them stand alone.

480
00:17:00,360 --> 00:17:02,640
The partners winning in 2026 are the ones

481
00:17:02,640 --> 00:17:05,760
who treat the Microsoft partner program as a business system.

482
00:17:05,760 --> 00:17:07,240
Not a compliance checklist.

483
00:17:07,240 --> 00:17:08,800
They invest in the right designations,

484
00:17:08,800 --> 00:17:11,000
build a co-cell motion that actually works,

485
00:17:11,000 --> 00:17:12,800
make marketplace a real sales channel

486
00:17:12,800 --> 00:17:15,120
and put the operational engine behind it all.

487
00:17:15,120 --> 00:17:17,600
Start with the 90-day plan, own the four pillars,

488
00:17:17,600 --> 00:17:20,520
build the engine that runs without you chasing every deal.

489
00:17:20,520 --> 00:17:22,120
If you want to dig deeper into any of these,

490
00:17:22,120 --> 00:17:23,840
drop a comment, I read everyone.