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Bigger cloud deals and disciplined M&A: New comments from Microsoft Commercial CFO Dave O'Hara

by Jason Gumpert
September 05 2022

Microsoft’s commercial business depends on cloud-based growth, and the company’s Commercial CFO, Dave O'Hara, speaking to analysts at a recent event, described ways that the company is embracing a growing mix of offerings aimed to drive large, long-term cloud commitments from customers on everything from infrastructure and platform services through business applications and productivity solutions.

For example, he explained that Microsoft’s message to the market on cloud revenue is increasingly focused on long-term commitment from organizations across a broad range of services and products.

When we go in and make a pitch to a customer, we talk about all the offerings that we have in Azure, as you noted is, you know, a good entree because it's infrastructure. And at some level the companies are better off starting there, but there are so many offerings beyond that: Power Apps, Dynamics, any of the database offerings. And so we really look at it. I think that's the reason they want to sign a long-term relationship. One is not only do they get a better deal, two is they get more, more of a roadmap and they can understand where they're going long term, as opposed to just doing a transaction. So it's really about a deep partnership. We have that conversation with lots and lots of customers, and I get involved in lots of deals as well.

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About Jason Gumpert

As the editor of, Jason oversees all editorial content on the site and at our events, as well as providing site management and strategy. He can be reached at

Prior to co-founding, Jason was a Principal Software Consultant at Parametric Technology Corporation (PTC), where he implemented solutions, trained customers, managed software development, and spent some time in the pre-sales engineering organization. He has also held consulting positions at CSC Consulting and Monitor Group.

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