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Microsoft's FY22 Business Applications Market Strategy: More support, higher expectations

by Tony Castellano
VP of Sales, Western Computer

For Microsoft's fiscal year 2022 (FY22), the go to market strategy for Business Applications includes a heavy emphasis on the Digital Sales Teams and the segmentation and verticalizations of the Enterprise market. We can expect to see new selling tools and technology, a reenforced global team to support sellers, and ambitious new goals aimed at accelerating market share gains.

Enterprise acceleration

Microsoft has added two additional tiers to their SMC designations, Major and Strategic. They have improved the ratio of Field Sellers to accounts and aligned sellers by industry prioritized scenarios which fuel their Sales Plays. Target industries include Retail and Consumer Packaged Goods, Manufacturing, Health Care, Banking and Financial Services, and more.

Microsoft has made additional funding programs available around presales accelerator activities like Catalyst Envisioning Workshops and even post-implementation funds for larger customers still in deployment. Microsoft has also added additional teams around cloud acquisition and concierge programs to enable partners to improve engagements across Microsoft sales and support teams.

Digital sales (SMB)

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About Tony Castellano

As Vice President of Sales at Western Computer, I am responsible for managing a team of Cloud Transformation Specialist and Customer Success Managers serving our Microsoft Dynamics customers in North American and across the world. Our mission is to assist companies with their technology transformations and to establish long-term trusted customer relationships. We support the Dynamics 365 Platform including Finance and Supply Chain Management, Business Central, Customer Engagement, Project Operations, Power Platform, and Azure cloud hosting for customers in the Wine and Spirits distribution, BioTech/Life Sciences, Field Service & Equipment Rentals, and Omni-Channel consumer packaged goods industries.

I am passionate about the customer experience, mentoring and coaching, and outdoor time with family.