Partnering in

the age of AI
AI Transformation Partner Playbook
Updated on November 13, 2023

© 2023 Microsoft Corporation

Table of contents INTRODUCTION MARKET TOGETHER

Foreword 3 Demand generation 34

Partners make more possible 4 Marketplace 35

Industry use cases 37

OVERVIEW Case studies | Startup partners 50

AI strategic pillars 6 Case studies | ISV partners 55

Microsoft Copilot 7 Case studies | Services partners 60

Azure AI 8 Azure GTM evidence initiative 65

Azure OpenAI Service 9

Responsible AI 10 SELL TOGETHER

Foundations for AI success 11 AI sales assets 68

AI partner practice framework 13 Azure Innovate | Partner Led 69

Sales guidance | Copilot 72

INNOVATE TOGETHER Sales guidance | AI 79

AI transformation 15 Sales guidance | Infra and database 81

Skilling 16 Sales guidance | Analytics 82

Access Azure OpenAI Service 18 Sales guidance | Apps 84

AI Startups 19

ISV Success 20

Monetize your IP | Blueprint for success 22

Monetize your IP | Partner stories 23

Monetize your services | Blueprint for success 27

Monetize your services | Partner stories 28

2
INTRODUCTION How to use this guide
Foreword The AI Transformation Partner Playbook is designed to empower you to build and grow your AI transformation practice. The “Overview” section introduces the Microsoft
AI strategic pillars. “Innovate Together” guides you through AI skilling through blueprints to monetize your IP and monetize your services. Use the “Market Together”
Partners make more possible
section to learn more about demand generation materials, Marketplace, and Azure OpenAI Service case studies to drive your customers’ imaginations. Finally, leverage
OVERVIEW
the “Sell Together” section to move the needle on customer opportunities with the latest sales assets, information on Azure Innovate, and sales guidance to help you
capitalize on the excitement around generative AI. The menu to the left is clickable, for easy navigation.
INNOVATE TOGETHER
No matter where you are in your AI transformation journey, the AI Transformation Partner Playbook will empower you to accelerate innovation and grow your AI practice.
MARKET TOGETHER

SELL TOGETHER “While the role of Microsoft partners has always been
foundational to our shared success, the growth and adoption "We're thrilled to release the AI Partner playbook, offering practical insights and strategies to
of new AI technologies has highlighted our partners’ capitalize AI Transformation opportunity. Together with our partners, we are pioneering
importance in empowering every person and every industry-leading AI solutions and services, powered by Microsoft AI, to unlock value across
organization on the planet to achieve more. We’ve created diverse industries and accelerate customers’ AI transformation.
this playbook to help drive your AI transformation practice The playbook empowers partners with proven practices to Monetize AI including building
and accelerate our shared success.” Microsoft’s Center of Excellence and copilots, building on top of their own differentiated
Julie Sanford, VP, Partner GTM, Programs and Operations domain expertise, delivery capabilities, and intellectual property. As next steps, we are excited
to build AI-driven future and create significant business, economic, and social value, together
with our partners in this new era of AI.”
“AI is dynamically evolving at an unprecedented pace, quickly
Simran Sachar, Director Data & AI and Digital & App Innovation
transforming how our customers do business. The special
relationship Microsoft has with our partner ecosystem fuels
this exciting momentum. Our partners, are at the forefront of
helping to make AI real for customers - bringing responsibly “We continue to see phenomenal momentum across our industry powering AI innovation.
developed AI-driven solutions and services into the realm of Partners are the heart of that momentum for Microsoft, across services and solutions.
everyday life. As a former Microsoft partner myself, tools like
As this nascent technology changes our shared industries and enables new possibilities in
this playbook were invaluable to building a Data and AI
every corner of the world, we too much adapt and shift to meet the new era. Leverage this
practice. I hope you find it as valuable to your business.
guide to help you start your new AI practice, grow your existing practice, or fine-tune your AI
Together, we hold the potential to reshape industries, foster
Center of Excellence.
economic growth, and importantly, build a future where
technology benefits every individual and organization.” We couldn’t do it without you. To put it simply: partners make more possible”

Dan Houdek, Data, AI, and Analytics Partner Ecosystem Marketing Lead Chris Shirley, Global Partner Strategy Lead - AI

3
INTRODUCTION Microsoft AI partners make more possible
Foreword

Strategic partner themes AI use case Proof points | Economics | Evidence

Partners make more possible

OVERVIEW
AI Startups (B2B, B2C) Enhance patient 1 BeeKeeperAI.com, fully built on Azure, provides a healthcare-specific confidential compute platform for
Disrupting and transforming engagement or journey organizations wanting to validate and develop algorithms for patient care.
INNOVATE TOGETHER
business models
MARKET TOGETHER Elevate the shopping 2 Haut.AI uses Azure Machine Learning to power their innovative SaaS product that automates the collection of
experience high-quality skin data, pairing customers with the right luxury cosmetics.
SELL TOGETHER
Secure multicloud 3 BlinkOps.com, built using Azure OpenAI Service, helps companies overcome the challenges of talent scarcity and
environments operational efficiency with a no-code/low-code security automation platform, powered by generative AI.

Human-like
4 DeepBrain.io, powered by Azure OpenAI Service and ChatGPT, offers engaging, enhanced customer support
interactions@
experiences using AI avatars. The result is increased customer satisfaction and brand loyalty.

ISVs AI-powered apps 5 CallMiner expanded its use of Microsoft Azure AI and ML as a Microsoft partner to upgrade its offering and help
Monetizing AI IP— customers realize ROI across a range of use cases, elevating conversation intelligence from the contact center
SaaS apps, workflow to the C-Suite, including contact center efficiency, customer experience, and business performance improvement.
automation/business
process transformation AI-driven automation 6 ServiceNow announced integration with Azure OpenAI Service to add new generative AI capabilities
for the Now Platform to help deliver faster, more intelligent workflow automation.

Services AI apps 7 Partnering with EY on multiple generative AI use cases to help transform business process and industries.
The generative AI chatbot powered by Azure OpenAI Service as part of a next-gen payroll platform is expected to
Monetizing AI services—
enhance both employee satisfaction (CSAT) and first contact resolution (FCR) key performance indictors (KPIs) by
boardroom, rooms of the greater than 50%, assisted by an initial result of 93% correct first-time answer ratio.
house with advisories,
GSIs/SIs AI art of the possible, 8 Crayon delivered POC/MVP using Planetary Computer and Azure Machine Learning to address the challenge
MVPs of forest degradation in Mu Cang Chai forest for NGO Aiforgood Asia. The proof of concept utilized remote
sensing and ML to detect illegal cardamon cultivation in satellite imagery.

4
Overview

5
INTRODUCTION Leading the era of AI together
OVERVIEW Investing to help you innovate, market, and sell your AI-powered solutions
AI strategic pillars
With the world changing, technology advancing, and the potential for real, meaningful impact, the opportunity is yours to lead the AI transformation. Microsoft is here to
Microsoft Copilot help take your organization and customers into the era of AI with the Microsoft Cloud.
Azure AI
We’ve invested in fueling AI innovation for years. Just as we’re trusted by AI leaders such as OpenAI, we’re ready to help you leverage AI to accelerate and achieve your
Azure OpenAI Service
business outcomes.

Responsible AI

Foundations for AI success

Power AI transformation with the Microsoft Cloud Partner success
AI partner practice framework

INNOVATE TOGETHER Amplify human ingenuity with a Connects to:

• Modern Work Core Solution Area conversation
MARKET TOGETHER
copilot for everyone. • Biz Apps Core Solution Area conversation
• Security Core Solution Area conversation Innovate
SELL TOGETHER
• Azure Core Solution Area conversation together

Deliver transformational experiences Connects to:

• Azure Core Solution Area conversation
by building your own intelligent apps. • Build and Modernize AI Apps solution play
• Cloud-Scale Analytics solution play

Sell Market
Safeguard your business and data Connects to: together together
• Security Core Solution Area conversation
with the most trusted AI platform. • Azure Core Solution Area conversation
• Responsible AI topic

Microsoft AI Cloud Partner Program + investments

6
INTRODUCTION A copilot for every Microsoft Cloud experience
OVERVIEW Amplify human ingenuity with the AI-powered future of work
AI strategic pillars

Microsoft Copilot
Every Functional Security and Developers and
employee business roles IT professionals data professionals
Azure AI

Azure OpenAI Service

Responsible AI
Microsoft 365 Copilot Microsoft Sales Copilot Microsoft Security Copilot GitHub Copilot
Foundations for AI success Works alongside you Maximize productivity Defend at machine Increase developer
AI partner practice framework
in the apps you use with the AI assistant speed with Microsoft productivity to
every day. designed for sellers. Security Copilot. accelerate innovation.
INNOVATE TOGETHER
Learn more > Learn more > Learn more > Learn more >
MARKET TOGETHER

SELL TOGETHER
Bing Chat Enterprise Dynamics 365 Copilot Power Platforms Copilot
AI-powered chat Turbocharge your Imagine it, describe it,
with commercial workforce with a copilot and Power Platform
data protection. for every job role. builds it.

Learn more > Learn more > Learn more >

Windows Copilot Copilot for Microsoft Fabric

The first centralized Infusing the power of
AI assistance large language models
on a platform. into Power BI.

Details coming soon Learn more >

7
INTRODUCTION What is Microsoft Azure AI?
OVERVIEW

AI strategic pillars

Microsoft Copilot

Applications Partner solutions

Azure AI

Business
Azure OpenAI Service
users

Responsible AI Application platform

AI Builder Power BI Power Apps Power Automate Power Virtual Agents
Foundations for AI success

AI partner practice framework

INNOVATE TOGETHER Scenario-based services

Azure AI Services
MARKET TOGETHER Bot Service Cognitive Search Form Recognizer Video Indexer Metrics Advisor Immersive Reader

SELL TOGETHER

Developers and
Customizable AI models data scientists
Azure AI Services
Vision Speech Language Decision Azure
OpenAI Service

ML platform Azure Machine Learning

Almost 4,000 partners More than 10,000 partners More than 14.1k participants
transacting on Azure transacting on Azure AI from 3,000 partners attended
OpenAI Service Azure AI Skill Up bootcamps
8
INTRODUCTION What is Azure OpenAI Service? Infuse generative AI in your apps with the right integrations.
OVERVIEW
Azure Open AI Service allows developers to use large language
AI strategic pillars
generative AI models for enterprise-grade applications. Developers
Microsoft Copilot can apply these coding and language models to a variety of uses cases,
such as writing assistance, content generation, code generation, .
Azure AI
summarization, and more.
Azure OpenAI Service
With access to tools, services, and guidelines, we can support
Responsible AI empowering impactful AI practices to help you use AI responsibly while
preserving data privacy, transparency, and trust.
Foundations for AI success

AI partner practice framework

INNOVATE TOGETHER

MARKET TOGETHER
GPT-4 ChatGPT DALL·E
(GA) (GA) (Preview)
SELL TOGETHER

Generate and Generate and personalize Generate images

understand text conversations from text prompts

Deployed in your Azure subscription, Some AI models custom- Enterprise-grade security with
secured by you, and tied to your tunable with your data and role-based access control (RBAC)
datasets and applications. hyperparameters. and private networks.

Large, pretrained AI models to Built-in responsible AI to detect

unlock new scenarios. and mitigate harmful use.

9
INTRODUCTION Responsible AI
OVERVIEW Build a future where AI advances and benefits society
AI strategic pillars
As technology change accelerates, the work to govern AI responsibly must
Microsoft Copilot keep pace with it.

Azure AI
At Microsoft, we’re committed to the advancement of AI driven by principles
Azure OpenAI Service that put people first, from assessment through development and deployment.

Responsible AI When building responsible AI and an AI practice, these principles ground

development and advancement so we can all build a future in which AI
Foundations for AI success
advances and benefits society.
AI partner practice framework

INNOVATE TOGETHER

MARKET TOGETHER Microsoft responsible AI principles

SELL TOGETHER
Fairness: AI systems must be developed to treat all people fairly. Responsible AI resources
Reliability and safety: AI systems must be designed to perform reliably Explore resources designed to help you responsibly
and safely. use AI at every stage of innovation—from concept to
development, deployment, and beyond.
Privacy and security: AI systems must comply with privacy laws.
Inclusiveness: AI systems must be designed to address a broad range of Discover more >
human needs and experiences.
Transparency: AI system behavior and functional components Additional resources
should be understood so that people can identify potential issues
• Discover the best ways to integrate AI into your business
or unintended outcomes.
• “Governing AI: A Blueprint for the Future” eBook
Accountability: People who design and deploy AI systems must be
accountable for how their systems operate. • Building and using generative AI responsibly with Microsoft Azure

• MS Learn course: Develop Generative AI solutions with Azure

OpenAI Service
10
INTRODUCTION Building a foundation for AI success
OVERVIEW A leader’s guide
AI strategy
AI strategic pillars A systematic, customer-
In an era of unprecedented advancements in technology, data availability, and centric approach to AI that
Microsoft Copilot the integration of artificial intelligence (AI), we’re living in a new era with includes applying the right
transformative forces across industries. model to the right use case
Azure AI
and experience in building,
Azure OpenAI Service
The power of AI and its ability to enhance decision-making, drive innovation, testing, and realizing AI
and unlock new opportunities is here, but also opens the door to questions: value across multiple
Responsible AI business units, use cases,
• How can these technologies help my organization thrive? and dimensions.
Foundations for AI success

• How should I organize for optimal impact?

AI partner practice framework
BUSINESS STRATEGY
INNOVATE TOGETHER
• How can I use these technologies in a way that promotes trust?

MARKET TOGETHER • Where do I go from here?

TECHNOLOGY STRATEGY
SELL TOGETHER • What does success look like?

Realizing the potential of AI requires more than just deploying sophisticated

AI STRATREGY AND EXPERIENCE
algorithms and models. It necessitates the construction of a robust and strategic
foundation upon which AI success can be built to succeed.

ORGANIZATION AND CULUTRE

77% of mature organizations are

adopting an AI-first strategy,
AI GOVERANCE

systematically considering AI
for every use case.*

*Gartner. “AI-First Strategy Leads to Increasing Returns.” August 14, 2023.

11
INTRODUCTION Building a foundation for AI success
OVERVIEW Getting started | Guidance to define an AI strategy and roadmap
AI strategic pillars

Microsoft Copilot BUSINESS STRATEGY ORGANIZATION AND CULTURE

Azure AI • Define and prioritize business objectives, such as customer experience, productivity, • Define your operating model for AI.
revenue growth, employee experience, and other key goals. • Secure—or develop a plan to secure—leadership support backed
Azure OpenAI Service • Determine how you will measure the value of those objectives. by resources.
• Identify and prioritize AI use cases that support your goals. • Develop strong relationships with a diverse range of subject matter
Responsible AI
• Build a portfolio management plan to help guide your investments. experts in the business.
Foundations for AI success • Strengthen your organization’s ability to manage change.
• Identify and implement the right learning and skill-building paths.
AI partner practice framework TECHNOLOGY STRATEGY
• Approach AI as a sustainable capability within your organization
INNOVATE TOGETHER
and culture.
• Based on your top priority use cases, determine whether to buy, modernize, or build applications.
• Assess whether you have the infrastructure for AI applications to access data securely, quickly,
MARKET TOGETHER
and at scale. AI GOVERNANCE
SELL TOGETHER • Consider the scalability and performance implications of hosting data and AI applications
on-premises or in the cloud. • Review and share resources on responsible use of AI to identify
• Ensure your cloud infrastructure is built to run large AI workloads and deliver reliability at scale. the models and approaches that best suit your organization.

• Evaluate your organization’s Zero Trust security posture. • Consider the enablement model that best fits your needs, such
as hub-and-spoke, centralized, or distributed.
• Explore how to use AI to improve security for deploying and protecting organizational assets,
developing and maintaining policies and procedures, and monitoring and responding to • Consider the principles of secure AI and how to ensure your data
incidents or emerging threats. is protected end to end from platform to applications and users.
• Consider the processes, controls, and accountability mechanisms
that may be required to govern the use of AI and how AI may
AI STRATEGY AND EXPERIENCE affect data privacy and security policies.

• Familiarize yourself with generative AI use cases and how they might support your business needs.
Download the white paper>
• Develop a systematic process to consider AI for every use case.
• Assess the number of business units and processes, length of time in production, and age of
deployments in your organization to reveal patterns that may point to opportunities or blockers. Read the blog + learn more>
• Build intelligent apps on your data to improve the intelligence and relevance of model outputs.
• Consider using Microsoft 365 Copilot or build your own copilot to accelerate learning and time to value.

12
INTRODUCTION AI partner practice framework
OVERVIEW Steps to mastering your AI Center of Excellence (CoE)
AI strategic pillars

Microsoft Copilot
1 DEMONSTRATE COMMITMENT TO SOLUTION 3 BUILD CAPACITY
Azure AI
• Focus on internal consumption—be customer zero. • Develop services offerings.
Azure OpenAI Service • Deploy and utilize Microsoft 365 Copilot. • Envisioning workshops
• Build internal “Chat GPT-like” experience. • Art of the possible, defining use-cases
Responsible AI
• Planned implementation with architecture and timeline

2
Foundations for AI success • Copilot development or application augmentation and
BUILD CAPABLITIY completion of MVP
AI partner practice framework
• Build longer-term services
• Define location/geography to focus initial practice and building
INNOVATE TOGETHER efforts. • Envisioned copilots, accomplish application
augmentation
• Define team structure.
MARKET TOGETHER

SELL TOGETHER
•
•
Executive sponsor
Specialized seller
4 DRIVE CO-SELL CAPACITY

• Pre-sales architect and pure seller roles • GTM paths

• Delivery • Co-sell with Microsoft
• Developers and data scientists • Promote capability and solutions with Microsoft
field in key areas
• Define training paths
• Beginner, intermediate, delivery-capable
• Assign and track completion 5 EXPAND SUCCESS

• Complete Microsoft-led opportunities

• Identify new geographies to expand to and repeat.
• Engineering-led, GPS-led
• Develop global Center of Excellence (CoE).
• Achieve Data & AI designation • Co-sell with Microsoft
• Achieve Build & Modernize AI Apps specialization • Promote capability and solutions with Microsoft
field in key areas

6 MAXIMIZE REVENUE OPPORTUNITIES

13
Innovate together

14
INTRODUCTION Investing in AI transformation today
OVERVIEW The modern business advantage: Uncovering deep insights with AI
INNOVATE TOGETHER
Organizations around the world have come to recognize AI as the transformative technology that enables them to gain real business advantage.
AI transformation AI’s ability to organize vast quantities of data allows those who implement it to uncover deep business insights, augment human expertise, drive
operational efficiency, transform their products, and better serve their customers.
Skilling

Access Azure OpenAI Service

The world is changing with new forces AI technology is here now— The potential for meaningful
AI Startups
driving innovation every day. not five years from now. business impact is real.
ISV Success

Microsoft is fueling AI innovation.

Monetize your IP | Blueprint for success

Monetize your IP | Partner stories

Monetize your services | Blueprint for success Decades of research Committed to advancing Secure from Reliability and performance Trusted by AI leaders
& development responsible AI the start at scale for large AI models like OpenAI
Monetize your services | Partner stories

MARKET TOGETHER

SELL TOGETHER

With the Microsoft Cloud, we can help customers and partners harness AI to drive
value faster and shape the future of their industries. Infrastructure

Trusted
• Amplify human ingenuity with a copilot for everyone. Security Digital and app
innovation

Microsoft
• Deliver transformational experiences by building your own intelligent apps. Cloud

Co
m pr ve
e h e n si
• Safeguard your business and data with the most trusted AI platform. Business
applications
Data and AI

Modern work

Industry clouds
15
INTRODUCTION Adding value to the organization
OVERVIEW Become Microsoft Certified
INNOVATE TOGETHER

AI transformation

Skilling

AI Fundamentals AI Engineering Data Science and

Access Azure OpenAI Service
Machine Learning
AI Startups

ISV Success
Understand core concepts Develop AI apps Train and manage
and AI services with C# or Python machine learning models
Monetize your IP | Blueprint for success

Monetize your IP | Partner stories

• Understand core AI concepts including • Considerations for AI development • Understand ML basics
Monetize your services | Blueprint for success responsible AI
• Provision and manage Azure Cognitive • Train models with Azure ML
• Use low-code ML tools Services
Monetize your services | Partner stories
• Work with data in Azure ML
• Use computer vision services • Process text
MARKET TOGETHER • Work with compute in Azure ML
• Use natural language processing services • Process speech
SELL TOGETHER • Optimize models with Azure ML
• Use decision support services • Build natural language models
• Deploy and consume models with
• Use knowledge mining/search services • Build conversational AI bots Azure ML
• Implement Computer Vision/OCR • Implement MLOps with Azure ML
and GitHub
• Build document intelligence solutions
• Implement ML with Azure Databricks
• Implement knowledge mining

AI-900: Azure AI Fundamentals AI-102: Azure AI Engineer DP-100: Azure Data Scientist

16
INTRODUCTION Grow your expertise
OVERVIEW Collection of learning resources
INNOVATE TOGETHER

AI transformation BEGINNER INTERMEDIATE ADVANCED

Skilling
• What is Azure OpenAI Service? Features, • Offline training: Develop Generative AI • Learn more in the Azure OpenAI Service
Access Azure OpenAI Service access, key concepts, and more solutions with Azure OpenAI Service— Workshop: GitHub
Training | Microsoft Learn
AI Startups • Offline training: Introduction to Azure • Open AI Cookbook
OpenAI Service • Offline training: Deriving business value
ISV Success from AI | Transform your business with • Compare models and use cases
• Videos: OpenAI Studio in Microsoft Microsoft AI | Microsoft Learn
Monetize your IP | Blueprint for success Azure and Unlock new scenarios with Azure • Start experimenting and developing your MVP
OpenAI Service • How-to guides: Generate embeddings and • Get support and help
Monetize your IP | Partner stories
Fine-tune your model
• Reading: Quickstarts, API reference— • Azure Depth Hub
Monetize your services | Blueprint for success Azure Cognitive Services Azure OpenAI • Tutorial: Embeddings and document search
Servicer • 3-day on-demand technical depth skilling
Monetize your services | Partner stories • Azure OpenAI Service Technical workshops with labs:
• Solution Accelerators: Azure OpenAI walkthrough video and notebooks
MARKET TOGETHER Service Solution Accelerators • Innovate with AI using Azure OpenAI
• Use your model for society’s benefit: Service Models Technical Workshop
SELL TOGETHER • Explore the playground and Responsible AI (coming soon)
customization: Azure OpenAI Studio
• How your/your customer data is processed, • ML and ML-Ops with Azure Machine
• Dive right in: QuickStarts used, and stored in Azure OpenAI Service: Learning Service and Azure DevOps
Data, privacy and security Workshop (coming soon)
ADDITIONAL RESOURCES • Video: Document analysis • Enlighten Your Apps with Cognitive
• Sales Enablement Hub Capabilities and AI Services Workshop
(coming soon)
• Build next-generation, AI-powered • Models to try out: GPT-3.5, GPT-4, and
applications on Microsoft Azure DALL-E*
*Depends on models approved in your subscription.
• Azure OpenAI ChatGPT announcement Updated on May 1, 2023.

• Applied AI Tech blog – Revolutionize your

Enterprise Data with ChatGPT
17
INTRODUCTION Begin your Azure OpenAI Service access journey
OVERVIEW Register for approval to access
INNOVATE TOGETHER

AI transformation

Skilling

Access Azure OpenAI Service

AI Startups

ISV Success
Apply Explore Questions
Monetize your IP | Blueprint for success

Monetize your IP | Partner stories

Request access to Limited access to Limited Access FAQ
Monetize your services | Blueprint for success
Azure OpenAI Service Azure Open AI Service framework
Monetize your services | Partner stories

MARKET TOGETHER

SELL TOGETHER

Use Azure OpenAI Service limited access text and code

and/or DALL·E 2 text-to-image models.

18
INTRODUCTION Building the future
OVERVIEW

Today, Microsoft is leading the way when it comes to AI technological advancement and mindshare, More about Microsoft for Startups
INNOVATE TOGETHER
largely because we brought generative AI models to the masses. Through partnerships with OpenAI
AI transformation and strategic startup organizations, Microsoft for Startups has attracted a portfolio of bleeding-edge
startups that are building and creating new businesses with foundation models and diffusion models.
Skilling

Access Azure OpenAI Service

Click below to connect with companies that are ready to get to work today on AI transformation.

AI Startups

ISV Success

Monetize your IP | Blueprint for success

Monetize your IP | Partner stories

Typeface Neuron7 GradientJ Pinecone Fixie.ai

Monetize your services | Blueprint for success

Monetize your services | Partner stories

MARKET TOGETHER

Snorkel AI Cranium Deeptune Weights & Biases Wallaroo.ai Microsoft for Startups Founders Hub
SELL TOGETHER

The Microsoft for Startups Founders Hub

helps startups radically accelerate
innovation by providing access to
industry-leading AI services, expert
guidance, and the essential technology
Griptape Osmos AI Squared Synthetaic Captions
needed to build a future-proofed startup.

Learn more about how Microsoft can help your AI startup grow.

Discover more >

19
INTRODUCTION ISV Success | Build + Publish
OVERVIEW Support your building, publishing, and selling software applications
INNOVATE TOGETHER
Leverage the power of the Microsoft Cloud and the commercial marketplace to accelerate your
AI transformation business. This offering, now generally available as part of the Microsoft AI Cloud Partner
Program, is designed to help you build, innovate, and grow sales.
Skilling
Getting involved is easy
Access Azure OpenAI Service

AI Startups Build
ISV Success

Monetize your IP | Blueprint for success

Have an app in B2B in focus
Monetize your IP | Partner stories development

Monetize your services | Blueprint for success

ISV success
Monetize your services | Partner stories

MARKET TOGETHER
Intend to publish in Join Microsoft
SELL TOGETHER
the marketplace AI Cloud Partner
Grow Publish
Program

What’s included
• Cloud sandbox • Find curated on-demand content tailored to Get your apps published on the
• Developer tools
app building and publishing: code samples, Microsoft commerce platform as
client libraries, reference architectures, SaaS a transactable offer.
• 1:1 consults publishing tools, and more
• A dedicated community to connect • Discover and attend office hours, events, and
with peers and Microsoft experts hackathons to speed your journey
20
INTRODUCTION ISV Success | Sell + Grow
OVERVIEW Unifying programs to better support your success
INNOVATE TOGETHER
To help reduce complexity and address the active building happening deeply across the
AI transformation Microsoft Cloud technology stack, we’re unifying several programs into one.

M365 Benefits Program and ISV Connect are both now part of ISV Success.
Multiyear investments
Skilling

Access Azure OpenAI Service

Microsoft 365 Benefits Program
AI Startups
M365 benefits program participants now gain access to cloud licenses across the
ISV Success Microsoft Cloud with Azure and Dynamics to compliment the M365 developer SKU they Year 1 | Free benefits
already enjoyed. They also gain access to best-in-class developer tools such as Visual
Monetize your IP | Blueprint for success
Studio and GitHub to accelerate building applications. Ongoing app development project
Monetize your IP | Partner stories
ISV Connect
Monetize your services | Blueprint for success
App is B2B in focus
ISV Connect participants now enjoy additional benefits to support them earlier in the
Monetize your services | Partner stories
journey, as they build and publish apps such as 1:1 technical consults and best-in-class Intent to publish to marketplace
developer tools. They also gain access to cloud licenses across the Microsoft Cloud with
MARKET TOGETHER Azure and Microsoft 365 to complement the D365 SKUs they already enjoyed.

Year 2+ | Fee-based
SELL TOGETHER

Core Package Expanded Package

Publish transactable and
Retail value US$126K US$146K drive transactions
Performance None required Proven performance Meet performance bar
Commitment Publish Publish transactable
Pay fee
Azure benefit $5K Azure $25K Azure

1:1 Technical consults 3 hours 50 hours

21
INTRODUCTION Monetize your IP | Blueprint for success
OVERVIEW Collaboration between sales, practice, and delivery
INNOVATE TOGETHER
Through collaboration and a willingness to share ideas, various members
AI transformation of the partner community have provided insights on how to best monetize
your IP with the development of your own Azure AI Center of Excellence
Plan before you begin your CoE journey
Skilling
(CoE).
Access Azure OpenAI Service
Discover their stories and take advantage of these insights as a blueprint
AI Startups to help accelerate innovation and reach more customers.
Understand Responsible AI standards and invest
ISV Success culturally across the organization.
Monetize your IP | Blueprint for success
Focus on internal skilling and development to reduce
Monetize your IP | Partner stories the skills gap.
Monetize your services | Blueprint for success Common use cases customers are Clarity on the outcome: Is it revenue, cost-savings,
Monetize your services | Partner stories exploring for Azure OpenAI Service or operational?

MARKET TOGETHER
• Decision intelligence | Insights, production, supply chain Invest necessary time and resources for legal and
IP considerations.
SELL TOGETHER
• Sentiment analysis
Establish industry focused targets, enabling reuse
• Knowledge management and enterprise search and scalable IP.
• Claims processing

• Risk and compliance Build initiatives and practices Growth in your capacity
to frame opportunities for enables new capabilities,
• Customer 360 analytics | Customer experience
the next 12 months with opening the door to
• Market share analysis differentiated solutions. co-sell opportunities.

22
INTRODUCTION Monetize your IP
OVERVIEW The CoE story of Relativity
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling From technology-assisted review to powerful analytics and visualizations, Relativity’s AI CoE focused
on changing the shape of e-discovery. Combining the best of human knowledge with the most
Access Azure OpenAI Service
advanced technology to create people-led AI—artfully designed to transform how organizations find, • Embrace pilots and explore
organize, and act on their data. generative text capabilities and
AI Startups
generate test data.
ISV Success MODEL
MODEL • Reduce harm through ethically driven
Monetize your IP | Blueprint for success AI development, provide clear and
Injecting AI into the legal process is a delicate job and Relativity keeps people at the center of their understandable results, and be
Monetize your IP | Partner stories AI development strategy. transparent about how the AI is built.
Monetize your services | Blueprint for success
Relativity's Responsible AI principles
Monetize your services | Partner stories KEY CONSIDERATIONS

MARKET TOGETHER Build AI with purpose that Champion privacy throughout the
delivers value for our customers. AI product development lifecycle. • Evaluate growing the skills and
SELL TOGETHER resources to expand data engineering
practice.
Empower our customers with Place the security of our customers’ data
clarity and control. at the heart of everything we do. • Traditional skilling paths present
challenges due to the pace of change.
Ensure fairness is front and Consider embracing the culture of
Act with a high standard of
center in our AI development. “learning by doing.”
accountability.

SUCCEEDING IN THE MARKET

SUCCEEDING IN THE MARKET

Streamlining review management Sentiment analysis leverages AI algorithms E-discovery translation that
with intuitive AI. to detect positive and negative tones and leverages the power of AI.
other emotions within data.
23
INTRODUCTION Monetize your IP
OVERVIEW The CoE story of SymphonyAI
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling SymphonyAI’s AI CoE focus is a dedicated entity driving strategy, including generative AI capabilities, across
various products. With a deep focus on industry-specific challenges, they’re pinpointing use cases where AI can
Access Azure OpenAI Service
make the most impact and bringing AI capabilities into the people workflow to unlock productivity. • Willingness to experiment and create
hub teams with vertical expertise to
AI Startups
solve last mile customer challenges.
MODEL
ISV Success MODEL
• Emphasize building core tools on top
Monetize your IP | Blueprint for success
SymphonyAI applies decades of vertical experience to build data- and domain-specific models, developing of the Azure platform.
rapid ML pipelines with deep exploration to accelerate production and create highly targeted, useful
Monetize your IP | Partner stories applications. By focusing on the fundamental datasets, algorithms, and models pretrained for specific domains • Invest the necessary time and
and applications, our verticalized approach allows for rapid scale from POC to enterprise production. resources to navigate long-form
Monetize your services | Blueprint for success
text generation.
Monetize your services | Partner stories
Rich AI for exploration
MARKET TOGETHER and discovery KEY CONSIDERATIONS

SELL TOGETHER
Precision AI SaaS
applications • Orchestrate the development of multi-
disciplinary teams within vertical team
segmentation to expediate scale.
Enterprise AI
technology
• Act like a startup and emphasize
self-teach to uplevel knowledge.

• Have a defined strategy for security

SUCCEEDING IN THE MARKET and user privacy and data.
SUCCEEDING IN THE MARKET

Retail sales with Managing regulatory compliance, risk, Manufacturing production Manufacturing yield
AI-powered shelf fraud, AML, financial crime detection, optimization and asset life
intelligence investigation, and reporting
24
INTRODUCTION Monetize your IP
OVERVIEW The CoE story of Fractal
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling At Fractal, the strategic focus is unifying the power of machine learning DevOps. Based on a foundation of
technology and responsible AI principles, the goal is to drive adoption and integrate machine learning and AI into
Access Azure OpenAI Service
existing applications to discover empowering perspectives at the convergence of AI and human insight. • It’s not a sprint. Take the time
upfront to deeply understand
AI Startups
specifications and use cases to
MODEL establish long-term goals.
ISV Success MODEL

Monetize your IP | Blueprint for success

Fractal has been working with Microsoft for over 10 years to orchestrate and power human decisions in the • Do the necessary upfront legwork
enterprise with AI-driven business intelligence and AI for sustainability and revenue growth management, to secure executive sponsorship
Monetize your IP | Partner stories conversational AI for customer service, and generative AI for sales. An emphasis on solution development and get holistic buy-in from IT and
beyond a POC to production and scale is what drives business value for organizations. LOB owners.
Monetize your services | Blueprint for success

Monetize your services | Partner stories KEY CONSIDERATIONS

Power customer decisioning
MARKET TOGETHER at speed and scale.
• Invest the necessary resources in
SELL TOGETHER
Understand how customers training, change management, and
will respond to business design for adoption.
decisions in real-time.
• Explore development that doesn’t just
All data consolidated solve for independent initiatives but is
in one place. designed for enterprise scale.

• Explore the importance of proactive

DevOps resources to manage the
SUCCEEDING IN THE MARKET
SUCCEEDING IN THE MARKET
machine learning operations lifecycle.

Content and AI-assisted sales Knowledge assistance and Creation of

proposal creation in e-commerce Customer 360 experiences custom copilots

25
INTRODUCTION Monetize your IP
OVERVIEW The CoE story of Chooch
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling Reinventing computer vision is what drives Chooch to support organizations to enable them to transform their
operations with AI vision solutions. By immediately detecting visual elements with unprecedented precision and
Access Azure OpenAI Service
comprehending their meaning, organizations can improve not only business performance but safety while • Acknowledge and accept that the
creating new revenue opportunities. technology stack is complicated and
AI Startups
AI models may work in certain
ISV Success
conditions but not all.
MODEL
MODEL
Monetize your IP | Blueprint for success • Accept that due to the nature of
An iterative process with an emphasis on knowledge transfer, learnings, and safety has enabled Chooch to
transformational AI, there will be
Monetize your IP | Partner stories create the world’s best AI vision platform that sees, comprehends, and acts without human error, fatigue or
inherent internal challenges to
distraction. Cooch’s partners and customers, through their smart factories and labs, enable conversations to
Monetize your services | Blueprint for success
overcome or could run the risk of
move to the next level with visualization, building confidence in AI. discovery projects.
Monetize your services | Partner stories

Detects, processes, and instantly KEY CONSIDERATIONS

MARKET TOGETHER
analyzes thousands of visual objects,
SELL TOGETHER images, or actions in video images.
• Lower friction for use cases and
AI vision on any device. transform complexity to simplicity
for customers.
AI vision at the edge.
• Succeed with one use case and
showcase the value of AI working,
allowing imagination to scale to 10
or 20 use cases.
SUCCEEDING IN THE MARKET
SUCCEEDING IN THE MARKET • Emphasize safety metrics and
Fire Automating routine visual Workplace safety Critical infrastructure embrace responsible AI.
detection inspection tasks at scale and security monitoring

26
INTRODUCTION Monetize your services | Blueprint for success
OVERVIEW Driving strategies to where technology is evolving
INNOVATE TOGETHER
Through collaboration and a willingness to share ideas, various members of
AI transformation
the partner community have provided insights on how to best monetize your
services with the development of your own Azure AI Center of Excellence
Plan before you begin your CoE journey
Skilling
(CoE).
Access Azure OpenAI Service
Discover their stories and take advantage of these insights as a blueprint to
AI Startups
help accelerate innovation and reach more customers. Understand Responsible AI standards and invest to
ISV Success utilize AI the right way.
Monetize your IP | Blueprint for success
Develop an internal learning path with mentorship and
Monetize your IP | Partner stories
Common use cases customers are investments in skills development.

Monetize your services | Blueprint for success exploring for Azure OpenAI Service Evaluate investments in data engineering.
Monetize your services | Partner stories
• End-to-end call center analytics
Understand how to address customer concerns related
MARKET TOGETHER to IP, copyright, and legal implications.
• Customer 360 experience with hyper-personalization
SELL TOGETHER
Take advantage of the exponential value of combining
• Business process automation AI with generative AI advancements.
• Content generation

• Summarization of conversation logs, reports, analyst articles

Build initiatives and practices Growth in your capacity
• Classification, sentiment, entity extraction, search
to frame opportunities for enables new capabilities,
• Writing assistance the next 12 months with opening the door to
differentiated solutions. co-sell opportunities.
• Conversational AI

27
INTRODUCTION Monetize your IP
OVERVIEW The CoE story of LTIMindtree
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling LTIMindtree’s AI CoE focus is around the framework of a centralized subpractice driving AI
demand generation, innovation, adoption, development, and governance of AI initiatives.
Access Azure OpenAI Service • Understanding Responsible AI
Outcome-focused | Innovate and evolve | Faster GTM | Next-gen workforce standards.
AI Startups

ISV Success
• Clarity on the outcome: Is it revenue,
MODEL
MODEL
cost-savings, or operational?
Monetize your IP | Blueprint for success
• Invest necessary time and resources
Monetize your IP | Partner stories Clusters BFS Insurance TTH Retail Manufacturing Media, Entertainment, and Hi-Tech for legal and IP considerations.
Monetize your services | Blueprint for success

Innovation Cognitive & AI Data Science Solution Gen AI Experts and Business Solutions
KEY CONSIDERATIONS
Monetize your services | Partner stories Council Architects Leads Tiger Teams Leads

MARKET TOGETHER
Demand Knowledge • How will you measure the effectiveness
management management
SELL TOGETHER Process Incubation POD Realization POD Operationalization,
of your CoE and plan and define
Training and
strategy and ideation MVP development POD productionalizaton, Democratization metrics and KPIs?
and MLOPS learning

• What’s your CoE roadmap?

Assets POD’s measurement Products and
KPIs
Algorithms Prebuilt models
accelerators
Feature stores One year/three years/five years.

Governance AI Head
Cluster Innovation Training Virtual Community • How will investments be made while
Leads Champions Champions Leads
keeping aligned to the market?

• What’s your organizational readiness

SUCCEEDING IN THE MARKET and adoption plan?

Customer 360 analytics/service Pricing recommendation Demand Campaign

recommendation engine and margin optimization forecasting effectiveness
28
INTRODUCTION Monetize your services
OVERVIEW The CoE story of TCS
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling At TCS, an AI CoE has been established to drive the overall strategy and support acceleration of its generative AI
adoption. The CoE works to address industry-specific challenges and uncover opportunities with generative AI
Access Azure OpenAI Service • Hub-and-spoke internal readiness
capabilities and solutions. The focus is on addressing real-world use cases that deliver business value.
program to develop a scalable
AI Startups
learning path.
MODEL
ISV Success
• Explore how to apply ML and deep
Monetize your IP | Blueprint for success To support the enterprise adoption of generative AI, Retail: Create designs at a lower cost, automate learning historical lessons to increase
TCS has developed an approach based on a framework digital experiences for online shopping, enhance delivery capabilities and improve the
Monetize your IP | Partner stories
for DAIS: Discovery of the right focus area; Assessment marketing and promotions, generate trend overall quality for clients.
analysis, and offer more personalized customer
of use cases; Ideation with the help of POCs to finalize
Monetize your services | Blueprint for success service.
use cases for pilots; and Strategy to adopt Azure • Invest in the necessary resources
Monetize your services | Partner stories
OpenAI Service at scale. Utilities: Enhance efficiency, better assist field and skills for data engineering—in
engineers, improve maintenance and repair particular, data scrapping.
MARKET TOGETHER Banking and Financial Services: Mitigate risks and documentation, empower customers with AI-
enhance fraud detection, improve financial advisory powered virtual assistance, and create better
SELL TOGETHER
capacity, automate back-office processes, expedite safety training. KEY CONSIDERATIONS
underwriting, generate documents faster, optimize
prices, enhance customer experience, and improve Hospitality: Streamline and personalize customer
services and content generation, develop • Ensure know-how to address customer
financial reporting.
AI-powered digital assistants to resolve issues, concerns with IP and copyright
Life Sciences and Healthcare: Improve patient improve results, and respond to customer implications as by-products of AI-
outcomes with assistive clinical trial studies, suggestions, and cross-sell more intelligently. generated data.
streamline drug discovery, foster more personalized
medicine, and enhance medical imaging. • Validate that customers in the early
stages of planning for a generative AI
SUCCEEDING IN THE MARKET journey understand the business value.

Claims processing and risk Natural language queries Sustainable supply Service desk
and compliance leveraging enterprise chains and inventory intelligence
knowledge base forecasting 29
INTRODUCTION Monetize your services
OVERVIEW The CoE story of Crayon
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling Crayon’s Data & AI practice was established to serve the increasing demand for data-driven businesses,
enabling customers to become data-driven enterprises by generating value from data with scalable
Access Azure OpenAI Service • Clearly understand and define with
platforms and AI-powered solutions.
clients’ responsible AI standards and
AI Startups
how to implement them.
ISV Success
MODEL
MODEL
• Being too general is difficult; focus on
Monetize your IP | Blueprint for success Crayon’s team structure is focused on enabling deep competency in strategic areas with experts in multiple becoming experts in certain areas.
domains: physics, biomedicine, computer science, statistics, engineering, and mathematics. This is combined with
Monetize your IP | Partner stories
deep expertise in applied AI projects such as predicative maintenance, demand forecasting, quality inspection, • Invest necessary time and resources
and human-pose recognition. in internal skilling to grow the practice.
Monetize your services | Blueprint for success

Monetize your services | Partner stories

KEY CONSIDERATIONS
MARKET TOGETHER

SELL TOGETHER • Understand the legalities around data

and establish trust and ownership.

• Build and test internally and reuse IP

to support scalability initiatives.

• Orchestrate team development where

it makes sense.

SUCCEEDING IN THE MARKET

Decision intelligence Computer vision Language technologies

Supply chain optimization, production Scene analysis and inspection, Customer service insights,
process optimization, customer insights human recognition, document analysis document processing, cognitive search 30
INTRODUCTION Monetize your services
OVERVIEW The CoE story of BJSS
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling BJSS is expanding and growing its AI Center of Excellence, which serves as the conduit to define, innovate, and
support customers with responsible AI governance practices and principles. The CoE places a high priority on
Access Azure OpenAI Service • Need clear guiding principles for
data privacy and security, ensuring that the data utilized in AI systems is handled responsibly and in compliance
governance, regulations, and
AI Startups with relevant regulations and industry standards.
compliance.
ISV Success MODEL
MODEL • Understand ownership, roles, and
Monetize your IP | Blueprint for success decision-making between those
Originated as a data science team more than seven years ago while doing AI in production, the team responsible for data and AI.
Monetize your IP | Partner stories
has evolved into a Center of Excellence focused on data and AI with resources tailored to data
Monetize your services | Blueprint for success engineers. BJSS can empower businesses to adopt AI at scale, enabling them to generate new revenue
KEY CONSIDERATIONS
streams, increase margins, and enhance customer satisfaction.
Monetize your services | Partner stories

• Early in the customer journey, establish

MARKET TOGETHER Adopt AI: For customers new to AI, BJSS helps identify relevant opportunities and validates
a relationship with security teams to
them through rapid experimentation, focusing on bottom-line impact.
SELL TOGETHER prevent downstream impacts or
Deliver value with AI: For customers confident in AI’s potential, BJSS develops intelligent blockage.
products using commodity/generative AI and builds minimum viable algorithms, facilitating
product development and productionization. • Understand data quality, access, and
where potential data silos may reside.
Scale AI: BJSS supports customers with a high AI maturity level, addressing challenges related to
scaling AI initiatives. This includes modernizing existing systems, developing MLOps platforms, • Evaluate the importance of training to
and advising on operating models. close the skills gap for development
and deployment.

SUCCEEDING IN THE MARKET

Customer experience and insights with Knowledge management Customer behavior Quality
generative AI as the foundation and enterprise search and personalization assurance
31
INTRODUCTION Monetize your services
OVERVIEW The CoE story of Wipro
INNOVATE TOGETHER

AI transformation
PURPOSE
LESSONS LEARNED WHEN BUILDING SOLUTIONS
Skilling Wipro’s Generative AI Center of Excellence was established by conducting research with leading academic
institutions; building accelerators and frameworks like WeGA (Wipro Enterprise Generative AI); developing
Access Azure OpenAI Service • Build initiatives in 12-month cycles to
competency through Wipro AI Academy; and executing key pilot programs for clients. As the marketplace
maximize opportunity realization.
AI Startups has transformed, there’s now continued focus on expanding and exploring use cases for generative AI and
developing individualized generative AI strategies. • Build and deploy AI responsibly to
ISV Success
identify biases in data and algorithms
Monetize your IP | Blueprint for success MODEL and recommend actions to ensure
fairness, explainability, and
Monetize your IP | Partner stories
Wipro’s team structure is orchestrated with a heavy emphasis on data and segmented into specific workload- transparency of AI models.
Monetize your services | Blueprint for success
targeted teams to help customers improve operations and create new products and services while gaining a
competitive advantage in the market.
Monetize your services | Partner stories KEY CONSIDERATIONS

MARKET TOGETHER
• Identify the areas where generative AI
SELL TOGETHER can bring the most value to businesses.

• Create a platform for customer

engagement to keep customers
informed of the latest developments,
gather feedback, and share success
stories.

• Identify top use cases with measurable

business returns.
SUCCEEDING IN THE MARKET

Hyper-personalized customer Intelligent document Predictive asset Risk

experiences through conversational AI processing management management
32
Market together

33
INTRODUCTION Grow your leads and pipeline
OVERVIEW
We’re excited to equip your Sales and Marketing teams with curated co-branded and campaign-in-a-box assets. Take advantage of
INNOVATE TOGETHER
these resources to accelerate your time to market, grow awareness, and differentiate when connecting with your customers.
MARKET TOGETHER
• Drive demand for your solutions and services
Demand generation • Customizable marketing assets.

Marketplace

Partner Marketing Center Digital Marketing Content OnDemand

Industry use cases

Case studies | Startup partners

Download. Customize. Execute. Add your information and go.
Case studies | ISV partners

PMC offers a robust collection of DMC is an easy-to-use, automated

Case studies | Services partners
customizable campaigns to help marketing platform with ready-to-
Azure GTM evidence initiative accelerate your time to market and share digital campaigns.
amplify offers to the customers
SELL TOGETHER
you’re most wanting to engage.

Data & AI campaign-in-a-box Azure all-up

Access > Access >

Build and Modernize AI Apps Build and Modernize AI Apps

campaign-in-a-box DMC campaign
Access > Access >

34
INTRODUCTION Microsoft commercial marketplace
OVERVIEW
Marketplaces help you get in front of customers wherever they are.
INNOVATE TOGETHER
te
• Engage with millions of Microsoft customers directly through our voca
MARKET TOGETHER h d
storefronts—AppSource and Azure Marketplace.

lis

A
Pub

Dep y
Demand generation • Surface solutions to customers through in-product experiences,
like the Azure portal and Microsoft Teams.

lo
Marketplace
• Scale through our ecosystem of over 400,000 Microsoft partners.
Industry use cases
• Activate our global sales force of over 35,000 sellers. These are Pu
Case studies | Startup partners people with CXO-level relationships across both technology and B u il d rc h as e
lines of business in the world’s biggest companies. And with the
Case studies | ISV partners
changes we’re making for our own internal sellers, there has never
Case studies | Services partners
been a better time to go to market and sell with us. Partners Customers
Azure GTM evidence initiative

SELL TOGETHER
The commercial marketplace The commercial marketplace
value for partners. value for customers.

130 % YOY 60 % YOY 238 % YOY

Reach customers Increase efficiency
increase in transactable marketplace
deal size solutions billed sales
Simplify sales Buy confidently
through Marketplace
Unlock growth Spend smarter

35
INTRODUCTION Marketplace rewards | Part of ISV Success
OVERVIEW The more you perform, the more you earn
INNOVATE TOGETHER
Gain the support to accelerate marketplace sales and unlock additional benefits as you grow.
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Case studies | Startup partners

Marketing & Sales Benefits

Case studies | ISV partners

Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER Cloud credits to

Listing optimization Featured placement To-seller webinar Support test drives close sales

Social promotion Featured blog Solution spotlight Cobranded content Guest blog post

$0 $25K $100K $500K $1M $4M

Awareness Demand gen Co-sell Lead development Sales enablement

Performance paths based on Marketplace billed sales, business applications solution value, or Teams app monthly active usage.

36
INTRODUCTION Top use cases for generative AI
OVERVIEW
Generative AI is revolutionizing industries across the globe to create richer user experiences, fuel
INNOVATE TOGETHER innovation, and boost productivity.
MARKET TOGETHER Advancements are happening wherever the power of AI can make a difference: content creation
and design, accelerated automation, personalized marketing, customer service, chatbots, product
Demand generation
and service innovation, language translation, autonomous driving, fraud detection, predictive
analytics, and in a plethora of other areas.
Marketplace

Explore how AI is augmenting our capabilities, transforming work, and shaping a new world of
Industry use cases
possibilities across every industry.
Case studies | Startup partners

Case studies | ISV partners

Case studies | Services partners

EDUCATION MANUFACTURING
Azure GTM evidence initiative

SELL TOGETHER
ENERGY AND RESOURCES MOBILITY

POWER AND UTILITIES RETAIL

MINING CONSUMER GOODS

FINANCIAL SERVICES MEDIA AND ENTERTAINMENT

HEALTHCARE TELECOMMUNICATIONS

37
INTRODUCTION Top use cases for AI
OVERVIEW Empowering schools around the world
INNOVATE TOGETHER
EDUCATION
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Content creation Accelerated Personalized Chatbots and Engaging

Case studies | Startup partners

Case studies | ISV partners and design automation learning virtual assistants learners
Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Predictive
Language learning Fraud Save time for Build
analytics and
and translation detection faculty and staff AI literacy
forecasting

38
INTRODUCTION Top use cases for AI
OVERVIEW Optimize yields and grids while improving safety and reducing waste
INNOVATE TOGETHER
ENERGY AND RESOURCES
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Case studies | Startup partners

Predictive analytics Grid management Operational Energy
Cybersecurity
Case studies | ISV partners and maintenance and efficiency improvements storage
Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Customer Intelligent Worker health Supply chain

Demand forecasting
service grid and safety optimization

39
INTRODUCTION Top use cases for AI
OVERVIEW Building momentum in the transition to clean energy
INNOVATE TOGETHER
POWER AND UTILITIES
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Workforce
Predictive analytics management Energy Intelligent
Case studies | Startup partners

Case studies | ISV partners and maintenance and dispatch forecasting grid
Case studies | Services partners optimization
Azure GTM evidence initiative

SELL TOGETHER

Distributed energy
Unlocking Customer
resource Cybersecurity
clean fuels support
orchestration

40
INTRODUCTION Top use cases for AI
OVERVIEW Building a digital sustainable mine of the future
INNOVATE TOGETHER
MINING INDUSTRY
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Predictive Mine plan and Predictive rock

Worker health Energy
Case studies | Startup partners

analytics and schedule and orebody

Case studies | ISV partners and safety management
maintenance optimization characterization
Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Recovery Water quality Demand Security and Supply chain

improvement processing forecasting cybersecurity optimization

41
INTRODUCTION Top use cases for AI
OVERVIEW Drive improvements in employee productivity, operational efficiency, and customer experience
INNOVATE TOGETHER
FINANCIAL SERVICES
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Advisor Enhance Code Product and

Case studies | Startup partners

Product search
Case studies | ISV partners empowerment contact centers modernization service innovation
Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Predicative Extract
Language Fraud detection Market
analytics and call center
translation and prevention research
forecasting insights

42
INTRODUCTION Top use cases for AI
OVERVIEW Transform business processes, cost management, patient care, and customer service
INNOVATE TOGETHER
HEALTHCARE
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Clinical and
Patient
Claims operational Fraud detection Value-based
Case studies | Startup partners

engagement
Case studies | ISV partners management workflow and cybersecurity care
and support
Case studies | Services partners automation
Azure GTM evidence initiative

SELL TOGETHER

Accelerated Language
Medical research
automation Chatbots and translation and Predictive analytics
and
for care virtual assistants natural language and forecasting
personalized care
management processing

*Microsoft products and services (1) are not designed, intended or made available as a medical device, and (2) are not designed or
intended to be a substitute for professional medical advice, diagnosis, treatment, or judgment and should not be used to replace or as
a substitute for professional medical advice, diagnosis, treatment, or judgment. Customers/partners are responsible for ensuring
solutions comply with applicable laws and regulations. Generative AI does not always provide accurate or complete information.
Customers/partners will need to thoroughly test and evaluate whether an AI tool is fit for the intended use and identify and mitigate
43
any risks to and users associated with its use. Customers/partners should thoroughly review the product documentation for each tool.
INTRODUCTION Top use cases for AI
OVERVIEW Manage complex inventory, quality, suppliers, and production processes
INNOVATE TOGETHER
MANUFACTURING
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Knowledge Worker
Product design Root cause Smart factory
Case studies | Startup partners

discovery at onboarding and

Case studies | ISV partners cycle acceleration analysis operations
scale upskilling
Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Streamlined legal, Personalized

Automated EHS Supply chain Targeted marketing
HR, and IT customer
protocols optimization content generation
processes experiences

44
INTRODUCTION Top use cases for AI
OVERVIEW Drive efficiency and execution
INNOVATE TOGETHER
MOBILITY
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Design Modeling and Software Quality Industrial

Case studies | Startup partners

Case studies | ISV partners optimization simulation engineering management robots/cobots

Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Personalized
Demand Supply chain Unified Customer
marketing and
forecasting orchestration customer profile support
customer content

45
INTRODUCTION Top use cases for AI
OVERVIEW Increase retail performance while streamlining costs
INNOVATE TOGETHER
RETAIL
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Conversational Conversational Conversational Personalized

Case studies | Startup partners

Case studies | ISV partners commerce analytics service marketing

Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Product content Store associate Supply chain

creation productivity efficiencies

46
INTRODUCTION Top use cases for AI
OVERVIEW Retain and increase the lifetime value of loyal customers
INNOVATE TOGETHER
CONSUMER GOODS
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Enterprise chatbots
Content Conversational Employee Data
Case studies | Startup partners

and virtual
Case studies | ISV partners creation commerce productivity analytics
assistants
Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Proactive
Secure critical Fraud Predictive analytics identification and
infrastructure detection and forecasting response to supply
chain

47
INTRODUCTION Top use cases for AI
OVERVIEW Transform the future of creativity, content, and digital experiences
INNOVATE TOGETHER
MEDIA AND ENTERTAINMENT
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Voice Content
Case studies | Startup partners

Text-to-video Translation Copywriting

Case studies | ISV partners dubbing summarization
Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Text-to-speech
Content Performance
and Image alt-text Churn prediction
personalization analytics
speech-to-text

48
INTRODUCTION Top use cases for AI
OVERVIEW Unlock the potential of AI in the telecommunications industry
INNOVATE TOGETHER
TELECOMMUNICATIONS
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Network Predictive Network Resource Network

Case studies | Startup partners

Case studies | ISV partners optimization maintenance planning allocation security

Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Quality of Intelligent Smart Network Fraud

service infrastructure billing analytics detection

49
 STARTUP PARTNER

INTRODUCTION Accelerating healthcare AI

OVERVIEW Secure collaboration platform for algorithm owners and data stewards
INNOVATE TOGETHER

MARKET TOGETHER
PURPOSE
CONNECTED SOLUTIONS
Demand generation BeeKeeperAI was created to help speed the development of AI in healthcare. It required access
to new security solutions capable of creating a Zero Trust confidential computing platform where Microsoft Azure
Marketplace
prying eyes are blocked from seeing sensitive health data and in-development algorithms.
Azure Confidential Computing
Industry use cases

Case studies | Startup partners

SOLUTION
WHY WE’RE EXCITED
Case studies | ISV partners
BeeKeeperAI worked with Microsoft to access Intel SGX through Azure confidential computing to
• Built fully on Azure.
Case studies | Services partners create the smallest attack surface for a highly secure and HIPAA-compliant Azure framework.
Customers use BeeKeeperAI to access and collaborate on data without having to move the data • Confidential computing
Azure GTM evidence initiative
or use synthetic or de-identified data. The data is encrypted end to end. framework ensures neither the
SELL TOGETHER data nor the AI model is ever “in
the clear.”
IMPACT

BeeKeeperAI is creating a new process for achieving generalizability and FDA approval for nascent • Strong founding team with long-
healthcare AI. Because its system disallows human access to patient data, it has been able to reduce standing Healthcare industry
access to data required to meet the generalizability standard by as much as 18 months. experience.

Access through Azure Marketplace >

“Microsoft creates the perfect intersection of a cloud platform trusted by the Healthcare sector that’s
demonstrated its focus on security by delivering the smallest attack surface solution with Intel SGX and
Zero Trust infrastructure.”

Mary Beth Chalk, Cofounder and Chief Commercial Officer, BeeKeeperAI

50
 STARTUP PARTNER

INTRODUCTION Reimagining the future of fashion design

OVERVIEW Meet customer demand, get to market faster, and reduce clothing waste
INNOVATE TOGETHER

MARKET TOGETHER
PURPOSE
CONNECTED SOLUTIONS
Demand generation Fashable is on a mission to use AI to change the world, starting with an unlikely subject: clothing design. The
fashion industry is a leading contributor of carbon emissions, with 21.6 billion lbs. of textile waste polluting Microsoft Azure
Marketplace
American landfills every year. Fashable looked to Azure Machine Learning and PyTorch to improve
sustainability in fashion while driving down costs and time to market.
Azure Machine Learning
Industry use cases

Case studies | Startup partners

SOLUTION
WHY WE’RE EXCITED
Case studies | ISV partners
Using Azure Machine Learning, an enterprise-grade service for
• Offers the ability to create an
Case studies | Services partners the end-to-end machine learning lifecycle, and PyTorch, an
entire collection and help brands
open-source machine learning framework, Fashable created an gauge consumer interest and
Azure GTM evidence initiative
AI algorithm that ingests data from multiple sources like social market online without wasting a
SELL TOGETHER media or commerce and retail sites to learn about trends, single scrap of fabric.
styles, and clothing types. It can then generate dozens of
original designs and visually augment them in real time. • Brands can also use their digital
Access through Azure Marketplace > designs in the metaverse. In a
IMPACT joint initiative with Microsoft and
Meta, Fashable is generating
Designers can take designs to social media to A/B test directly with customers, helping gauge realistic content for ecommerce
interest and forecast demand before going into production. With Fashable, designers can create sites.
innovative collections in minutes, market them directly to customers, and forecast demand
without wasting a single scrap of fabric.

“PyTorch and Azure Machine Learning are the perfect match for our
research team goals, saving time to create disruptive innovation.”

Orlando Ribas Fernandes, Cofounder and CEO, Fashable

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 STARTUP PARTNER

INTRODUCTION Automating cybersecurity workflows to streamline operations

OVERVIEW No-code/low-code security automation platform, powered by generative AI
INNOVATE TOGETHER

MARKET TOGETHER
PURPOSE
CONNECTED SOLUTIONS
Demand generation Blink is building the future of security operations, allowing organizations to build security apps with
no-code automation and "shift-left" or to implement earlier security and operations workflows. Azure OpenAI Service
Marketplace

Industry use cases

SOLUTION WHY WE’RE EXCITED

Case studies | Startup partners

Blink Copilot helps security teams generate any • Offers access to over 5,000
Case studies | ISV partners
simple or complex workflow instantly. Generative AI automations to help customers
Case studies | Services partners makes it possible to build workflows without writing build faster and protect their
code or needing to be an expert in target operations better.
Azure GTM evidence initiative
applications. With native integrations for hundreds of
• Integrates with Azure OpenAI
SELL TOGETHER platforms and thousands of APIs, including Azure,
Service as a core component for
AWS, CrowdStrike, GitHub, Microsoft Teams, Okta,
Blink’s no-code engine.
PagerDuty, Slack, GitLab, Orca Security, JumpCloud,
Ermetic, Fortinet, Grafana, Google Cloud, Jamf,
SentinelOne, Wiz, ServiceNow, Kubernetes,
Snowflake, Jira, Terraform, and Sumo Logic.
Access through Azure Marketplace >

IMPACT

By automating security, IT, and DevOps processes, Blink helps enterprises overcome the
challenges of talent scarcity and operational efficiency. Teams of any size can build any no-code/
low-code or code security automation using generative AI.

52
 STARTUP PARTNER

INTRODUCTION Secure and intelligent conversational AI

OVERVIEW Autonomous customer and employee experience with human-like interactions
INNOVATE TOGETHER

MARKET TOGETHER
PURPOSE
CONNECTED SOLUTION
Demand generation Yellow.ai was formed with the passion to transform the way customers interact with brands and in the
belief that memorable conversations are at the heart of every meaningful brand engagement. Azure OpenAI Service
Marketplace

Industry use cases

WHY WE’RE EXCITED

Case studies | Startup partners SOLUTION

Case studies | ISV partners

• Utilizes natural language
Enabled by a generative AI-powered dynamic research techniques to solve
Case studies | Services partners
automation platform, Yellow.ai delivers problems such as lack of
conversational experiences via dynamic AI sufficient data, false positives
Azure GTM evidence initiative agents that help enterprises achieve higher with no-code platform.
SELL TOGETHER
customer satisfaction and employee
engagement. With a customer-centric • Addresses the evolving needs of
approach and innovative solutions, the team the customer engagement
of experts at Yellow.ai aims to create architecture to support shifts in
actionable outcomes for enterprises and their customer and organizational
requirements.
customers and employees while continuously
pushing the boundaries of what’s possible.

Access through Azure Marketplace >

IMPACT

Trusted by 500+ global enterprises, the Yellow.ai platform builds chatbots as AI-workers for enterprises
to self serve on-demand for customer support, sales, marketing, commerce, HR, and IT. Enabling chat
and voice interactivity within a website, mobile app, or third-party platform, Yellow.ai helps improve CX,
save costs, and increase conversions while improving self-service functionality.

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 STARTUP PARTNER

INTRODUCTION Automating cybersecurity workflows to streamline operations

OVERVIEW No-code/low-code security automation platform, powered by generative AI
INNOVATE TOGETHER

MARKET TOGETHER
PURPOSE
CONNECTED SOLUTIONS
Demand generation DeepBrain AI, a leading conversational AI startup in South Korea, specializes in video synthesis with a focus
on creating realistic AI avatars that enable businesses to automate and enhance customer interactions and Azure OpenAI Service
Marketplace
increase operational efficiency. The company has secured a strong presence in the market across industries,
including Media, Finance, and Retail. Microsoft Azure
Industry use cases

Case studies | Startup partners

SOLUTION
WHY WE’RE EXCITED
Case studies | ISV partners
DeepBrain’s revolutionary media synthesis technology enables the • Using AI technology in a
Case studies | Services partners
creation of AI avatars capable of responding to natural language responsible way with tools
Azure GTM evidence initiative questions. By capturing video of a human model in a studio and to combat potential malicious
training a machine learning system, DeepBrain generates real- use of video synthesis.
SELL TOGETHER
time avatars with synchronized lip, mouth, and head movements.
Broadcasting companies, for example, use this technology to • Leveraging Azure cloud and
cognitive services delivery
create AI news anchors with a synthesized voice and face.
to customers.

Access through Azure Marketplace >

IMPACT

By providing a reliable and accurate speech-to-text (STT) engine to seamlessly convert a user’s voice into the
written word, DeepBrain AI customers can provide engaging and interactive customer support experiences
using AI avatars with increased customer satisfaction and loyalty.

“Azure OpenAI Service and advanced technology allows us to provide an

unparalleled experience, enabling us to create compelling videos from
text and deliver an innovative AI-driven interview service.”

Eric Jang, Founder and CEO, DeepBrain AI

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 ISV PARTNER

INTRODUCTION AI powers conversation space to better support customers

OVERVIEW Unlocking the value of contact centers and improving customer experiences
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation CallMiner is a leader in conversation intelligence—understanding the element of interaction between an
enterprise and any of its customers in any form. That could come from a phone call, an email chat session, Azure OpenAI Service
Marketplace a direct message, messaging app, or social/web mention.
Azure Speech to Text
Industry use cases CallMiner takes these conversations, analyzes them, and conveys insights to business leaders. Since
businesses want to understand their customers better, they needed an easy solution to eliminate pain
Case studies | Startup partners
points and make the entire customer journey easier for everyone.
BENEFITS
Case studies | ISV partners

• Mining unsolicited feedback in

Case studies | Services partners
customer interactions
Azure GTM evidence initiative
• Empowering super agents to guide
SELL TOGETHER customer experience

• Minimizing call deflection

• Improving first-call resolution

• Optimizing agent training

• Automating quality assurance (QA)

Access through Azure Marketplace >

“By combining the expertise of CallMiner’s world-class Data Science team and platform with the power
of Microsoft Azure, we’re staying on the cutting edge of AI in the conversation intelligence market.
As we continue to grow our footprint as a Microsoft partner, we’re helping more organizations uncover
deeper insights and intelligence from their customer interactions than ever before.”

Jeff Gallino, CTO, CallMiner

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 ISV PARTNER

INTRODUCTION Combating global financial crime with AI

OVERVIEW Mitigating the greatest revenue challenges in financial crime prevention
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation SymphonyAI is a leading enterprise AI software company that provides high-value solutions for digital
transformation. Its AI-powered applications are designed to meet the unique needs of businesses across a range Azure OpenAI Service
Marketplace of industries, including Retail, Consumer Packaged Goods, Manufacturing, Media, IT/Enterprise Service
Management, and Financial Services. In Financial Services, SymphonyAI offers a portfolio of products to help Azure Cognitive Search
Industry use cases
banks detect crime and financial investigators do their jobs more effectively.
Azure Applied AI Services
Case studies | Startup partners

Case studies | ISV partners

BENEFITS
Case studies | Services partners
• Reduce false positives, transform
Azure GTM evidence initiative your transaction filtering processes

SELL TOGETHER • Smart, streamlined customer

screening

• Holistic risk insights, dynamic risk

assessment

• Holistic visibility of money

laundering and crime

Access through Azure Marketplace > • Optimize agent training

• Automate quality assurance (QA)

“Azure OpenAI Service helps us deliver the performance and reliability to increase the pace of innovation
and build even more effective software. This combination means we can deliver to our customers the
most advanced AI solutions so they can compete effectively in rapidly changing markets.”

Sanjay Dhawan, CEO, SymphonyAI

56
 ISV PARTNER

INTRODUCTION Revolutionizing product development

OVERVIEW AI helps automate workflows across industries
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation Modern Requirements helps its customers optimize their requirements processes through automation and is
dedicated to offering all the essential requirements tools needed to effectively manage projects throughout their Azure OpenAI Service
Marketplace life, reduce time to market, and improve project quality. The company focuses on industries like Healthcare, Financial
Services, Automotive, Aviation, and Government. They all share the need for regulatory compliance and a solution to Azure DevOps
Industry use cases
provide workflows. There was also a gap in the common understanding of requirements among stakeholders.
Case studies | Startup partners
BENEFITS
Case studies | ISV partners
• Save time, reduce cost, and double
Case studies | Services partners productivity for project managers,
developers, QAs, and BAs.
Azure GTM evidence initiative

SELL TOGETHER • Enhance requirements workflow and

improve the quality of requirements.

• Simplify requirements management

tasks like converting requirements
data into use cases, user stories, test
cases, and Gherkins.

Access through Azure Marketplace >

Alleviates workflow and data Automates many phases in the Enables human-like content,
management pain points as all product development lifecycle while preserving data privacy
information is stored in a single that are mundane and allows and security.
source of truth in Azure DevOps. users to focus more on the
analytical and collaborative tasks.
57
 ISV PARTNER

INTRODUCTION Modernize customer experience with immediate cost savings

OVERVIEW Unlocking the value of contact centers and improving customer experiences
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation Zammo is on a mission to help businesses engage and transact with customers through conversational
AI interactions that are secure, scalable, highly accessible, and simple to create regardless of size, Azure OpenAI Service
Marketplace industry, or IT skill set.
Azure Cognitive Search
Industry use cases
Microsoft Azure
Case studies | Startup partners

Case studies | ISV partners

BENEFITS
Case studies | Services partners
• Manage content for all channels
Azure GTM evidence initiative
in one location.
• Secure your invocation name
SELL TOGETHER
(voice domain name).
• Deliver multilingual capabilities.
• Deliver deep transactional capabilities
by connecting to APIs and backend
systems.
• Increase accessibility.
• Save major cost and time compared to
Access through Azure Marketplace > complex and siloed IT app dev projects.
• Increase satisfaction for customers and
staff who are freed up from routine
communications.
“Zammo’s solution and rapid prototyping capability helps democratize customer
adoption of Azure OpenAI because customers can go live quickly with a very • Benefit from immediate ROI.
powerful tool. The age of manually curating knowledge bases is over.”

Stacey Kyler, Product Manager, Zammo

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 ISV PARTNER

INTRODUCTION Accessing data from anywhere with the help of AI

OVERVIEW Drive growth and modernize for efficiency
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation Informatica’s Intelligent Data Management Cloud (IDMC), powered by AI, connects, unifies, and democratizes data
to advance business outcomes. Customers can access their data to solve real-world problems in seconds leading to Microsoft Azure
Marketplace decreased operational costs, improved data access and literacy to end users, and increased business revenue.
Microsoft Azure AI
Industry use cases Informatica IDMC on Azure is a cloud-native data management platform that enables customers to visualize,
analyze, and collaborate with their data regardless of location or platform. Informatica addresses customers’ critical Azure Synapse Analytics
Case studies | Startup partners
data management challenges, enabling them to rapidly discover and integrate high-value data into Microsoft.
Case studies | ISV partners
BENEFITS
Case studies | Services partners
• Enhance workforce productivity
Azure GTM evidence initiative through self-service data access.
• Boost revenue and profitability with
SELL TOGETHER
more accurate AI models.
• Increase agility with 360-degree views
of your data across the business.

Cloud-native API- and microservices-based Secure • Drive operational efficiency with

Maximizes the efficiency Uses a modern architecture for Provides the highest level simplified workflows.
of your enterprise cloud optimal performance and of cloud security certifications
• Protect data privacy and ensure
workloads. resiliency. and attestations.
regulatory compliance.

Access through Azure Marketplace >

“To drive data and analytics, you need a strong, scalable engine for data management, which is provided
by Informatica and the analytics platform provided by Azure. The complementary solution brings data
management and analytics together, which helps drive business outcomes.”

Gopi Sankaran, VP of Strategic Cloud Ecosystems, Informatica

59
 SERVICES PARTNER

INTRODUCTION Modernizing employee care for payroll

OVERVIEW Addressing growing complexity of payroll data
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION CONNECTED SOLUTIONS
Demand generation

EY Tax is committed to improving the client experience with advanced technologies and Azure OpenAI Service
Marketplace
generative AI that allows for greater conversational capabilities and the ability to parse
extremely large volumes of content faster leading to better outcomes for all stakeholders. Microsoft Azure
Industry use cases

Case studies | Startup partners

BENEFITS
Case studies | ISV partners Data and AI EY’s chatbot answers payroll
strategy The generative AI chatbot is expected
questions from employees across •
Case studies | Services partners to enhance both employee satisfaction
Co-sourcing Generative AI 159 countries and in 49 languages.
analytics and (CSAT) and first-contact-resolution
Azure GTM evidence initiative
and ML Responsible AI (FCR) key performance indictors (KPIs)
by greater than 50%, assisted by an
SELL TOGETHER
EY | Microsoft initial result of 93% correct first-time
capabilities answer ratio, based on proof-of-
EY anticipates that the technology concept (POC) findings.
Data Data
will be able to answer more than
• Access to foundational model to
workload engineering 80% of payroll questions and save
analyze and critique the vast
modernization employers over half the current compliance data contained within EY
Data
analytics
costs of addressing those queries. global payroll regulatory library.
• Connect high volume of data elements
in different languages and country-
specific information to provide real-
time visibility, controls, and insights.

“We can train a foundational model using a practice’s knowledge and then help surface deep
insights, and also support knowledge discovery using bots and copilots. That is, I think, the
future of this capability, not just for payroll, but for all kinds of knowledge worker practices.”

Ken Priyadarshi, Global Tax Prompt Engineering Leader, EY Tax

60
 SERVICES PARTNER

INTRODUCTION Using natural language processing to improve safety management

OVERVIEW Leveraging AI-infused analytics
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation Downer Group partnered with Microsoft and IT services specialist Crayon to build an AI-powered health, safety, and
environment management system. By applying natural language processing (NLP), a branch of AI that uses software Azure Machine Learning
Marketplace to comprehend human text or speech, Downer Group’s safety reports and documents are tagged with the safety
controls mentioned in each one. A machine learning model garners insights from the Azure data lake and an Azure Data Lake
Industry use cases
application programming interface (API) makes the insights accessible to users. The ultimate goal is a solution that
Case studies | Startup partners
helps prevent problems before they happen.
BENEFITS
Case studies | ISV partners
• Enable real-time targeted corrective
Case studies | Services partners action generation to prevent incidents
before they happen.
Azure GTM evidence initiative
• Enhance the capability to categorize,
SELL TOGETHER A model that produced up to 80% analyze, and report on data to enable
accuracy when identifying controls in better prioritization of corrective and
preventative action.
management system documentation–
achieved in only five weeks. • Enhance frontline planning and
decision-making using data analytics
and AI.
Access through Azure Marketplace >

“If we can efficiently consider complex sets of events with material consequences at scale—
circumstances we haven’t seen before—then we can start to identify when the holes in the
Swiss cheese are lining up for a big event in the real world, and act to prevent disaster.”

Dr. Mathew Hancock, General Manager of Zero Harm Risk, Downer Group

61
 SERVICES PARTNER

INTRODUCTION Branded generative AI for global product ecommerce publication

OVERVIEW Leveraging current shopper data and delivering greater scale
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation Capgemini‘s generative AI offering enables enterprises to leverage
the capabilities of foundational models to better monetize their own Azure OpenAI Service
Marketplace
data, thus unlocking better and more efficient business potentials.
Microsoft Azure
Industry use cases

Case studies | Startup partners

BENEFITS
Case studies | ISV partners
• Increased productivity and efficiency.
Case studies | Services partners
• Improved accuracy and quality,
Azure GTM evidence initiative resulting in better cost savings.

SELL TOGETHER • Leveraging external data capabilities

on in-house data.
Use data as organizational • Driving competitive advantage
DNA for tangible business through personalization.
outcomes. • Harnessing capabilities of
best-in-class foundational models
with transparency and trust.

Access through Azure Marketplace >

62
 SERVICES PARTNER

INTRODUCTION Enabling generative AI for industry and business use cases

OVERVIEW Securely and responsibly transforming knowledge work
INNOVATE TOGETHER

MARKET TOGETHER
SOLUTION
CONNECTED SOLUTIONS
Demand generation PwC and Microsoft are using Microsoft's OpenAI services to create the future of knowledge work by enabling
generative AI (GenAI) for specific industry and business use cases built on a foundation of trust. Reimagining the Azure OpenAI Service
Marketplace
way we work with Azure OpenAI Service, generative AI is amplifying knowledge work to unprecedented
efficiency, enabling customers to scale further, work faster, reduce costs, and create new business models.​ Microsoft Azure
Industry use cases

Case studies | Startup partners Transforming knowledge work to help drive value
BENEFITS
Case studies | ISV partners
Regulatory text classification in financial services: Regulatory rules are correctly identified 80-95% of
• Safeguard data and securely deploy
Case studies | Services partners the time and policy review time can be reduced by more than 50%. Use cases include ESG and tax and responsible AI with a proven
audit reporting. governance model.
Azure GTM evidence initiative

Safety automated narrative generation in manufacturing: ~90% touch-time savings for 250,000 • Stand up and scale GenAI with
SELL TOGETHER
cases of inventory a year. assessment, discovery, integration,
deployment, and monitoring.
Inclusion exclusion criteria generation across industries: Our approach performs at an accuracy level • Transform knowledge work to drive
of ~78% where no automation existed previously. value realization for enterprise
businesses and their IT groups.
Negation detection in Life Sciences: Generating templated clinical trial inclusion/exclusion criteria
to help drive patient enrollment and trial success, improving the precision of one model pipeline from • Responsibly drive 50% to 90%
73% to 94%. productivity improvements in
repetitive tasks such as knowledge
capture, process automation, and
Insurance pre-authorization in Healthcare: Effectively create pre-authorization letters with optimal
content generation.
approval rates for patient insurance claims, targeting more than 70% time savings.

Text summarization and synthesis for marketing content: Reducing human hours that go into
enhancing search engine metadata on a monthly basis as the AI-generated outputs can serve as a
starting point.

Access through Azure Marketplace >

63
 SERVICES PARTNER

INTRODUCTION Engaging, intelligent voice application

OVERVIEW Voice-based conversational system
INNOVATE TOGETHER

MARKET TOGETHER SOLUTION

CONNECTED SOLUTIONS
Demand generation BJSS’s Azure OpenAI Conversational Speech-to-Speech enables users to interact with a conversational
generative AI using their voice and hearing the reply via speech synthesis. The project is intended to Azure OpenAI Service
Marketplace
demonstrate how easy natural language conversation can be made with large language models like GPT-4,
using voice recognition to capture and voice synthesis for AI responses. Azure Cognitive Services
Industry use cases

Case studies | Startup partners

Speech recognition: This is the process of converting speech into text. The project uses Azure Speech BENEFITS
Case studies | ISV partners Service to recognize speech from a microphone and send the voice input to Azure OpenAI Service. Azure
Speech Service supports over 100 languages and dialects and has features like noise cancellation, speaker • Performs sentiment analysis on the
Case studies | Services partners identification, and conversation transcription. Azure OpenAI Service using the Azure
Text Analytics service to detect the
Azure GTM evidence initiative Azure OpenAI Service: The project uses Azure OpenAI Service to access a powerful language processing tone and emotion of a text and assign
model that can generate natural language. Azure OpenAI Service is a cloud-based platform that allows a score for the sentiment.
SELL TOGETHER
you to use OpenAI models without any coding or infrastructure. You can deploy custom models or use
pretrained models for various tasks like text generation, summarization, classification, sentiment analysis, • Streamlines the ability to interact
and more. effortlessly with an AI model.
• Provides the user their own personal
Speech synthesis: This is the process of assistant that can talk in natural
converting text into speech. The project uses language and provide relevant
Azure Speech Service to synthesize the text information.
response from OpenAI and replay it to the user
using speech synthesis. Azure Speech Service can
produce natural-sounding speech in more than
70 languages and voices and has features like
neural voices, prosody control, and custom voices.

Access today on GitHub >

64
INTRODUCTION Azure partner evidence initiative
OVERVIEW Content engine that creates best-in-class case study Making it easier to nominate
INNOVATE TOGETHER
assets to support Azure ISV and Partner efforts and amplify stories by
publishing evidence in our
MARKET TOGETHER Microsoft catalogs and
Demand generation
This initiative is geared towards showcasing successes showcasing across channels
across all of Azure. We want to get connected to share and events.
Marketplace the latest AI stories.
Industry use cases
Our approach focuses on key priority areas, including:
Case studies | Startup partners
• Operationalizing the process
Case studies | ISV partners
• Driving Azure solution play integrations Operationalizing the process
Case studies | Services partners
• Creating best-in-class content inclusive to increase efficiency and span
Azure GTM evidence initiative
of accessibility, D&I, branding, and legal of control over the quality and
requirements timeliness of deliverables​.
SELL TOGETHER

Don’t delay! Submit your AI success stories and let us

help amplify reach and awareness.

Best-in-class storytelling
Questions? [email protected]
with a focus on more
compelling human and
representative storytelling.​

65
INTRODUCTION Azure GTM evidence initiative
OVERVIEW Tell your unique Azure story that communicates
INNOVATE TOGETHER
your values and culture to peers and customers
MARKET TOGETHER

Demand generation

Marketplace

Industry use cases

Case studies | Startup partners

Case studies | ISV partners

Case studies | Services partners

Azure GTM evidence initiative

SELL TOGETHER

Video case study Written case study Quotes

The Azure GTM Evidence team will publish on Microsoft channels and amplify to increase reach.

Nominate: aka.ms/evidencesubmission

66
Sell together

67
INTRODUCTION Accelerate your success
OVERVIEW Partner access to unlock new sales opportunities
INNOVATE TOGETHER

MARKET TOGETHER
Microsoft AI transformation for Data & AI Industry
SELL TOGETHER partners DREAM Demos
AI sales assets Gain direct access to Microsoft AI sales Realistic clickable demos based on actual
acceleration content and leverage pitch customer engagements that cover a
Azure Innovate | Partner Led decks, infographics, demos, and more to range of industry scenarios in story form.
inspire and delight your customers with These can be used to help both BDMs
Sales guidance | Copilot
the possibilities of Microsoft AI. and TDMs envision how to bring Data &
Access > AI to life in their organization. Access >
Sales guidance | AI

Sales guidance | Infra and databases

Sales guidance | Analytics

Industry partner Azure Data & AI Partner
Sales guidance | Apps activation kit Sales Acceleration Program
Access critical resources and information Access to sales assets, video guidance,
designed to help partners articulate best practices, and presentation resources
Microsoft’s Data & AI industry value that will guide you in shaping a business-
proposition and accelerate Azure Data & first sales model that focuses on the
AI Services growth through engagement Microsoft Azure Data & AI solution area
Access > Access >
with BDMs and TDMs. and its core sales plays.

Additional resources Azure OpenAI Service pricing overview

BDN customer-facing demo | Access >> Optimize costs with a pay-as-you-go consumption model,
and a price per unit for each model. Explore more >>
Conversation analysis for call center scenarios | Access >>
Azure OpenAI Service code samples | Access >>

68
INTRODUCTION Azure Migrate and Modernize | Azure Innovate
OVERVIEW Unprecedented investments in partner incentives
INNOVATE TOGETHER

MARKET TOGETHER
Azure has been investing in our partner ecosystem for decades, but with customers’
cloud adoption needs rapidly evolving and the era of AI transformation upon us, we
Azure Migrate and Modernize
SELL TOGETHER wanted to find new ways to empower each of you to achieve limitless innovation. • Migrate and secure Windows Server and SQL Server
AI sales assets Earlier this year, we announced the increase in scale and availability of Azure Migrate • Migrate SAP
and Modernize, along with the launch of Azure Innovate, an all-new dedicated • Migrate enterprise apps
Azure Innovate | Partner Led
investment we’re making in response to the heightened demands of AI. We’re
Sales guidance | Copilot maximizing opportunities by streamlining Azure incentives, tripling our investments, and • Migrate Linux estate

Sales guidance | AI
simplifying partner engagement with these two offerings. This will make it easier than • Migrate Oracle
ever to access funds to drive the greatest impact.
• Innovate with HPC, AI infrastructure
Sales guidance | Infra and databases
Partners can increase deal velocity and reduce time to value with funding that ranges
Sales guidance | Analytics from pre- to post-sales—like brand-new assessments in Azure Migrate and

Sales guidance | Apps

Modernize, proofs of concept in Azure Innovate, and expanded implementation Azure Innovate
scenarios.
• Power business decisions with cloud-scale analytics
• Build and modernize AI apps
• Accelerate developer productivity
Accelerate with Maximize your Activate across more • Accelerate innovation with integration services
comprehensive earning opportunities scenarios and
offerings customers

Increased deal velocity Rich investments for End-to-end coverage of Learn more and nominate today>
with assessments, pilots, every stage of the customer needs from
tooling, and technical best customer journey. migration to AI innovation.
practices.
Consolidated incentives Built for all, from SMB to
Fast time to value with for self-serve, easy access enterprises, SIs, and ISVs.
seamless and automated in Partner Center.
approvals.

69
INTRODUCTION Azure Innovate Partner Led | Pilot/POC
OVERVIEW
ENGAGEMENT SUMMARY

INNOVATE TOGETHER Azure Innovate helps accelerate customer digital transformation and supports partners in delivering innovation
projects. In this engagement, partners will deliver a Pilot/POC to build new or modernize existing customers’ Learn more and nominate today>
MARKET TOGETHER apps using Azure application, database, and AI services. The partners are required to perform specific
milestones in the project through the following activities:
SELL TOGETHER
Partners should use the following Microsoft guidance/tools in
• Identify one or more customer applications and define business needs for innovation for that app using delivering the services: Responsible and trusted AI, cloud
Azure app, data, and AI services. adoption, and well-architected frameworks
AI sales assets
• Perform Pilot/POC of application(s) on Azure.
• Based on the outcome of Pilot/POC, develop a comprehensive deployment plan.
Azure Innovate | Partner Led

Sales guidance | Copilot PARTNER ELGIBLITY AZURE INNOVATE INCENTIVE PAYOUT

Sales guidance | AI Partner agreement

Offer Eligibility Partner payment*
Microsoft AI Cloud Partner Program Agreement (Planned Azure consumption in year 1)
Sales guidance | Infra and databases

Program enrollment Innovate Pilot/POC Suggested project size: >$25K/year $8,000–$10,000 Pre-sales
Sales guidance | Analytics
Microsoft Commerce Incentives
No Azure credits available for these engagements
Sales guidance | Apps
Partner requirements *See Microsoft Partner Commercial Incentives Guide for offer full details and requirements. Above project sizes are the planned
Azure specialization in any of the following: Azure consumption in year 1, measured from project completion. Partner payment amounts may differ by country/Market A, B.
• Kubernetes on Azure
• AI and machine learning in Azure Definition: Below mentioned activities must
Important: There are no limitations in Azure Innovate Partner Led for
• Build and Modernize AI apps on Azure different licensing types (EA, CSP, etc.) be completed for your customer engagement
• Analytics to be considered fully delivered:
Customer criteria: Majors, SMC-Corporate, and select SMB customers
• DevOps With GitHub with a valid TPID detected by Microsoft internal systems (Strategic • Detailed solution architecture leveraging
accounts aren’t eligible) apps, data, and AI services on Azure
SUPPORTED ENGAGEMENTS • Comprehensive deployment plan to
Earning type: Free
modernize or build new applications
Azure Analytics Engagement term: July 1, 2023 through June 30, 2024 leveraging apps, data, and AI services on
Maximum earning opportunity: US$10K per customer TPID, per Azure
Build & Modernize AI Apps
location, per partner

Accelerate Developer Productivity

Microsoft reserves the right to reject future

engagements or remove partners from Azure Innovate if
the Azure Run Rate (ARR) is found to be inaccurate when 70
verified against the size of opportunities submitted.
INTRODUCTION Azure Innovate Partner Led | Deployment
OVERVIEW
ENGAGEMENT SUMMARY

INNOVATE TOGETHER Azure Innovate helps accelerate customer digital transformation and supports partners in delivering innovation
projects. In this engagement, partners will build new or modernize existing customers’ apps using Azure Learn more and nominate today>
MARKET TOGETHER application, database, and AI services. The following patterns or their combinations are supported:
• Containerization of applications Partners should use the following Microsoft guidance/tools in
SELL TOGETHER
• Build and replatform apps on Azure PaaS delivering the services: Responsible and trusted AI, cloud
• Infusing apps with AI capabilities adoption, and well-architected frameworks
AI sales assets
• Modernization of underlying application data using SQL and NoSQL cloud databases
Azure Innovate | Partner Led
• Set up of Azure security services to support the workloads may be included in the scope

Sales guidance | Copilot PARTNER ELGIBLITY AZURE INNOVATE INCENTIVE PAYOUT

Sales guidance | AI Partner Agreement

Offer Eligibility Partner payment*
Microsoft AI Cloud Partner Program Agreement (Planned Azure consumption in year 1)
Sales guidance | Infra and databases

Program enrollment Innovate XS Post-

Project size: $10K–$25K/year $4,000–$5,000
Sales guidance | Analytics (Except Analytics) sales
Microsoft Commerce Incentives
Post-
Sales guidance | Apps
Partner requirements Innovate Small Project size: >$25K–$125K/year $12,000–$15,000
sales
Azure specialization in any of the following:
Post-
• Kubernetes on Azure Innovate Medium Project size: >$125K–$250K/year $28,000–$35,000
sales
• AI and machine learning in Azure
• Build and Modernize AI apps on Azure Post-
Innovate Large Project size: >$250K–$500K/year $40,000–$50,000
sales
• Analytics
• DevOps With GitHub No Azure credits available for these engagements
*See Microsoft Partner Commercial Incentives Guide for offer full details and requirements. Above project sizes are the planned
SUPPORTED ENGAGEMENTS
Azure consumption in year 1, measured from project completion. Partner payment amounts may differ by country/Market A, B.

Azure Analytics
Important: There are no limitations in Azure Innovate Partner Led for different licensing types (EA, CSP, etc.)
Build & Modernize AI Apps
Customer criteria: Majors, SMC-Corporate, and select SMB customers with a valid TPID detected by
Accelerate Developer Productivity Microsoft internal systems (Strategic accounts aren’t eligible)
Earning type: Free
Microsoft reserves the right to reject future Engagement term: July 1, 2023 through June 30, 2024
engagements or remove partners from Azure Innovate if
the Azure Run Rate (ARR) is found to be inaccurate when Maximum earning opportunity: US$50K per customer TPID, per location, per partner 71
verified against the size of opportunities submitted.
INTRODUCTION The AI-powered future of work Built on Microsoft’s
OVERVIEW Transform individual productivity comprehensive approach
INNOVATE TOGETHER

MARKET TOGETHER

SELL TOGETHER
Security Compliance Privacy Responsible AI
AI sales assets

Azure Innovate | Partner Led

Sales guidance | Copilot

Microsoft 365 Copilot Transform productivity, efficiency,
fulfillment, and creativity
Sales guidance | AI
Works alongside you in the apps
• Drive measurable
Sales guidance | Infra and databases you use every day embedded across results in key
Sales guidance | Analytics Microsoft 365 apps. workflows (meetings,
data analysis, content
Sales guidance | Apps
creation, and more.
• Decrease time spent to
complete tasks.
Large language models Your data Microsoft 365 apps

Transform how work gets done

• Help sales teams drive
better conversations,
create faster proposals,
and analyze data from
Helping customers redefine the way they work previous quarters
with AI, using a powerful copilot in Microsoft 365. • Help finance simplify
Learn more > reporting and planning
72
INTRODUCTION Tap into the opportunity
OVERVIEW Microsoft 365 Copilot
INNOVATE TOGETHER
Listen & Consult Inspire & Design Empower & Achieve Realize Value Manage & Optimize
MARKET TOGETHER

1. Target customers in 4. Deliver M365 Copilot pitch 6. Secure customer agreement 10. Deliver services to 11. Leverage M365 Copilot
SELL TOGETHER
tranches: and demo based on scenarios. on deployment, remediation, configure Copilot and adoption guidance.
and adoption plan. adoption of Copilot for
AI sales assets • “Ready for Copilot” with 5. Nominate and deliver M365 • Deliver Adoption
high-impact scenarios.
Copilot deployment & Copilot workshop for 7. Address Data security, access, Accelerator.
Azure Innovate | Partner Led adoption conversations. readiness assessment and to and compliance gaps.
• Train and support end
• “Get ready for Copilot” to identify technical, data, and 8. For eligible customers, users.
Sales guidance | Copilot deploy and drive usage of security gaps and build connect with Microsoft
ME3/ME5 workloads.* customer success roadmap. • Deliver ongoing and
Commercial Executive to
Sales guidance | AI proactive engagement to
2. Engage with BDMs on finalize M365 Copilot
drive higher usage and
driving AI transformation proposal.
Sales guidance | Infra and databases opportunity expansion.
with copilot.
Share opportunity with 9. Close the deal with
Sales guidance | Analytics 3. Assess and document Microsoft seller for co-sell. deployment and
customer motivation and management services plus
Sales guidance | Apps business imperatives. product proposal.

Connect with Microsoft

*If the customer is not on ME3/ME5, suggest Commercial Executive early
leading with Secure productivity conversations. for proposal.

Define your strategy. Engage to develop skills. Operationalize to develop skills.

Leverage these resources to develop your AI ADVISORY Empower pre-sales and technical teams Set your strategy in motion and
Microsoft 365 Copilot practice. to build their skills and capabilities. accelerate your GTM efforts.
• Latest AI trends and research DEPLOYOMENT • M365 Copilot bootcamp • Offer development guide
Work Trend Index • Microsoft 365 Copilot Partner • Copilot Workshop content
• Learn more about the Microsoft ADOPTION AND Community
CHANGE MANAGEMENT
family of Copilot products
• Microsoft 365 Copilot services and EXTENDING M365 COPILOT
solution opportunities

73
INTRODUCTION The AI-powered future of work Drive mission and alignment
OVERVIEW Boost employee engagement and • Generates outcome-
INNOVATE TOGETHER
organizational productivity focused goals

MARKET TOGETHER
• Motivates teams to
achieve more
SELL TOGETHER
• Removes barriers
AI sales assets for leaders

Copilot in Microsoft Viva

Azure Innovate | Partner Led

Measure engagement and productivity

Sales guidance | Copilot

Sales guidance | AI Next-generation AI for fast, accurate,

Sales guidance | Infra and databases
and personalized answers and insights • Spots trends sooner
based on the context of your business. • Pinpoints root causes
Sales guidance | Analytics
• Analyze employee
Sales guidance | Apps
sentiment in real-time

Security Compliance Privacy Responsible AI

Enable a high-performance workforce

Built on Microsoft’s comprehensive approach to AI
• Prepares
employees faster
• Democratizes
information
Accelerate workforce insights and boost employee
• Summarizes
engagement with next-generation AI. knowledge

74
 Turbocharging the workforce
INTRODUCTION
Copilot experiences for every role,
Microsoft Sales Copilot
OVERVIEW
every function, every line of business • Improve sales productivity, personalize every
INNOVATE TOGETHER customer interaction, and close more deals

MARKET TOGETHER
• AI-generated lead and opportunity
summaries
SELL TOGETHER Dynamics 365 Copilot • Meeting preparation and summaries
AI sales assets
• Real-time tips in Teams meetings
Azure Innovate | Partner Led Sales Customer Service
• Summary, follow-up, and contextual emails
Sales guidance | Copilot • Recap sales meetings • Create customer responses
• Collaboration spaces
• Contextual customer emails • Enhance self-service bots
Sales guidance | AI
• Auto-generated opportunity • Boost conversations
Sales guidance | Infra and databases summaries

Sales guidance | Analytics

Field Service
Marketing
• Streamline critical frontline tasks
Sales guidance | Apps
• Generate content ideas • Recommend technician
• Natural language audience scheduling
segmentation • Recap work order progress
• Simplify customer insights
Finance & Operations
Supply chain
• Create product descriptions
• Predict disruptions • Risk assessment
• Summarize purchase • Collections workspace
order changes

Copilot works within Dynamics 365 alongside business professionals to help

them create ideas and content faster, complete time-consuming tasks, and
get insights and next-best actions—just by describing what’s needed.
75
INTRODUCTION Empower your human defenders
OVERVIEW Defend with AI security
INNOVATE TOGETHER

MARKET TOGETHER
Security Copilot integrates insights
SELL TOGETHER

AI sales assets
and data from security tools and
delivers guidance that’s tailored to
Microsoft Security Copilot
Azure Innovate | Partner Led
your organization.
Sales guidance | Copilot

Sales guidance | AI Detect hidden patterns, harden

defenses, and respond to incidents
Sales guidance | Infra and databases
faster with generative AI.
Sales guidance | Analytics
Microsoft Sentinel
Sales guidance | Apps

Simplify the complex Catch what others miss Address the talent gap

Microsoft
Microsoft Defender for
Intune Endpoint

Amplify your team’s impact and efficiency with AI

security guidance informed by 65 trillion daily signals.

76
INTRODUCTION New business opportunities How customers can prepare
OVERVIEW The road to AI-powered productivity to lead the new AI era with us
INNOVATE TOGETHER
Microsoft 365 Copilot CUSTOMER CTA CUSTOMER CONVERSATION
MARKET TOGETHER
Bringing the power of next-generation AI to work. Introducing Microsoft 365 Copilot Get your data estate Learn how migrating your data to
AI-ready with Azure Azure can give you the foundation for
SELL TOGETHER —your copilot for work. It combines the power of large language models (LLMs) better AI experiences.
with your data in the Microsoft Graph and the Microsoft 365 apps to turn your
AI sales assets
words into the most powerful productivity tool on the planet. Build intelligent app Learn how to build AI-powered applications
experiences with Azure AI for your organization on Azure.
Azure Innovate | Partner Led
Business impacts to your customers
Increase developer Learn how GitHub Copilot can drive 55%
Sales guidance | Copilot Grounded in Microsoft 365 Copilot has real-time productivity with GitHub greater productivity for developers.
your customers’ business data access to both your customers’ content
Sales guidance | AI
and context in the Microsoft Graph.
Increase seller productivity Learn how AI capabilities enable personalized
Sales guidance | Infra and databases with Sales Copilot coaching and intelligence for sellers.
Comprehensive Copilot inherits your customers’ security,
security, compliance, and privacy compliance, and privacy policies set up
Sales guidance | Analytics Get ready for Copilot Learn how Microsoft 365 brings together
in Microsoft 365.
with Microsoft 365 identity, applications, management,
Sales guidance | Apps security, and your enterprise data so
Architected to protect Data never leaves its secure partition and you can be AI-ready.
your customers’ data is never used for training purposes.
Get ready for Learn how to adopt and deploy Microsoft
Integrated into the Word, Excel, PowerPoint, Outlook, Security Copilot Defender for Endpoint and Microsoft Sentinel
apps your customers use every day Teams, and more. to be in the best possible position to realize
the benefits of generative AI in security.
Individual user and admin The user decides what to use,
always in control modify, or discard.
Additional resources
Designed to As Copilot learns about processes, Microsoft 365 Copilot and security for partners
learn new skills it can perform more sophisticated Road to Microsoft 365 Copilot Partner Guide
tasks and queries.
Copilot Partner FAQ
Get started with Microsoft 365 Copilot
Key question to ask your customers: “Looking for a ready-to-use copilot?” Data, Privacy, and Security for Microsoft 365 Copilot
GitHub Copilot | Your AI pair programmer
If yes, then guide them towards Microsoft Copilot solutions. Dynamics 365 Partner Hub (including Power Platform)
If no, then evaluate a Build scenario. Microsoft 365 Copilot blog 77
INTRODUCTION Build your own Copilot
OVERVIEW Accelerate development of AI apps with tools for developers
INNOVATE TOGETHER
of all skill levels
MARKET TOGETHER

SELL TOGETHER
Support for plugins, augmenting
AI sales assets
Users Web and mobile apps IoT devices
the capabilities of AI systems
Azure Innovate | Partner Led • Improve sales productivity, personalize every
customer interaction, and close more deals
Sales guidance | Copilot

App Service
• AI-generated lead and opportunity
Azure Kubernetes Service
Sales guidance | AI
summaries
Serving layer
Sales guidance | Infra and databases
• Meeting preparation and summaries
Sales guidance | Analytics • Real-time tips in Teams meetings
Sales guidance | Apps • Summary, follow-up, and contextual emails
Cognitive Form Metrics Immersive Video
Bot Service Search Recognizer Advisor Reader Analyzer
User • Collaboration spaces
interface
AI Models
Cognitive Azure Machine
Services Learning
Business
logic Application code

Pre-built models Custom models

Data and
systems
of record

78
INTRODUCTION Azure AI
OVERVIEW Customer journey
INNOVATE TOGETHER Discover the recommended steps and actions to accelerate customer adoption of Azure OpenAI Service
MARKET TOGETHER

SELL TOGETHER STAGE 1 STAGE 2 STAGE 3 STAGE 4 STAGE 5

MCEM
stages
Listen & Consult Inspire & Design Empower & Achieve Realize Value Manage & Optimize
AI sales assets

Azure Innovate | Partner Led • AI executive briefing complete • AI capability roadmap • Rapid prototype completed • MVP delivered • Transition and IP reuse capture
Outcomes
• Qualified customer AI opportunity • Ideation of AI workshop completed • MVP architecture designed • Production launch plan signed • Expand workloads and identify
Sales guidance | Copilot
off and launched new use case(s)
• Target use cases identified • Security and Responsible AI
approval
Sales guidance | AI

Sales guidance | Infra and databases • Era of AI briefing with the copilot • Leverage the DREAM Demo-in-a-Box to • Work with the customer to design • Incorporate Security and • Evaluate insights and actions
strategy, co-innovation, and showcase the use cases. and deliver the prototype. Responsible AI principles and against the business objectives
Sales guidance | Analytics Responsible AI: tools in MVP
• Capture the use case implementation • Leverage the Solution Accelerators • Revise future roadmap of new
https://aka.ms/aiforpartners
roadmap. Use Azure OpenAI Service for the top use cases to showcase • Create mutual scale deployment use cases
Sales guidance | Apps • Present the AOAI L100 pitch deck pricing guide to size and prioritize use the prototype. plan: a) GPT capacity plan, b) Data
• Enhancement of deployed
to key business and technical cases. & AI services scale out, c) Latency
• Establish responsible and ethical use cases
stakeholders: and scalability checks, d) User
Actions

https://aka.ms/aiforpartners AI governance via AI Standards. feedback on MVP, e) Security and • Record the reusable and
Governance, and f) Change/ model
• Industry specific use cases through repeatable assets
optimization plan
Data & AI industry partner • Feed back the repeatable IPs into
activation kits
solution accelerators
• Provide feedback on bugs/gaps
in Microsoft product/services to
you Microsoft seller
• Introduce incident management
process

• Customer needs and outcomes • Finalize and confirm the Azure • Baselined business case • Outcomes and baseline • The customer continues to govern
defined OpenAI Service roadmap of use metrics met and monitor the Azure AI
• Pipeline milestone commitment
cases with the customer implementation with the right skills
criteria

• Key stakeholders identified • Implementation into business

and controls
Exit

• Agree on the use case for prototype • Implementation roadmap

processes and workflows
• Qualify the engagement and start • Evangelize the success with your
the process of AOAI access for the Microsoft seller and through the
customer through the Azure Azure GTM evidence initiative
OpenAI Access form

79
INTRODUCTION Azure AI | Azure OpenAI Service solution accelerators
OVERVIEW Expedite time to realize value
INNOVATE TOGETHER
Through various partner engagements, we’ve identified four key patterns that are gaining traction for Azure OpenAI Service.
MARKET TOGETHER Take advantage of this opportunity to explore and discover how you can capitalize on the AI opportunity.

SELL TOGETHER

AI sales assets
Internal Enterprise ChatGPT GitHub | Azure OpenAI embeddings
Azure Innovate | Partner Led Enables safe access to ChatGPT on internal
and external data.
Sales guidance | Copilot

Sales guidance | AI

Sales guidance | Infra and databases

Contact Center Agent Assist
GitHub | Customer Service
Sales guidance | Analytics Enables customers to quickly deploy an integrated platform Conversational Insights with Azure
to structure data from agent conversations and immediately OpenAI
Sales guidance | Apps
start extracting insights from customer conversations.

Document Intelligence
GitHub | Business Process
Provides a platform to enable unstructured data to Automation Accelerator
be abstracted into the business process.

Orchestration for Intelligent Apps

Integrating intelligence transcends a simple chat interface
and permeates every aspect of the end-user experience, GitHub | Project Miyagi – Envisioning sample
utilizing enriched data to generate personalized for Copilot stack
interactions and effectively address individual needs.

80
INTRODUCTION Integrated data and AI platform to maximize value of data
OVERVIEW Microsoft Intelligent Data Platform
INNOVATE TOGETHER
It’s clear that the fragmentation that exists today between databases,
MARKET TOGETHER analytics, and data governance products must be addressed. Additionally,
data engineers, data scientists, and business analysts struggle with the Make your data and AI management even more powerful and
SELL TOGETHER complexity of making data integration, data warehousing, machine learning comprehensive with a single, flexible platform for databases,
operations, and business intelligence work together. analytics, AI, and data governance.
AI sales assets

Move beyond the cost and complexity of point solutions with a unified data
Azure Innovate | Partner Led
and AI platform. Adapt rapidly, add layers of intelligence to apps, generate
Sales guidance | Copilot
predictive insights, and govern all your data—wherever it resides. Microsoft Cloud
Dynamics 365 • Microsoft 365
Sales guidance | AI
Power Platform
Sales guidance | Infra and databases
Accelerate innovation
Sales guidance | Analytics Improve productivity with automation and AI—and
focus your resources on creating business value.
Sales guidance | Apps
Data governance

Achieve agility
Analytics
Anticipate change and empower faster decision-
making with an integrated data platform.

Operational databases

Build on a trusted platform

Protect and govern your data with the security and
privacy controls required in today’s digital world. Microsoft Intelligent Data Platform
SQL Server • Azure SQL • Azure Cosmos DB • Azure Synapse Analytics
Azure Databricks • Power BI • Microsoft Purview • Azure AI

81
INTRODUCTION The data platform for the era of AI
OVERVIEW Microsoft Fabric
INNOVATE TOGETHER
The end-to-end, unified analytics platform that brings together all the data and
MARKET TOGETHER analytics tools that organizations need.
Synapse Data Synapse Data Synapse Data
Data Factory
Engineering Science Warehousing
SELL TOGETHER Fabric integrates technologies like Azure Data Factory, Azure Synapse Analytics, and
Power BI into a single unified product, empowering data and business professionals
AI sales assets alike to unlock the potential of their data and lay the foundation for the era of AI.
Synapse Real
Azure Innovate | Partner Led Power BI Data Activator
Time Analytics

Sales guidance | Copilot

AI Assisted
Sales guidance | AI
Shared Workspaces

Sales guidance | Infra and databases Universal Compute Capacities

Unify the data estate Manage powerful AI models
Sales guidance | Analytics Establish an open and lake-centric Accelerate analysis by developing OneSecurity
hub that helps data engineers AI models on a single foundation OneLake
Sales guidance | Apps
connect and curate data from without data movement—reducing
different sources—eliminating the time data scientists need to Intelligent data foundation
sprawl and creating custom views deliver value.
for everyone.

• Onboarding and trials • Storage format

• Sign-on • Data copy for all engines
• Navigation model • Security model
Empower everyone in the business Govern data across the organization
Innovate faster by helping every Responsibly connect people and data • UX model • CI/CD
person in the organization act on using an open and scalable solution • Workspace organization • Monitoring hub
insights from within Microsoft 365 that gives data stewards additional
apps, such as Microsoft Excel and control with built-in security, • Collaboration experience • Data Hub
Microsoft Teams. governance, and compliance. • Data Lake • Governance & compliance

82
INTRODUCTION New business opportunities
OVERVIEW Bringing customer data into the era of AI
INNOVATE TOGETHER
with Microsoft Fabric
MARKET TOGETHER
Microsoft Fabric is powered by AI
SELL TOGETHER
Complete Analytics • Unified product,
Infused with Azure OpenAI Service at every layer, Fabric is designed to help Platform experience, and
AI sales assets
customers unlock the full potential of their data, enabling developers to leverage the architecture
Azure Innovate | Partner Led power of generative AI against their data and assisting business users to find • Delivered as SaaS
insights in their data.
Sales guidance | Copilot

With Copilot in Fabric in every data experience, users can use conversational
Sales guidance | AI
language to create dataflows and data pipelines, generate code and entire functions,
build machine learning models, or visualize results.
Lake Centric • Common SaaS data lake
and Open shared by all compute
Sales guidance | Infra and databases

Sales guidance | Analytics Customers can even create their own conversational language experiences that engines
combine Azure OpenAI Service models and their data and publish them as plug-ins. • Deep commitment for
Sales guidance | Apps

Copilot in Fabric builds on our existing commitments to data security and privacy in
open formats and APIs
the enterprise. Copilot inherits an organization’s security, compliance, and privacy
policies. Microsoft does not use organizations’ tenant data to train the base
language models that power Copilot.
Empower Every • Deliver data directly to
users in their favorite
Business User Office applications
Enabling a comprehensive analytics platform for you to help your customers
• Significantly reduce costs, improve collaboration, and simplify purchasing.
• Avoid data silos, data duplication, and vendor lock-in.
• Designed for AI
• Empower business users and create a data culture.
AI-Powered from the ground up
• Accelerate time to market by harnessing AI.

Sign up for the Microsoft Fabric free trial

83
INTRODUCTION The secret (data) weapon for intelligent apps
OVERVIEW Azure Cosmos DB
INNOVATE TOGETHER

MARKET TOGETHER
Develop high-performance applications of any size or scale with a fully managed and
serverless distributed database supporting open-source PostgreSQL, MongoDB, and
90% of enterprise apps
Apache Cassandra. Get automatic and instant scalability with SLA-backed, single- will embed AI by 2025.*
SELL TOGETHER digit millisecond reads and writes and 99.999 percent availability for NoSQL data.
Deploy and scale applications with distributed PostgreSQL using the latest version, Azure Cosmos DB is used to store all ChatGPT
AI sales assets
tools, and extensions. results. The database was able to rapidly—
and seamlessly—scale as the service’s active
Azure Innovate | Partner Led
user base took off.
Sales guidance | Copilot

Sales guidance | AI

Sales guidance | Infra and databases

Guaranteed performance Simplified developer experience
Sales guidance | Analytics Unparalleled performance at any Fast, flexible app development with
scale with instant, limitless elasticity, free dev/test options, multiple
Sales guidance | Apps
fast reads, and multi-region writes SDKs, and support for open source
anywhere in the world. PostgreSQL, MongoDB, and
Apache Cassandra.

Mission-critical ready Fully managed and cost-effective "We chose Azure Cosmos DB because of its global
distribution and ability to handle heavy seasonal bursts,
Ready for mission-critical Pay for only what you use with a like Black Friday. We can distribute our data models to be
applications with 99.999 percent cost-effective, responsive, and fully near the microservices they're serving—wherever that is
availability, continuous backup, managed serverless database that in the world.“
and enterprise-grade security. scales elastically with your app.
Bob Strudwick, Chief Technology Officer, ASOS

*IDC report 84
INTRODUCTION New business opportunities
OVERVIEW Enable customers to build intelligent apps with Azure Cosmos DB
INNOVATE TOGETHER

MARKET TOGETHER

SELL TOGETHER

AI sales assets

Azure Innovate | Partner Led

Sales guidance | Copilot

Sales guidance | AI

Sales guidance | Infra and databases

Sales guidance | Analytics

Sales guidance | Apps

Free-of-charge experience that Discover how customers can set up Learn and build new skills
allows customers to experiment workloads for speed and by exploring learning paths
with Azure Cosmos DB. performance in cost-effective ways. and modules.

Explore tutorials and onboarding

Try Azure Cosmos DB Start learning journey
best practices

85
INTRODUCTION Innovate, deploy, and operate Kubernetes seamlessly
OVERVIEW Azure Kubernetes Service
INNOVATE TOGETHER

MARKET TOGETHER
Azure Kubernetes Service (AKS) offers the quickest way to start developing and
deploying cloud-native apps in Azure, datacenters, or at the edge with built-in, code-
85% of organizations will
to-cloud pipelines and guardrails. Get unified management and governance for on- embrace a cloud-native
premises, edge, and multicloud Kubernetes clusters. Interoperate with Azure security,
approach by 2025.*
SELL TOGETHER

identity, cost management, and migration services.

AI sales assets

Azure Innovate | Partner Led How will you help them

Sales guidance | Copilot be successful?
Sales guidance | AI

Sales guidance | Infra and databases

Simplified operations Enhanced developer productivity
Sales guidance | Analytics Automated management and End-to-end developer productivity
scalability of Kubernetes clusters for with debugging, CI/CD, logging,
Sales guidance | Apps
enterprise-grade container and automated node maintenance.
orchestration.

“Our development time is 30 percent lower now,

and our cost savings are in the 50 percent range
with our Azure Kubernetes Service environment.”

Aaron Minkovich, Chief Technology Officer, Manulife

Enterprise-grade security Multiplatform support
Advanced identity and access Support for Linux, Windows Server, and
management to monitor and IoT resources with AKS deployment on
maintain container security for the infrastructure of your choice using
governance at scale. Azure Arc.

*Top strategic technology trends for 2022: 12 trends

shaping the future of digital business, Gartner, 2022.
86
INTRODUCTION New business opportunities
OVERVIEW Enable customers to build intelligent apps with Azure Kubernetes Service
INNOVATE TOGETHER

MARKET TOGETHER

SELL TOGETHER

AI sales assets

Azure Innovate | Partner Led

Sales guidance | Copilot

Sales guidance | AI

Sales guidance | Infra and databases

Sales guidance | Analytics

Sales guidance | Apps

Get started experimenting with Implement enterprise-grade Learn and build new skills
Azure Kubernetes Service (AKS) best practices when designing by exploring learning paths
with a free Azure account. AKS solutions. and modules.

Try Azure Kubernetes Service Explore best practices and architectures Start learning journey

87
INTRODUCTION Give developers the advantage of AI
OVERVIEW GitHub Copilot
INNOVATE TOGETHER

MARKET TOGETHER
GitHub Copilot is an AI pair programmer that uses a custom OpenAI GPT-3.5-
SELL TOGETHER based large language model (LLM) to suggest code and entire functions in real
time, right from your editor. By avoiding the need for web searches, GitHub Copilot
AI sales assets
improves developer productivity and happiness, reducing disruptions, improving
Azure Innovate | Partner Led flow, and increasing the amount of time a developer spends doing satisfying work.
Developers using GitHub Copilot
Sales guidance | Copilot

Sales guidance | AI
Increase developer productivity
Sales guidance | Infra and databases Improve satisfaction by focusing on
88% 87% 77%
Sales guidance | Analytics
real problems.
have faster exert less mental effort spend less
Sales guidance | Apps
completion. on repetitive tasks. time searching.

Accelerate innovation
Prototype and innovate more rapidly.
73% 60% 59%
Bridge skill gaps
stay more are more fulfilled are less frustrated
Learn new languages and techniques. “in the flow.” with their job. when coding.

Start a free trial Sign up for Chat Discover the blog to learn more

88
© 2023 Microsoft Corporation