Microsoft plans to increase its reliance on third-party firms for software sales to small and mid-sized businesses. This strategic shift mirrors similar adjustments by other tech companies adapting to the evolving landscape shaped by artificial intelligence. By contracting out more software selling, Microsoft aims to optimise its sales processes and better serve its customer base in the age of AI-driven solutions.
This move allows Microsoft to focus on developing and refining its AI technologies while leveraging the expertise of external sales teams to broaden its market reach. The company's AI initiatives include new AI-powered agents within Microsoft 365 Copilot, designed to automate tasks such as lead qualification and customer interaction. These agents connect to CRM systems like Dynamics 365 and Salesforce, providing real-time sales intelligence and streamlining workflows. The strategy reflects a broader trend of integrating AI into sales operations to enhance efficiency and improve customer engagement.
Microsoft has also launched the AI Accelerator for Sales programme to support businesses adopting its AI solutions. This initiative offers pre-built AI agents, customisation options through Copilot Studio, and personalised support from AI specialists. By combining internal AI advancements with external sales partnerships, Microsoft aims to maintain a competitive edge and drive revenue growth in the rapidly evolving tech market.