Microsoft is currently recalibrating its sales strategy to meet the momentum of AI and changing customer demands. The company told employees Thursday it would shift more SMB software sales to partners and expand roles for internal sales staff, according to Chief Commercial Officer Judson Althoff.
Expanding Roles and Third-Party Reliance
Microsoft is overhauling its sales approach, turning to third-party firms to manage more transactions with small and mid-sized businesses. The internal sales team will shift towards broader product coverage, replacing narrowly defined roles. “We are evolving the commercial solution areas within our sales organisation to better reflect the era of AI and support the growth of our customers and partners,” Althoff said.
Prioritising AI and Technical Training Across Sales Teams
The tech giant is currently prioritising technical training for its sales team to support the sale of AI-focused offerings. The initiative aims to equip staff with the skills needed to address the diverse customer expectations. A company spokesperson noted, “This evolution reflects the shift in how customers and partners are buying and will better serve their needs.”
Microsoft Mirrors Moves by Salesforce and Workday
Microsoft’s approach is in line with broader trends across the tech industry. In response to the post-pandemic sales environment and the rise of generative AI, several major players have reevaluated their sales strategies to cut costs and boost efficiency.
Salesforce Inc., for example, has started offering its software through Amazon.com Inc.’s marketplace and other sales channels.
The e-commerce giant has also announced plans to hire thousands of salespeople focused specifically on AI products. Meanwhile, Workday Inc. is increasingly relying on third-party sales firms to help improve profits.
Microsoft positions itself alongside peers that are adjusting to the same market forces by following a comparable strategy.
Strengthening Microsoft’s Hybrid Sales Ecosystem
Microsoft’s restructuring is consistent with industry-wide efforts to adapt to economic shifts and the emergence of generative AI.
Salesforce Inc. has begun leveraging platforms like Amazon.com Inc. and is hiring thousands for AI-specific sales roles. While Workday Inc. is pursuing profitability by working more with external sales partners.
Recent Moves Signal a Unified AI-Centric Strategy
Microsoft’s internal restructuring this week included changes to several technical teams, reinforcing its focus on AI integration across departments. The company is broadening roles and intensifying training efforts to better support customers in an AI-first environment.
Conclusion
Microsoft is realigning its sales operations as AI-driven technologies change how enterprises buy and operate. The company is investing in upskilling internal sellers while shifting more SMB sales to third-party firms—positioning itself to lead in the next phase of enterprise tech transformation.