Xin Lang Cai Jing·2025-12-08 03:09Core Insights - Microsoft is adapting its partner ecosystem to the "cloud + AI" era, shifting from a high entry barrier model focused on software licensing to one that requires partners to possess advanced technical skills and AI service capabilities [1][5]. Group 1: Changes in Partner Requirements - The speed of product iteration has significantly increased in the AI era, with updates occurring almost weekly, necessitating partners to have a deep understanding of both products and AI to effectively communicate with customers [3][7]. - Microsoft is implementing strict AI service capability certification standards to identify and support capable ecosystem partners, ensuring they receive incentives to maximize their value in helping customers implement AI solutions [4][7]. Group 2: Value of Partners in AI Era - In the AI era, the role of partners extends throughout the entire customer journey, from acceptance and deployment to implementation and expansion of AI solutions, contrasting with the traditional model where partner involvement ended after the sale [4][8]. - Successful service delivery can lead to expanded deployments within customer organizations, while poor service may result in project failures and reduced usage of AI products [8]. - Companies that commit to an "All in AI" strategy and invest resources will stand out in the market, as exemplified by Changhong Jiahua, which was recognized as Microsoft's Best Partner for its AI innovation solutions [4][8].