“Going into the mid-market in a big way is going to allow us to structurally offset the challenge on the discretionary spend for large enterprises through this.”

In context

“Julie Sweet: No, in fact, it should amplify that because We've done a great job with Microsoft, and we now are even putting more resources into focusing on the mid-market. There's going to be a lot of pull-through across the board. Avanade has been super successful. We have been making some acquisitions in this area. The way we go to market there is really ecosystem-led. What we can now do is like, say, we're in with one system partner and there's another opportunity, it's much easier to pull them in, which is why we think it'll amplify what we're doing with Avanade, and there's a seamless integration to make sure that that's what we're doing. We're also doing it in a much more efficient and focused way because our clients in the mid-market don't need the same client coverage model that we use for larger enterprises. That's what's really exciting about this. When you think about it, the industry has had this challenge now for a few years on discretionary spend, which is really smaller deals. Going into the mid-market in a big way is going to allow us to structurally offset the challenge on the discretionary spend for large enterprises through this. We're really excited. It's obviously early days, but we've got a great track record with Avanade, and we think it'll amplify Microsoft and the other ecosystem partners that the mid-market needs.”