"Our partnership with Microsoft provides the world's largest enterprises with a next-generation cloud stack—Pivotal Cloud Foundry with Microsoft Azure,” said Nick Cayou, Pivotal’s Vice President of Alliances & Business Development. “Pivotal and Microsoft have tremendous momentum with enterprise customers such as Ford. We are also actively engaged in co-selling and co-marketing activities with Microsoft with over 200 prospective Fortune 500 customers. As a result, our engineering and sales go-to-market partnerships will continue to expand and deliver a comprehensive continuous delivery platform that accelerates next-generation application development."
Eli Aleyner, who manages Pivotal’s product and strategic alliances, said Pivotal’s collaboration with Microsoft’s Go-To-Market Services team has been particularly fruitful. “As a result of our Go-To-Market partnership with Microsoft, we’re seeing many leads come our way. Strategic co-selling and co-marketing motions have helped drive millions in sales pipeline value, which we forecast to land in the coming quarters," Aleyner said.
Aleyner said the Pivotal Cloud Foundry/Azure combination is easier to position since many of Pivotal’s target customers are already Azure users. “The Pivotal and Microsoft account teams work together to position Pivotal Cloud Foundry as a great cloud-native platform to run on top of Azure, as a means of helping the customer get even more from their commitment to Azure,” Aleyner said.
Aleyner said the partnership with Microsoft increases credibility with customers. “When Microsoft goes into the board room with you, it helps a great deal. Executives see that the partnership is real, and that two leading companies are committed to helping them be successful,” Aleyner said.
Over the course of the sales process, Pivotal and Microsoft collaborate with their joint customers to create prototype apps and proofs-of-concept to demonstrate the value of the integrated solution. This first-hand experience is crucial, and shows the customer how they can accelerate application development, Aleyner said.
“Our combined expertise helps the customer see how they can become a digital business,” Aleyner said. “Their developers and operations teams can focus on custom code, not on plumbing like infrastructure and managing dependencies and other tedious things.”
According to Aleyner, another important differentiator is Pivotal and Microsoft’s combined support experience. “The customer just has to submit a ticket, and then our respective support teams work on the issue together. This is what the market wants - not two vendors pointing the finger at one another. So that's what we deliver,” Aleyner said.
Aleyner is excited about the possibilities of the Pivotal-Microsoft partnership moving forward. "Pivotal Cloud Foundry, the world's most powerful cloud-native platform, combined with Microsoft's global reach and Azure's trusted cloud technology, will help enterprise customers execute on their digital transformation strategies,” Aleyner said. “Together, a deeper go-to-market partnership of co-selling and co-marketing will allow us to secure many of the over 200 prospective Fortune 500 customers currently in our joint pipeline into customers that we can help move at startup speeds."
Headquartered in San Francisco, Pivotal enables leading companies to transform with a modern approach focused on building—not buying—software. Pivotal’s cloud native platform is optimized for change so enterprises can move at start-up speeds and with greater business agility.