Michelle Themelis, Microsoft Business Lead at Westcon SSA.

As cloud and AI continue to reshape the technology landscape, Microsoft partners are at the forefront of digital transformation. Meet Michelle Themelis, Microsoft Business Lead at Westcon SSA, who shares her insights on the evolving partner ecosystem, the impact of the cloud, AI opportunities, and how Westcon-Comstor empowers partners to navigate this shift successfully.

Q: As Microsoft Business Lead, what does your role entail, and what drives your approach to leading Microsoft’s strategy within the organisation?

A: My role involves overseeing the strategic direction and execution of Microsoft’s initiatives within our organisation, with support from my leadership team. This includes managing partnerships, driving sales and marketing efforts, and ensuring our solutions align with Microsoft’s vision and goals.

A key part of my approach is fostering innovation, customer-centricity, and a collaborative environment where our team and partners can thrive. Many don’t realise that Westcon-Comstor has a significant international footprint, spanning Africa, Europe, India, and Asia-Pacific. Recently, my Africa team and I hosted a successful Microsoft relaunch event in Nairobi. With Kenya set to have its own datacentre in 2026, we’re actively preparing partners for AI adoption, guiding them through concerns and challenges, much like we did in South Africa years ago when cloud adoption first gained traction.

Q: You’ve had a front-row seat to the evolution of cloud and AI. How do you see these innovations shaping the Microsoft partner ecosystem?

A: Cloud and AI are transforming the partner ecosystem by enabling more scalable, efficient, and intelligent solutions. These technologies drive digital transformation across industries, allowing partners to offer advanced analytics, automation, and personalised customer experiences.

Beyond the business impact, recently, researchers were stunned when AI solved a decade-old mystery about antibiotic- resistant superbugs in 48 hours, which took scientists years to study. This is the kind of game-changing innovation we are bringing to partners, helping them evolve their business models and stay competitive in a rapidly shifting market.

Q: What do you find most rewarding about working with Microsoft partners, and how do you help them unlock new opportunities?

A: Having worked in the Microsoft ecosystem since 1999 – first in publishing Microsoft course material, to then working for Microsoft SA in various different roles – I’ve seen first-hand how the landscape has evolved. The most rewarding part of my role is seeing our partners grow and succeed.

We support partners by helping them navigate Microsoft’s ecosystem, providing the resources, insights, and enablement they need. By understanding their unique challenges, we tailor strategies to unlock new opportunities, ensuring they maximise their potential and drive mutual success with Westcon.

Q: From your perspective, what makes a successful Microsoft partner, and what qualities do you believe set top-performing partners apart?

A: A successful Microsoft partner is adaptable, innovative, and customer-focused. The days of transactional, ‘licence-only’ partners are behind us. The best partners sell complete solutions, integrating licensing costs into managed service packages rather than selling licences in isolation. Top-performing partners stay ahead of industry trends, invest in continuous learning, and build trust-based client relationships. They also take advantage of Microsoft’s incentives programme, which rewards those aligned with Microsoft’s strategic priorities, helping them grow profitability while delivering real value to customers.

Q: What excites you most about the future of Microsoft in the channel, and what are your top priorities for the year ahead?

A: The future of Microsoft in the channel is incredibly exciting, especially with AI and cloud computing unlocking new possibilities. My focus for the year ahead includes driving digital transformation initiatives, expanding our partner network across Africa, and enhancing support, enablement, and services.

AI is set to revolutionise industries, and I’m particularly excited about helping our partners harness these innovations to improve efficiency, create new business opportunities, and, ultimately, make a real impact in their markets.

Explore how Microsoft together with Westcon-Comstor is shaping the future of business transformation together. 

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