Reframe the problem.
Foundry access gives sellers something to offer. Account-specific commercial insight gives them a reason to act.
A PERSONAL POV FOR FIREWORKS / MICROSOFT CO-SELL
The integration is live.
Accelerate the field.
A fractional Microsoft co-sell lead to turn Foundry availability into seller engagement, qualified pursuits and production adoption.
Jason Wickman · 25+ years in the Microsoft ecosystem
Network. Relationships. A platform already built.
AGILIDY / FRACTIONAL LEADERSHIPBUILD → ACCELERATE → TRANSFER
25+ yearsMicrosoft ecosystem experience
12 yearsInside Microsoft
CRM business exitBuilder and commercial leader
MICOSELLExisting account + seller platform
01 / THE COMMERCIAL REFRAME
Co-sell is critical now.
Build the motion before
fixing its long-term shape.
Fireworks has a first-party Foundry integration, Azure billing and customer proof. Your Partnerships Lead brief identifies the commercial work ahead: Microsoft field mapping, repeatable plays, sourced pipeline and forecast accountability.
My view: concentrate senior leadership on that work now. Establish which sellers, workloads and customer segments produce traction, then decide how the role should evolve.
The immediate requirement is acceleration.
A focused mandate can build the capability, prove the operating model and transfer it to the team that will scale it.
Make it relevant.
Translate quality, latency and cost into the customer’s application economics and the Microsoft account team’s priorities.
Own the next step.
Set the discovery ask, technical handoff, decision criteria and review cadence. Keep each pursuit moving.
Agilidy’s Challenger-informed commercial thesis. Fireworks’ long-term staffing needs remain its decision; this is a proposed acceleration mandate.
02 / THE OPPORTUNITY WE ARE ACTIVATING
Sell the production outcome.
Connect it to Azure.
What Fireworks delivers
Optimized inference for open and customized models: quality, response speed and efficiency for AI applications.
Who we engage
ISV engineering leaders and enterprise AI platform teams, with the relevant business and cloud budget owners.
Why Microsoft participates
A relevant customer AI workload, an Azure deployment route and consumption that Fireworks identifies as MACC-eligible.
MACC / COMMERCIAL ALIGNMENT
Put an existing cloud commitment to work.
A Microsoft Azure Consumption Commitment is contracted Azure spend over a defined period. Fireworks states that its Foundry usage is Azure-billed and MACC-eligible. We connect that purchasing context to a qualified workload and coordinate the deployment path with the account team.
The customer still pays for usage or capacity. MACC is a spend commitment, not free funding. Confirm customer agreement and deployment applicability with Microsoft and Fireworks.03 / WHAT I WALK IN WITH
Relationships.
Account intelligence.
MICOSELL.
I can start with an existing platform and a structured Microsoft coverage map, then put them to work around Fireworks’ priorities.
My network and 25+ years in the ecosystem support the conversations. MICOSELL gives account research, seller confirmation and the joint pursuit a shared place to live.
Explore MICOSELLEXISTING FY26 US SMC&E SNAPSHOT
6,930Account records
513Distinct seller aliases
Organized coverage to begin account selection and seller validation.
271 software, data & platform accountsA first screening pool for ISV / AI workload fit. Enterprise and additional ISV coverage are a separate expansion workstream.
Source: supplied FY26 account list, deduplicated by TPID. These are coverage populations, not qualified Fireworks demand, guaranteed introductions or a current seller employment roster.Existing supplied screenshot. Its sample account and estimates are unrelated to Fireworks; Fireworks campaign configuration is proposed below.
01Match
Select workload-fit accounts
02Confirm
Refresh seller ownership
03Equip
Share a tailored account POV
04Coordinate
Track the joint next action
04 / FROM INSIGHT TO A JOINT PURSUIT
Give each seller
a reason to lean in.
ILLUSTRATIVE CAMPAIGN / PROPOSED MICOSELL CONFIGURATION
ISVs & AI products
Buyer: CTO / VP Engineering / Head of AI
Account signal: An Azure-based software company is adding AI features or scaling an existing AI product.
StackBlitz / Bolt: Fireworks on Foundry supports production inference for its software-building experience.
Teach
The relevant question is cost per successful task at production quality and speed. Token price alone can hide the economics of an AI feature.
Tailor
Map the ISV account team and relevant Azure / AI specialists. Establish the workload, usage pattern, performance requirement and business owner.
Specific seller ask
A joint workload discovery with the engineering leader and a Fireworks field engineer.
- 1Confirm Microsoft coverage
- 2Validate workload and buyer
- 3Agree evaluation measures
- 4Coordinate proof of value
- 5Track production consumption
Example campaign logic, not live Fireworks activity. Customer references come from Fireworks / Microsoft publications and do not imply introductions or transferable results.
05 / MAKE THE INVISIBLE COST VISIBLE
Every stalled handoff
delays a decision.
My operating focus is the space between “Microsoft is interested” and “the customer is evaluating.” Every pursuit gets a named owner, a buyer hypothesis, a seller ask, evaluation criteria and a dated next step.
PROPOSED WEEKLY EXECUTIVE SCORECARD
CoverageFit-qualified accounts with confirmed seller ownership
EngagementSellers accepting a specific pursuit action
Buyer accessJoint discovery and technical evaluation acceptance
PipelineQualified sourced / influenced opportunities and stage movement
AdoptionProduction decisions and attributable Azure consumption
Establish baseline definitions with Fireworks. Track new Microsoft-sourced opportunities, influenced deals and existing revenue shifted to Azure separately.
06 / THE FIRST 90 DAYS
Start with a focused mandate.
Leave a working system.
Days 1–30
Focus the field.
A qualified starting cohort and a specific reason for each seller to engage.
- Agree Microsoft account ownership and workstream boundaries with Partnerships, sales and the Foundry GTM team.
- Prioritize 30 accounts across two initial plays; refresh coverage and validate workload / buyer hypotheses.
- Produce two seller playbooks, ten account pursuit briefs and the MICOSELL campaign configuration.
- Establish sourced / influenced definitions, a baseline scorecard and technical evaluation handoffs.
Proposed deliverables. Account and collateral counts are scope commitments; buyer meetings, seller participation, pipeline and revenue depend on qualification and engagement. Targets are agreed after baseline discovery.
07 / WHY JASON
I have worked
both sides of
the Microsoft relationship.
More about Jason I’m Jason Wickman, founder of Agilidy. My career includes 12 years at Microsoft, building and selling a Microsoft CRM business, and leading partner sales teams. I bring more than 25 years of ecosystem experience and a technical foundation that helps me connect innovation to a practical business case.
Today, I combine that experience with Challenger selling, AI-assisted account research and the MICOSELL platform. My work building Orkastra.ai provides another example of connecting account intelligence with commercial execution.
I work with a handful of clients and personally lead the work. For Fireworks, that means bringing senior commercial ownership to your Microsoft motion alongside your existing Partnerships, sales, Foundry GTM and field engineering teams.
Explore Orkastra.ai08 / THE PROPOSED ENGAGEMENT
Fractional Microsoft
Co-sell Acceleration Lead.
An initial 90-day mandate to kick-start and accelerate Microsoft co-selling, with hands-on leadership from strategy through execution.
What I personally own
Prioritization, account POVs, Microsoft field engagement, seller enablement, pursuit coordination, operating cadence, reporting and handoff.
How we work together
Fireworks AEs retain deal ownership. Field engineers own benchmarks, architecture and technical validation. Partnerships leadership sets alliance priorities; Finance approves commercial terms. We agree account and workstream boundaries at the start.
Built to transfer
Continue fractionally, transfer to an internal leader or help hire and onboard a permanent owner. The long-term structure follows evidence from the work.
Scope, capacity, platform access, fees and travel agreed together. Proposed engagement; no Fireworks or Microsoft endorsement or engagement is implied.