Josh Elmore

a { text-decoration: none; color: #464feb; } tr th, tr td { border: 1px solid #e6e6e6; } tr th { background-color: #f5f5f5; } Subject / Idea Description:During a recent sync with eGroup + Enabling/FRP partners, multiple leaders (Christa, Angi) shared that Copilot Chat is not generating customer demand, is not viewed as a services motion, and is not driving meaningful upsell or paid Copilot conversions. Despite Microsoft’s strategic emphasis on Chat usage as a “hero” motion, partners report:Customers already use the free Web Copilot/Chat, making Chat adoption appear “already achieved” in the customer’s mind.Customers rarely seek support or services for Chat, because the experience is perceived as self‑explanatory and low‑complexity.Webinar attendance for Chat‑focused content is low, and partners refuse to run standalone Chat webinars because interest is not strong enough.Chat is not a viable entry point for broader Copilot or security-led conversations the way Microsoft positions it.Chat users do not convert to paid Copilot licenses at scale, which contradicts the “hero motion → whitespace → paid conversion” strategy.Partners emphasized that paid Copilot + security-first conversations are far more effective at opening strategic engagements, while Chat runs “in parallel” but does not unlock demand.Impact:This misalignment between Microsoft’s GTM priorities and partner reality creates friction in execution:Partners deprioritize Chat motions because they cannot monetize or create services around it.Web Copilot usage is cannibalizing perceived value of paid Copilot.Current metrics and hero motions over‑rotate on Chat MAU, which partners view as low‑signal for revenue.Without recalibration, partners risk missing Microsoft targets, and Microsoft risks building strategy around inflated Chat usage numbers that don’t correlate to paid outcomes.Recommendation:Reevaluate the Copilot Chat GTM motion and adjust expectations to better reflect partner and customer behavior. Consider:Shifting GTM emphasis toward paid Copilot + security + rollout strategy, where partners see real traction.Providing clearer messaging differentiating free Chat vs paid Copilot, especially around enterprise security, compliance, and licensing value.Creating partner-ready guidance on how Chat can (or cannot) serve as an entry point.Updating Chat success metrics to better reflect true revenue influence rather than raw usage.Recap: eGroup + Enabling/FRP Microsoft Sync Wednesday, January 7 | Meeting | Microsoft Teams