My answer to this question would be the distribution, experience and trust Microsoft has mastered over the years with enterprise.
In Enterprise sale, one of the biggest blocker I have seen till now is the "FOMU - Fear of Messing Up". So if a more trusted partner comes and gives a solution which is even lets say 20% less performant but I get the benefits of trust and most of the times easy procurement I would go with that partner.
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My answer to this question would be the distribution, experience and trust Microsoft has mastered over the years with enterprise. In Enterprise sale, one of the biggest blocker I have seen till now is the "FOMU - Fear of Messing Up". So if a more trusted partner comes and gives a solution which is even lets say 20% less performant but I get the benefits of trust and most of the times easy procurement I would go with that partner.