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.
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.