When most diverse business owners think about supplier diversity, they think about traditional industries: manufacturing, construction, professional services. They overlook what might be the biggest opportunity: technology companies.
Consider these numbers:
- Microsoft spent over $18 billion with diverse and small to mid-sized businesses in fiscal 2024—the highest in their 20-year program history
- Tech giants collectively are investing over $300 billion annually in AI infrastructure alone, with much of that spending flowing through supplier networks
- Every major tech company has an active supplier diversity program with dedicated staff and real goals
The technology sector is spending unprecedented amounts on everything from cloud infrastructure to marketing services to office supplies. And they need diverse suppliers across all these categories—not just tech services.
Here's how to position your business to capture a piece of this opportunity.
Tech companies are massive buyers across virtually every category of goods and services. The common misconception is that you need to be a tech company to sell to tech companies. That's simply not true.
Here's a partial list of what tech giants buy from outside suppliers:
- Professional services: Legal, accounting, HR, management consulting, marketing, PR
- Facilities: Construction, maintenance, janitorial, landscaping, security
- Operations: Catering, office supplies, furniture, transportation, travel
- IT services: Yes, even tech companies buy tech services—staffing, specialized development, cybersecurity assessments
- Manufacturing: Components, packaging, promotional products, hardware
- Logistics: Shipping, warehousing, distribution
Microsoft's $18 billion in diverse spend goes to more than 700 businesses. They're not all tech startups—they're companies across every industry that happen to be diverse-owned and can deliver what Microsoft needs.
The Microsoft Model: What Gets You InMicrosoft has one of the most mature supplier diversity programs in tech. Understanding how it works gives you a template for approaching other tech companies.
Certification requirements: Microsoft requires third-party certification from recognized organizations:
- National Minority Supplier Development Council (NMSDC) for MBE
- Women's Business Enterprise National Council (WBENC) for WBE
- National LGBT Chamber of Commerce (NGLCC) for LGBTBE
- National Veteran Business Development Council (NVBDC) or SBA for veteran-owned
- State and local MBE/WBE certifications
The discovery process: Microsoft Procurement "encourages buyers to consider using diverse suppliers whenever possible and tracks diverse spend as one of the company's top metrics."
This tells you something important: internal Microsoft employees are actively looking for diverse suppliers to include in their sourcing. If you're certified and your capabilities are clear, you have a real chance of being found.
How to Register with Tech Company Supplier PortalsEvery major tech company maintains a supplier portal where potential vendors can register. Here's how to approach it:
Step 1: Get certified first. Don't waste time registering with supplier portals until you have your diversity certification in hand. Most require it.
Step 2: Research each company's portal. These are typically called things like "Supplier Registration," "Vendor Portal," or "Procurement."
Step 3: Complete your profile thoroughly.
- Use your exact legal business name consistently
- Select all NAICS codes that genuinely apply
- Write a clear, keyword-rich company description
- Upload your capability statement
- Include your certification documentation
Step 4: Keep it updated. Set a quarterly reminder to refresh your profile, especially if you add new certifications, capabilities, or notable clients.
Getting Found: Visibility Strategies That WorkRegistering in a portal isn't enough. You need to be visible when procurement teams search. Here's how:
NMSDC and WBENC databases: Tech companies actively search certification body databases. Make sure your profile there is complete, current, and keyword-optimized.
Conferences and matchmaking events: Tech companies send procurement representatives to NMSDC and WBENC conferences specifically to meet diverse suppliers. These events are worth the investment.
Direct outreach: Identify the supplier diversity professional at your target companies (often listed on their procurement websites or LinkedIn). Send a personalized introduction with your capability statement.
Second-tier opportunities: Many tech companies work through resellers, distributors, and prime contractors. These partners often need diverse sub-tier suppliers to meet their own commitments to the tech company.
What Tech Companies Are Looking ForBased on my conversations with supplier diversity professionals at tech companies, here's what makes a diverse supplier attractive:
Clear capabilities. Can you articulate exactly what you do, for whom, and what makes you different? Vague descriptions like "we provide solutions" don't work.
Relevant experience. Have you worked with other large companies? Even if not tech companies, enterprise experience shows you can handle the complexity and compliance requirements.
Scalability. Can you grow with them? Tech companies often start with a small engagement and expand if you perform. They want to know you can scale.
Compliance readiness. Large tech companies have extensive supplier requirements around data security, insurance, sustainability, and ethics. The more ready you are, the faster you can get approved.
Responsiveness. When they reach out, respond quickly and professionally. First impressions matter enormously in the supplier selection process.
- Obtain certification from NMSDC, WBENC, or other recognized body
- Register with supplier portals of your top 5 target tech companies
- Complete your certification body database profiles thoroughly
- Plan to attend at least one major supplier diversity conference this year
- Develop a capability statement tailored to tech company needs
- Research prime contractors who work with your target tech companies
If you're trying to decide which capabilities to emphasize, consider what tech companies are actively buying in large volumes:
Data center related: Construction, electrical, HVAC, security, maintenance. The AI infrastructure buildout is creating massive demand.
Marketing and creative: Advertising, video production, content creation, events, promotional products.
Professional services: Legal, accounting, HR consulting, training, executive coaching.
Staffing: Contingent workforce, recruiting, temporary services across multiple functions.
Sustainability: Environmental consulting, recycling, renewable energy—ESG is a major focus.
Don't assume you need to be a software company to work with tech companies. They need the same things every large company needs—they just buy more of it.
Taking ActionTech companies represent some of the largest, most sophisticated buyers in the world—and they're actively seeking diverse suppliers. The opportunity is real, but it requires strategic action.
Your 30-day action plan:
- Verify your certification is current and your profiles are complete
- Identify your top 5 target tech companies based on what you sell
- Register with their supplier portals (this may take several weeks)
- Research any upcoming NMSDC/WBENC events where they'll be present
- Identify one person at each company to reach out to directly
Microsoft's $18 billion in diverse spend proves this isn't a token program. Tech companies are writing real checks to certified diverse suppliers. With the right approach, some of those checks could be written to you.
