Value-added resellers, systems integrators, independent software vendors, hosters and more can accelerate the growth and success of their Microsoft cloud offerings through a CSP Indirect partnership but the path may not always be clear.
Direct CSP partners may face many different challenges when going to market with Microsoft cloud offerings, but an indirect CSP partnership can alleviate these issues for maximum success. Let’s dig into how partners can overcome challenges and accelerate their Microsoft cloud business by selling through an indirect CSP provider.
One of the biggest hurdles of being a direct CSP partner is that go-to-market takes approximately four months. Microsoft has a list of requirements that need to be met in order for an organization to begin reselling directly, with one being to sell a minimum of 5,000 new Office 365 seats per year. If you’re trying to maintain a competitive edge, you may not have that kind of time on your hands.
Selling through a CSP Indirect provider offers partners the opportunity to get to the market quickly, and speed-to-market can be crucial when it comes to your organization’s Microsoft cloud business. By working with a partner team, you’ll be able to resell at an accelerated pace. Partners are supported throughout the entire process, from onboarding to meeting and surpassing cloud transformation goals.
Offer Solutions that Set Your Organization Apart
With how competitive the cloud market has become; it is important to have an edge that will differentiate your organization. Really listen to your customers and identify their business needs so that you can come up with a unique, helpful solution. This way, they’ll feel confident in using you as a partner and you will be able to speed up the sales cycle.
Your next step as a partner is to a) gain complete visibility into what customers already have and b) offer a solution that will bring added value to that customer and establish long-term value. In the case of SoftwareONE, it would be our Simple suite. The SAMSimple suite includes services ranging from procurement, to cloud backup, to Software Asset Management, which gives way to building a larger marketplace and with accelerated provisioning while providing ongoing support.
Ensuring Cost Efficiency and Billing Visibility
Becoming a direct CSP with Microsoft also requires investments that have a huge range that not all partners can meet, from $50,000 all the way into the millions. On top of that, maintaining an infrastructure, administration, and billing structure can add a heavy and costly burden to your day to day operations, so be sure the partner you choose allows automated billing for more efficiency.
When you remove the pressure brought on by billing and operations, you’re able to spend more of your organization’s time and resources building strong customer relationships, from training to technical support.
Building the Expertise Required to Configure Technology and Support Customers
When you’re reselling Microsoft offerings, it is inevitable that customer questions occur. You may know some of the answers, but there is likely going to be a time where you don’t. An indirect CSP program such as SoftwareONE’s ONEClub has wealth of Microsoft knowledge to share with your organization.
SoftwareONE's ONEClub offers you the chance to take advantage of SoftwareONE’s 30 years of expertise in software portfolio management and managing direct customers. Plus, when you are working with a dedicated CSP partner team with in-depth knowledge of and experience with cloud spend management, security, and backups, you can grow your net-new customer base with complete confidence.
Looking Towards Success
CSP Indirect will help you achieve your growth and transformation goals at a much faster pace than you may have previously thought possible. By handing over certain responsibilities to a partner team, you’re able to focus on the parts of reselling that are most important to you. With a huge knowledge base right at your fingertips, partners will be on the right path to success in no time.
On-Demand Webinar: SoftwareONE's Guide to the Microsoft Partner Agreement and Onboarding Process for CSP Indirect Resellers
On September 1, 2019, the Microsoft Partner Agreement (MPA) became available on Partner Center for partners participating in the Cloud Solution Prover (CSP) program. All partners are required to accept the agreement, including Indirect Resellers, prior to January 31, 2020, to ensure no disruption of their ability to create new customers or place new orders for existing customers in the CSP program.
Do not fear! SoftwareONE will arm you with the information needed to lead you the way through the complexities of the MPA and partner onboarding process in Microsoft Partner Center.
This on-demand webinar will guide you through the new Microsoft requirements to ensure your indirect reseller business is compliant. Just fill out this form and get immediate acccess to the webinar.
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