How to Transition From
Direct CSP Provider to an Indirect CSP Reseller

How to Transition from a Direct CSP Provider to an Indirect CSP Reseller

Becoming a cloud service provider (CSP) direct partner with Microsoft comes with a certain number of requirements. There is product support to provide your customers, a billing cycle to adhere to, and a certain number of seats to fill. All of these requirements may work perfectly for your organization, and you won’t find the need to readjust. Some businesses, however, have decided they’d like to make the leap to the CSP Indirect program.

If you have found yourself in the camp of organizations who have decided they’d like to move out of the Microsoft partner network, keep reading. Let’s delve into how to transition from CSP Direct to selling through CSP Indirect for optimal success. 

The Challenges of CSP Direct

One of the biggest challenges with CSP Direct is remaining competitive. As newer requirements and updates to the partner network roll in, it is becoming more difficult for direct partners to differentiate their business from others. The most recent minimum requirements for Direct CSPs are to: 

  • Provide an active Microsoft Partner Network (MPN) ID for your business.

  • Have the ability to accept and sign legal agreements on behalf of your business.

  • Purchase a support plan from Microsoft. You may choose between Microsoft Advanced Support for Partners of Microsoft Premier Support for Partners.

  • Provide at least one managed service, IP service, or customer solution application.

  • Put an organizational infrastructure in place to manage customer billing and provisioning.

For some organizations, bells may go off at “purchase a support plan,” and that’s within good reason. The Advanced Support program alone starts at $15,000 per year, while you would receive a tailored quote for the Premier Support plan. If you do not have the extra budget to allocate to a support plan, you may use this as a deciding factor in switching to Indirect CSP.

When it comes to the other aspects of the minimum requirements - such as a proper billing infrastructure or providing an additional service - you may find that you simply do not have the bandwidth to take them on. To make absolute certain that you’re no longer meeting these requirements, Microsoft has created a Direct CSP assessment organizations can take.

Beginning Your Transformation to CSP Indirect 

Once you’ve recognized Direct CSP is no longer a good fit for your business, you’ll have to begin the transition to selling through a CSP Indirect distributor. First, there are actual steps you have to take within your Partner Center profile to enable indirect reseller capabilities. These steps are short and to the point, but that’s certainly not all that has to be done.

After you’ve transferred your enrollment, it is time to find an indirect provider that will cater to your organization’s needs the best. In the case of SoftwareONE, our indirect provider program ONEClub places an emphasis on speed to market, a wealth of Microsoft knowledge, and leveraging automated services.

Working with a CSP Indirect partner is ideal for those who are struggling with the idea of buying additional customer support programs. Here at SoftwareONE, we have over 30 years of experience with the Microsoft product suite. We can help you help your customers by providing the knowledge they need for zero additional cost to the original solution.

An indirect partner will also ensure you’re ahead of other concerns, such as the safe migration across clouds, additional security risks, staying in compliance, and audits. This way, your organization can zero in on maintaining a competitive edge and exceptional service while your indirect partner can focus on everything else.

Maintaining Your New Status

Making the transition to selling through Indirect CSP is not exactly the hard part. Now, you have to focus on how to maintain your new status for optimal business growth and adaptability. Again, the indirect partner you’ve chosen to work with should be the ones to ensure you’re secure, automated, compliant, and - most of all - streamlined for success.

So, what’s next? One of the best ways to maintain your status as an CSP Indirect reseller and surpass your competitors is to continue your growth. As mentioned above, speed to market is something that we pride ourselves on. And CSP Indirect resellers need to be able to hit the ground running, so the more optimized of an onboarding process the better.

Your primary focus from there should be finding ways to invest in emerging opportunities. Building a strong and loyal customer base as you sell through CSP Indirect will allow you to give a major boost to your business, align with other organizations to your benefit, and launch new offerings along the way.

Looking Ahead

Before you fully transition from Direct to CSP Indirect, it is crucial that you choose the indirect partner program that works best for your business. Consider a solution such as ONEClub that will provide additional services that lend to the overall success of your organization. And, most of all, do what is going to make your organization and your customers’ lives the easiest. After all, CSP Indirect is all about streamlining for your best business yet.

Discover ONEClub

If you’re interested in learning more about how to transition to selling through an CSP Indirect with SoftwareONE’s ONEClub, head over to our solutions page to read up. 

Join the ONEClub
  • Tuesday 13 August 2019

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