Engage. Drive ROI. Add value. Repeat!
The Microsoft Cloud Solution Provider program allows partners to quickly expand their Cloud capabilities in order to drive business success. Discover what this means for businesses and service providers alike.
Today’s service providers are looking to differentiate themselves by the services they provide and the capabilities they own. The Microsoft CSP program enables them to connect to the services they need in order to add value to their customers. As a result, they go beyond reselling licensing and become essential contributors to their customers’ success.
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1 Engage Keep up with consumer needs by conducting monthly meetings and uncovering new sales opportunities. |
2 Drive ROI Take advantage of new revenue streams with Microsoft’s online services. |
3 Add Value Partner with Microsoft and package their own solutions with Microsoft’s offering. |
But let’s dive deeper into the CSP partnership and what are the Microsoft CSP partner benefits.
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Scenario #1: You are a business looking for Cloud Management services
The demand for cloud management services is on the rise. So much so that the market is projected to grow from USD 62.4 billion in 2020 to USD 116.2 billion by 2025. This amounts to a 13.3% Compound Annual Growth Rate (CAGR) during this period.
The underlying force that is prompting this growth is cost-driven. Many companies want to transfer capital costs into operational costs and thus allow their in-house IT workforce to contribute to more strategic goals, like improving main business functions or unlocking productivity in the workplace.
So why should businesses consider a Microsoft CSP partner to address their cloud-related needs? Well, Microsoft is among the top cloud computing out there, so businesses would work with the technology that will:
- Allow them to scale easily
- Provide access to enterprise-level development tools
- Employ built-in security tools for a fail-proof approach to cybersecurity
- Use strong compliance controls
Microsoft’s strong offering has allowed the company to increase its commercial cloud revenue by 39% in 2020, amounting to a total of USD 13.3 billion. And with more companies seeking remote work, learning, and cloud infrastructure capabilities, Microsoft has been up to the challenge. As CEO Satya Nadella said it, the company has "seen two years' worth of digital transformation in two months."
Considering Microsoft’s capabilities, an obvious question emerges: Why use a CSP partner and not work directly with Microsoft?
The Benefits of Working with a CSP Licensing
Businesses could work directly with Microsoft via an Enterprise Agreement (EA). This is issued by Microsoft for a 3-year period and they need to have 500 or more personal computers in order to qualify. The costs could also go up if they add other users to the plan. The EA model makes sense for businesses operating with a rigid business model and can plan three years in advance.
For extra flexibility and ongoing support, the CSP model is gaining more traction among businesses worldwide. There is no minimum number of licenses, businesses can pay exactly for what they use on a monthly basis, and the CSP partner is available to address all your cloud-related needs. Here are the top 3 benefits for businesses opting for Azure Cloud via a CSP Partner.
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Align Cloud Adoption to Business Goals
A CSP partner does not just sell Microsoft’s cloud services. They take care of the entire customer lifecycle and provide services that ultimately add value to the digital transformation efforts of a business. This includes strategic advisory services, cost-saving measures, and flexible pricing. Essentially, they provide hands-on support whenever it is needed.
Plus, businesses benefit from their expertise without burdening the in-house IT staff with cloud issues. Microsoft CSPs can escalate and provide back-to-back support with Microsoft, so when unexpected issues or outages occur, a team is deployed immediately to find solutions and optimize the network.
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Unlock Additional Cost-Benefits
In addition to the value-added services, CSPs also provide cost savings. Some of them can bundle their cloud services with other solutions they provide at a flexible discount. Not to mention that they work with a monthly pay-as-you-go (PAYG) billing, so businesses pay only for the licenses they use, with the option to increase or decrease consumption at any time.
The monthly billing cycle also allows for ongoing interactions between the CSP partner and the business, thus making sure that the partner is working towards the goals of the business and optimizing along the way.
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Gain Full Visibility into Resource Consumption
Microsoft Azure comes with monitoring and optimization tools, such as Azure Cost Management, Azure Monitor, Log Analytics, and Application Insights. But not every organization can easily derive insights from these tools and use them to improve operations.
Working with a CSP partner means that businesses take full advantage of these monitoring tools and gain additional visibility into resource consumption and licensing usage throughout the organization. These reporting capabilities shed light on the services under use, how many users need licensing, and what are some unused resources.
Image credit: Unsplash.
Scenario #2: You are a service provider looking to become a Microsoft partner
For service providers aiming to deliver the best solutions for their customers’ needs, becoming a CSP partner might prove to be the best choice. All they have to do is enroll into the CSP partner center and fill in the details of their business. Once Microsoft has reviewed and verified this information, the partnership can get started.
The Benefits of Becoming a CSP Partner
✓ Become an industry-leader cloud service provider benefiting from the Microsoft ecosystem.
✓ Provide personalized solutions that combine in-house solutions with Microsoft’s offering.
✓ Cross-sell or up-sell using Microsoft cloud technology portfolio in a single program.
✓ Manage the entire customer lifecycle as a CSP direct bill partner.
CSP Partnership: The Path to Success
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1. Enroll in the Microsoft Cloud Solution Provider program |
2. Leverage Microsoft’s technical trainings to develop your business plan and put forth your offers. |
3. Develop your marketing plan and seize priority opportunities to drive demand. |
4. Co-sell with Microsoft and other partners and grow your pipeline with better leads. |
5. Exceed customer expectations and scale with ease. |
Where Capabilities and Ambitions Meet
While many service providers are ambitious when it comes to their cloud offering, their capabilities don’t always line up. Some of them might have a strong technical side, but the customer-facing side might not be their strong suit. Or some might face shortcomings with their positioning or marketing plan.
Being a Microsoft Partner ultimately brings a lot to the table. The depth and richness of Microsoft’s offering is almost unmatched. When you add to this their own expertise and solutions, this unlocks a whole new world of business opportunities.
Where service providers often fall short is unlocking the right capabilities and technology in order to respond to customer needs better and more proactively. If CSPs want a seat at the table, they should be mindful about who will join them there. The right business partners will allow them to maximize their capabilities and drive new revenue — fast.
Contact us today if you want to discover how The Partner Sales helps Microsoft Partners discover new revenue growth models and set themselves apart.
