Ingram Micro is dedicated to helping its channel partners sell more and thrive in the cloud. With rising adoption of Office 365, now is the time to start speaking to prospective customers about how they can be more productive throughout their organization. For channel partners who already deploy Office 365 to their customers through Microsoft’s Advisor model, now is also a good time to look at switching client accounts to the Cloud Solution Provider (CSP) program.
The Advisor Model
Many channel partners have had their customers on the Advisor Model. In this program, customers would purchase Office 365 directly from Microsoft with guidance from the channel partner. Microsoft would own the customer lifecycle including billing and management. Under this program, channel partners would only gain revenue if their partner number was included when their customer completed the order.
Enter the CSP Model
Microsoft has made the process of selling their cloud solutions easier, and tackled some long standing requests to make their cloud program more appealing to their channel partners. To do this, they announced the Cloud Solution Provider (CSP) program at their 2014 World Partner Conference (WPC), allowing resellers to package their solutions with Office 365 and Windows Intune. One year later at the 2015 World Partner Conference, they brought more attention to CSP by allowing channel partners to sell more Microsoft solutions, and are continuously expanding the product portfolio each month.
Here are a few reasons why CSP is so favorable for channel partners:
- Increased Margins – With channel partners now at the center of attention, switching Office 365 Advisor subscriptions to CSP means more top line revenue and an incentive to sell. While Microsoft has reduced the commissions for resellers on Advisor renewals to 3%, they have increased incentives on new CSP sales of Office 365 to 9.1%, with 6% backend incentives for the coming fiscal year.
- Flexibility –The CSP program gives channel partners the flexibility to bundle their own services alongside Microsoft’s as well as create custom offerings for more product attachment opportunities. In addition, the CSP billing model is a true cloud monthly fee, with no annual commitment. End customers have the flexibility of adding or removing subscriptions as needed, to flex with their business needs.
- Control – Channel partners regain control of business processes like pricing, billing, contracting, and support under the CSP model. A more centralized process means that channel partners can reclaim their status as a trusted advisor to their customers.
The Ingram Micro Value Add
Ingram Micro is fully aligned with Microsoft and committed to simplifying channel partner success in the cloud. We have launched 13 automated Cloud Marketplaces worldwide with CSP integration, further enabling channel partners to grow and transform their business while reducing multi-day provisioning into a nearly instantaneous process.
Additionally, we also offer flexible support options. The Ingram Micro Service Desk allows channel partners to deliver their own in-house level 1 support, or bundle the solution with their own cloud offerings. Featuring email and chat support, Service Desk ensures that customers always get the help they need, when they need it.
Take the Next Step
If you’re ready to add more value to your business, start converting your Office 365 Advisor subscriptions to CSP today. For more information, contact your Ingram Micro Sales Associate at 800-705-7057, option 5, or email us at firstname.lastname@example.org.