During last week at Microsoft Inspire, you may have heard several phrases such as "Microsoft's one commercial partner", "modern workplace", "digital transformation" or "verticals".
What do these phrases really mean? Or more specifically, what do these phrases mean for you and for us here at Ingram Micro, and what should our collective next steps be?
While Microsoft is still keeping to their partner-centric mission, they are now shifting more of their sales motions to us partners as well. They are also removing limits they previously had on SMB vs. Enterprise sales types, which means we are all now in a very opportunistic position. So how can you take advantage of this change?
All around, cloud solution providers (CSP) and now even unmanaged partners will earn Microsoft backend incentives on CSP! This means that moving forward, partners will be able to get that extra 8% (depending on region) that they were not able to earn if they were previously not on Microsoft’s managed partner list.
What you can do: Make the transition to CSP if you haven’t already.
We heard it more and more in sessions throughout Microsoft Inspire—"solution selling" is how to be successful and profitable with CSP. Ingram Micro has built Cloud Marketplace around solution selling by offering customers not only individual products, but the components to build a multi-SKU solution. I heard one managed service provider (MSP) say that if someone only wants Exchange, and at the cheapest price possible, he sends them to a competitor. He went on to say, however, he has been extremely successful wrapping his own solutions around O365 offerings, as his margins can be much higher this way.
What you can do: Take a look at what you can already bundle together on the Ingram Micro Cloud Marketplace to market to your customers along with your own IP.
Cloud is still #1
Every conversation around licensing type all ended with "we are headed to everything being CSP". Microsoft 365 (the first solution described by Satya Nadella, CEO of Microsoft, in his keynote) will be a great way to combine Windows 10, Office 365 and Enterprise Mobility + Security into one offering. The fact that this solution can be provisioned in a single portal will enable much easier consumption.
What you can do: Ask your customers "Do you know who is accessing your data?" and lead them down the path of discovery around their productivity and security needs. Microsoft 365 delivers this—and it will be live on the Ingram Micro Cloud Marketplace as soon as it’s launched.
Within the overall cloud focus, Microsoft Azure is going to be the growth engine for Microsoft and their partners. There is still a huge untapped market in the channel around Azure.
What you can do: Leverage Ingram Micro’s Azure enablement program, technical experts and tools like Cloud Orchestrator to learn how to either get started or go deeper with your own Azure practice. You should familiarize yourself with the Ingram Micro tools that you have to help make this transition easier for you. For example, Ingram Micro's Infrastructure and Business Enablement program has tools and trainings available.
If you are a telco, MSP or hoster, take a look at our platform offerings like the Ensim Automation Suite or Odin Automation Essentials. If everything is heading to CSP, we will all need efficient platforms to handle the provisioning and billing requirements of monthly recurring cloud solutions.
Ingram Micro is already aligning with the "Build With", "GoToMarket With" and "Sell With" Microsoft teams we learned about at Inspire. We are already positioned well, along with our partners, to make the most of Microsoft’s latest announcements and focuses.
We hope you all enjoyed the show as much as we did at the Ingram Micro booth!
If you’d like more information on how we can help you, then please reach out to your sales representative or contact us at firstname.lastname@example.org.