"About half of the time, customers want to learn more about Office 365 and the ways it can increase business productivity and enhance bottom line," explains Jonathan Zapp, director of sales and marketing at AMT. "The rest of the time, we recommend Office 365 to clients who use outdated services or hardware that’s reaching end of life."
But it’s not just about the convenience of Office 365 and scalability of the service, says Zapp. It’s about the customer — and reseller — experience.
If an issue comes up, Zapp can pick up the phone, call his dedicated account representative and get problems solved in minutes, as opposed to having to go through what can be a maze of Microsoft support. He can also get a wealth of knowledge about changes to the Office 365 classifications, and consulting on the best tips for migration processes for complicated customer systems.
AppRiver’s popular Microsoft Office 365 productivity suite has helped channel partners like AMT capture a positive return on investment. In fact, since the company introduced two-tier pricing last year, it has seen a 240 percent increase in the total number of AppRiver partners engaged to sell Office 365.
"There is a real financial incentive for partners to include Office 365 in their product portfolio because demand is on the rise," said Scott Paul, strategic accounts executive, AppRiver. "More and more businesses understand that they can move to the cloud and increase productivity for less cost, without having to give up familiar Microsoft applications."
For AMT, income from Office 365 doesn’t necessarily come from the monthly recurring revenue, but rather from the initial install combined with the back-end savings of using AppRiver Support, which is available from trained company employees all day, every day.
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