5 Ways New Microsoft Channel Chief Can Re-Engage MSPs

Written by Joe Panettieri 1
August 29, 2013

Microsoft (MSFT) is changing channel chiefs. Phil Sogen succeeds Jon Roskill. The move comes at Microsoft also is seeking CEO Steve Ballmer's successor. Here are 5 ways Sogen can engage managed services providers (MSPs).

Microsoft (MSFT) is changing channel chiefs. Phil Sogen succeeds Jon Roskill. The move comes at Microsoft also is seeking CEO Steve Ballmer’s successor (here’s a shortlist of potential candidates). Yes, Microsoft has made progress with some MSP efforts — such as the Office 365 partner program. But frankly, Microsoft does not pay enough attention to the MSP partner segment. Here are five ways Sogen could correct that issue.

5. Stay on message: When it comes to working with MSPs, explain exactly how specific Microsoft solutions can drive monthly recurring revenue (MRR), automation, and easier remote support. If the Microsoft solution doesn’t meet those requirements, it’s not an MSP option.

4. Rethink Windows Intune: The remote management platform for Windows PCs and mobile devices (Windows, Android, iOS) is far too niche for most MSPs. If you really want to promote Intune to MSPs, then take a look at the RMM (remote monitoring and management) software market to see your MSP product gaps. They’re gaping.

3. Connect The Dots: Show MSPs how Windows Server, Hyper-V, Azure and Office 365 provide a complete 360 degree platform for MSPs, whether they run on-premises or in the cloud. True believers include Jamison West, CEO of Arterian — a very successful MSP. Put West and other MSPs in the spotliht to show peer partners the company cloud/on premises picture.

2. Simplify Your Partner Options: Are all those different Office 365 SKUs really necessary? Really? How is it possible Google — perhaps better known for direct engagements — has an easier-to-navigate SaaS partner program for Google Apps? With 30 years of channel experience, Microsoft should know better.

1. Attend Major MSP Conferences: Sure, mid-level Microsoft representatives sometimes surface at MSP-focused conferences. But if Microsoft really wants to understand this lucrative niche, new Channel Chief Sogen should show up at major MSP events. The largest: ConnectWise’s IT Nation. For a look at other MSP events, check out The VAR Guy’s Top 100 Channel Partners event list.

Best wishes, Mr. Sogen. I’d welcome the opportunity to meet at a VAR, MSP or CSP conference.