Microsoft Office 365: Designed for SMB Channel Partners?
Something is brewing with Microsoft Office 365, the forthcoming successor to Business Productivity Online Suite (BPOS). During channel gatherings this week — Synnex Varnex in Boston and Ingram Micro VTN in Chicago — Microsoft dropped hints that Office 365 was coming soon. Really soon. But perhaps most importantly: Microsoft executives described how Office 365 can potentially benefit SMB channel partners.
Yes, I think Microsoft has made some core mistakes with its cloud channel strategy (more on that in a minute). But I’m trying to keep an open mind. And I must admit: Microsoft was on-message at the Ingram Micro and Synnex channel partner gatherings. Some vendors pitched big, complex enterprise solutions during each event. Not Microsoft. Instead, Microsoft’s Eric Martorano aimed his comments directly at the SMB IT channel, assuring attendees that Microsoft remained committed to partners.
At times, Martorano played up the drama a bit too heavily. After rattling off cloud adoption stats, he paused for impact, and asked VARs if they were ready to catch the cloud wave — or if they’d drown in the cloud’s wake.
Still, Martorano knew his audience. And he understood some of their unspoken skepticism. Plenty of partners have expressed concerns about Microsoft’s direct-to-customer cloud billing policies. And in recent days, three Microsoft channel partners have told me they’re hearing reports about Microsoft calling SMB customers direct, searching for cloud sales leads. (I’m still investigating that alleged chatter…)
But let’s focus purely on Martorano’s keynotes at Synnex Varnex and Ingram Micro VTN gatherings. Let’s also assume cloud is inevitable for many SMB customers. With that reality ion mind, Martorano made a convincing case for Office 365, Windows Intune and Dynamics CRM Online in the channel. The war with Google Apps, Salesforce.com and Amazon Web Services is on. Time for channel partners to choose sides.
Martorano hinted that Office 365 would be available really soon to a much broader number of channel partners. I’m not sure if he was suggesting Office 365 general availability or a broader round of beta testing.
Either way, delivery day is approaching and Microsoft is doing a better job tailoring its cloud message to SMB channel partners. Now, Microsoft needs to back up the talk by permitting those SMB partners to manage end-customer cloud billing on their own.
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