Microsoft Promotes Cloud Champions Club to Partners
Microsoft is making its latest cloud computing pitch to VARs and MSPs attending this week’s Synnex Varnex conference in Boston. Roughly 2,000 channel partners have engaged the Microsoft cloud strategy, and 200 of those partners are betting heavily on Microsoft, according to Eric Martorano, senior director of channel strategy, marketing and online services.
Microsoft promoted CRM Online, Office 365 and Windows Intune to roughly 200 VARs and MSPs at the conference. “Microsoft is the only company in the world today that provides cloud computing across the full IT stack,” said Martorano. “Without you as the partner Microsoft won’t be successful. We view you as a strategic asset. We’re doubling down on you in the cloud. Without you none of this is going to be possible.”
In particular, Martorano said, channel partners have an opportunity to bring cloud computing to small business customers. To promote that vision, Microsoft has launched the SMB Cloud Champions Club, and roughly 200 U.S. partners are now building cloud practices around Microsoft’s offerings, he added.
Inflection Point
During the Microsoft presentation the attendee silence at Synnex Varnex was deafening. No doubt, some channel partners are on the Microsoft Cloud bandwagon. But plenty more partners remain skeptical for a variety of well-documented reasons:
- Microsoft still doesn’t allow partners to control end-customer cloud billing. Channel Chief Jon Roskill has been listening to partner feedback about the issue… but that party line from Microsoft is getting a little old.
- Office 365, expected to launch around July 1 or sooner, is an all-in SaaS suite that starts at as little as $6 per user per month, promoting some VARs to wonder if they can really scale a recurring revenue business around the suite. Microsoft has already launched an Office 365 advertising blitz. Meanwhile, some of Microsoft’s service provider partners are teaching VARs and MSPs how to potentially compete with Office 365. Microsoft itself has conceded that Office 365 will both cooperate and compete with service provider partners.
- Windows Intune is a Windows-centric management tool that supports popular PSA (professional services automation) software from Autotask and ConnectWise. However, Windows Intune does not support Mac, Android and Linux devices, which means cross-platform VARs and MSPs will be forced to leverage multiple management tools if they adopt Windows Intune.
I’m poking around to learn more about the Microsoft Cloud Champions Club, and the potential implications/benefits for channel partners.
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