A single offer catalog containing first- and third-party Microsoft products and services through a new marketplace experience.The new program takes into consideration how much investment a partner needs in order to support their cloud business and remain competitive.ĭirect partners now have to offer added value services tailored to the needs of each specific client. New Requirements for Direct and Indirect Partnersįollowing the evolution of the CSP program, Microsoft has now established new requirements for companies to maintain or acquire Direct Partner status. So if you’re worried about these changes, don’t be. In short, cloud computing technologies created new business models for partners (think of all the “as a service” companies), and they still do today. Direct Partners have effectively become the point of communication between Microsoft and end users. Since then, the number of partners has increased exponentially and in a relatively short period. Initially, the process to become a partner had fewer requirements. Over the past few years, many partners around the world have worked relentlessly to acquire customers and help them adopt Microsoft technologies. They provided a roadmap and transition to a new platform that could combine all data and operations into one environment.
MICROSOFT CSP DIRECT REQUIREMENTS SOFTWARE
Do These Changes Affect Customers?īefore we get into specific changes and new definitions affecting both Tier-1 and Tier-2 models for Direct and Indirect CSPs, it’s worth noting that the reasons that compelled so many customers to use computing services in the first place have essentially remained unchanged.Ĭustomers still need servers, storage, databases, networking, software analytics, and intelligence, as well as flexibility, speed, and low operation costs, to be able to grow while maintaining an efficient and reliable infrastructure.Ĭloud computing technologies (and Cloud Solution Partners) offered all of the above and more. The only tangible modification they will see is to how billing is done. Indirect Partners, or Tier-2, will conduct business as usual and continue to add new customers and subscriptions without fear of service interruptions. The MCA will be a shorter, 11-page contract and will be completely digital, making the transaction process more efficient and simpler for Microsoft customers. Partners will be able to purchase some third-party products directly from Microsoft. The new MCA will be the primary way to make purchases. Up until July of 2018, this was the method corporate and enterprise customers used to make purchases. One major change is the new MCA (Microsoft Customer Agreement) that will substitute the MPSA (Microsoft Products and Services Agreement Enterprise Agreement). If you are an existing partner, whether direct or indirect, the new requirements may take you by surprise.
MICROSOFT CSP DIRECT REQUIREMENTS HOW TO
Learn how to sell Office365 the right way with our FREE Sales Guide New Microsoft Customer Agreement Let’s take a look at everything you need to know about these partnership changes. Otherwise, you will not be able to add new customers or services. Whether or not you are prepared, as soon as your partnership anniversary month passes, your company will need to comply with the new Direct Partner requirements. These changes force you to rethink your business model in terms of what you offer and how you interact with customers. Big changes affecting Direct (Tier-1) and Indirect (Tier-2) Microsoft Cloud Service Partners (CSP) were announced in August 31, 2018, and they became effective on March 1, 2019.
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