Microsoft outlined a lot of major changes to its sales and partnering practices this week during its Inspire partner conference. Among the biggest is the company’s new emphasis on co-selling with and through software vendors that make applications hosted on the Azure public cloud. Here’s what four such vendors have to say about that initiative.
- 1 of 4
- next ›
Jeff DeVerter, CTO for Microsoft Technologies at Rackspace US Inc., the San Antonio, Texas-based cloud hosting and support giant, is “super excited” about Microsoft’s new co-sales push and expects it to bring new harmony to what’s been a sometimes rocky relationship in recent years.
“We’ve been sort of at odds with them for a while,” DeVerter says. “Microsoft corporate has been pretty appreciative that we can spin the Azure consumption meter pretty well, [but] at the end of the day the Microsoft field up until a couple of days ago has been incented to close those deals themselves.”
Indeed, Microsoft sales reps pursued so many opportunities in the enterprise space on its own that Rackspace eventually stopped pursuing them.
“We were getting blocked out of deals,” says DeVerter.
That’s all about to change though, he predicts. Microsoft’s new incentive structure bases commissions on how much Azure capacity business actually use, as opposed to merely buy. According to Microsoft’s own figures, DeVerter says, just 20 percent of the Azure resources the company sells solo ever actually get activated.
“When Rackspace is involved with them, it’s about a 94, 95, 96 percent consumption rate,” DeVerter states, thanks to the “fanatical support” and hands-on enablement assistance the company provides.
“Now we’re going to be their best friend,” he predicts. “We make consumption happen, which means we help pay their mortgage.”
More Galleries like This
The distributor plans to introduce self-serve quoting and integration tools this year and will unify its existing e-commerce systems with those it acquired through its purchase of Avnet Technology Solutions.
In a conversation with ChannelPro today, vice president of North American channel sales Kevin Rooney discussed new additions to Veeam’s partner program and reiterated the company’s commitment to both the channel and the SMB market.
AVANT, TelePacific, VeloCloud, Jive Communications, and Voxox are among the many vendors making product and partner program news at the Channel Partners Conference & Expo, which is currently underway in Las Vegas.
ISVs with applications hosted in the Azure public cloud like the looks of Microsoft’s new emphasis on collaborative selling so far.
All three companies published new research studies at CompTIA’s 2017 ChannelCon event today. Here are a few of their most interesting findings.