According to Vice President of Cloud and Services Jason Bystrak (pictured), D&H has done almost as much cloud business in the last three months as it has in the last few years.
“It’s been that crazy,” he said yesterday in a presentation about the cloud market. Microsoft 365 and other software-as-a-service applications continue to account for a lot of that growth, but infrastructure-as-a-service sales are gaining steam as well. Partners can make money on platforms like Microsoft Azure, Bystrak emphasized, not only from selling capacity but from providing assessment and migration services as well.
“These are things that the partners should be charging for,” he said. “There should be a fee and it should be something that you make profit off of doing.”
Bystrak urged partners to collect recurring revenue from Azure services, not just project revenue. “Some partners maybe kind of walk away and say, ‘great, there’s your Azure environment, call me if you need anything.’ I would say that’s the wrong approach,” he stated. “We’ve been really trying to train and work with partners to make sure they attach an ongoing management service.”
Those can encompass not just maintenance but cost optimization, he added, noting that customers will pay partners to help them decide whether switching to Azure Reserved Virtual Machine Instances, for example, will save enough money to make the advance commitments that requires worthwhile.
“We’ve got the tools to help understand whether there’s going to be good ROI in doing that,” Bystrak said.
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