Find That Special Cloud Distributor

Microsoft's channel has been undergoing a rapid evolution over the last year as the software giant revamps its partner programs to reflect the new dynamics of the cloud era. The world's largest software company is transforming its channel in a number of ways to help partners take advantage of new opportunities selling cloud services.

Many solution providers strive to join the Cloud Solution Provider (CSP) program, which gives them more responsibility for managing their customers, and more opportunities to add personalized, high-margin services.

And many current and aspiring CSPs prefer to work with a cloud distributor acting as an intermediary with the software giant.

Scott Paul of AppRiver, a Microsoft tech partner out of Gulf Breeze, Fla., shared five tips on how to find that special cloud distributor to help push your Microsoft practice to a new high.

Paul, who manages the Microsoft account for AppRiver, an email encryption, anti-spam and anti-virus vendor, explained that while it's important to set a goal for approaching a Microsoft partnership, the process can be tricky, especially since classifications are still works in progress.

"The meaning of terms like CSP and cloud distributor is only just now starting to be sorted out through the organic operation of the partner marketplace," Paul said. "They are moving targets, and many partners don’t align particularly well with any of the labels Microsoft is using to describe the space. This sort of ambiguity will be with us for a while longer."