Service Adoption Competency Is In Vogue

To really hook up with Microsoft, a partner should have a plan to drive production usage of all cloud workloads on every account.

"There’s a major initiative underway for education of usage and service adoption, and Microsoft is checking in," Paul said.

For example, Microsoft will send service usage reports and measure your customers’ usage of SharePoint, Paul said. "If it’s at a low percentage, they will ask what your plan is for ensuring that when you sell a license … customers are using it."