Microsoft Cloud Solution Provider Program

The world's largest software company came to NexGen Cloud to talk to partners about its Cloud Solution Provider (CSP) program that allows Microsoft's channel to bundle the Azure public cloud and other native products, add third-party services, and independently manage billing for their customers.

William Lewallen, senior manager for national cloud partner sales at Redmond, Wash.-based Microsoft, told NexGen attendees in a keynote that to drive profits from reselling cloud services, they needed to shift their sales mentality to focus on customer lifetime value, not individual deals.