Microsoft Partners See Lots Of Dollars In Vendor’s Cloud Outreach To Channel

Partners: We Can Better Address Line-Of-Business Needs …

The support wrapper isn't the only value-add partners bring to the table for Microsoft solutions, SADA's Cutler said. Partners have the ability to go "beyond the license" and speak to use cases and business applications outside the IT department, he said.

"We can go into the accounting or the operations department and show how we are going to help those department use the licenses that they've purchased. It's beyond just helping the IT administrators -- it's helping the VP of marketing and the HR manager really find that true value,” Cutler said.

That extra assist will help make the product that much sticker, he said. "[The business] can't take it out now because there's nowhere else to go."