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

… And Help Customers Save Money

While Microsoft has embraced the channel, selling the vendor's cloud-based products for the same retail price won't cover the spread for partners. They can charge a little more because of the value-added services they provide, said Scott Kinka, chief technology officer for Evolve IP, a Wayne, Pa.-based cloud service provider.

"It's really two different products at this point -- [businesses] can buy it from Microsoft and they'll get the do-it-yourself cloud approach. If [businesses] buy it from a partner, they have to realize there is going to be an upcharge. Selling the cheapest licenses is not how [partners] are winning," Kinka said.

"Partners want customers to realize, 'For a little bit more, I can get all this support.' That’s the conversation you want to have with clients," added NaviSite's Sandman.