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Microsoft to partners: Make more money

Gregg Keizer | July 12, 2016
'Digital transformation' is the new sales push for resellers

In plainer English, that meant for every $1 a customer spent on a Microsoft cloud service -- Office 365, say -- the partner billed $6.87, with the excess over the original dollar representing the piggybacked add-ons the IT provider sold. Those add-ons, generally but not always services, can run the gamut from pre-sale evaluations to after-sale support, from custom application development to enterprise workflow revamps.

The attach rate of "cloudy" partners was 42% higher than the average of all value-added resellers who sell Microsoft cloud services, IDC claimed, and 58% higher than the under-50%-of-revenue, or "not-so-cloudy," partners.

"And we're all just barely tapping into the potential," Schuster said.

Now that's a mission statement.


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