Microsoft Cloud Solution Provider program (CSP) guidebook

Microsoft Cloud Solution Provider program (CSP)

guidebook

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Make more possible with Microsoft

The Microsoft Cloud Solution Provider program (CSP)

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The Microsoft Cloud Solution Provider program

Designed specifically for partners who want to get their share of the immense cloud market opportunity, the CSP program enables you to sell all of Microsoft’s best-in-class cloud solutions, including Microsoft 365, Windows 365, Azure and Microsoft Teams.

In addition to enriching your portfolio with leading Microsoft cloud solutions, becoming a CSP offers many other advantages. For example, CSP partners can choose a billing frequency that fits their business (and their customers’ needs) best. Also, the CSP program gives customers the flexibility to order, change, or cancel subscriptions anytime, anywhere.

Sell these solutions as a Microsoft CSP partner

Visio

Online

SharePoint Server

ProjectServer

Skype for Business

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Benefits of participating in the CSP program

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5INTERESTED? LEARN MORE VIA WWW.RESELLO.COM OR CONTACT US: [email protected] - 00 31 88 002 8200

Benefits of participating in the CSP program

Sell industry-leading cloud solutions alongside your own offerings. As a CSP partner, you own the entire customer lifecycle, buy licenses on a per-per-use basis, quickly scale up and down as necessary, and benefit from immediate provisioning. The CSP program also lets partners set their own prices and profit margins.

Managed Services Providers (MSPs)

Becoming a CSP Direct Partner requires a high- volume commitment which not all companies can meet. Luckily, there is an alternative. By choosing Resello as your CSP Indirect Provider, you can start selling Microsoft cloud services without having to meet high upfront investment requirements. Also, you won’t have to commit to a minimal purchase volume. Simply pay as you go instead! You can start or stop licenses whenever your customers need them.

- No purchase volume requirements- Use our easy-to-use platform instead of building one yourself.- No upfront investments - start small, grow big!

- Large selection of cloud solutions available for cross-selling & bundling.- Set your own prices and margins- Increase customer lifetime value & decrease churn

IT-resellers / VARs / VADs

Upselling and cross-selling have obvious benefits, especially for companies with many customers.

Deepening the relationship with your existing cus-tomers is an excellent way to increase customer lifetime value and boost profits. And by becoming a CSP, it’s easy to get customers started on Micro-soft products and upsell them to more high-profit products or value-added services along the way.

Hosters / Telcos

Add world-renowned Microsoft cloud solutions to your portfolio, target new market segments, and put your business on a fast growth track!

Your advantage: as a hosting company you’re already used to selling subscriptions, billing your customers on a regular basis, and providing high-quality support on the products you offer. This makes becoming a CSP and selling Microsoft cloud services a logical – and profitable – next step.

- Complement your portfolio- New products, familiar business model- Easy integration into your existing business- Get started right away

STARTING OUT AS A NEW MICROSOFT CSP PARTNER

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Indirect Resellers

Many resellers prefer the indirect model and partner with a CSP Indirect Provider (like Re-sello) for the support and billing infrastructure they need to sell through CSP. This is good for partners who want to fully leverage the ben-efits of selling Microsoft cloud services, with a short time to market but without the large upfront investment. Indirect Resellers still build strong relationships with their customers, but offload Microsoft’s support and billing re-quirements to a specialized Indirect Provider.

Direct Bill Partners

Direct Bill Partners work directly with Microsoft and are responsible for the entire customer relationship, including strict auto-mation requirements for provisioning, man-agement and invoicing, as well as offer their own product support to end-users. Direct Bill Partners must also exceed a 300.000 USD annual revenue threshold, and purchase a monthly support package with Microsoft.

Starting out as a new Microsoft CSP partner

As an IT organization you can either purchase directly from Microsoft, or via a CSP Indirect Provider. Buying directly from Microsoft comes with a set of strict requirements. Most IT organi-zations take the indirect route, and choose an Indirect Provider.

CSP models: Indirect Reseller or Direct Bill Partner?

Partners who would like to join the CSP program and sell Microsoft cloud solutions to their customers can choose from one of two models, each with their own benefits and requirements.

Starting out as a CSP Indirect Reseller is without cost, the organization just needs to choose an Indirect Provider, have an active Microsoft Partner Network (MPN) account and become regis-tered into the Microsoft CSP program.

CSP requirements for Direct Bill Partners

Becoming a Direct Bill Partner is a difficult process, requiring partners to adhere to strict re-quirements. Becoming an Indirect Reseller is much easier, since the Indirect Provider takes care of these requirements:1. An active support contract with Microsoft (15,000+ USD year)2. Annual purchase threshold (300,000+ USD)3. Offer added value ( managed service, IP service or a customer solution application)4. Automated CSP solution provisioning, billing and management5. Regular target assessments by Microsoft6. Offer ITIL oriented customer support

Transition from CSP Direct Bill Partner to Indirect Reseller

Active CSP Direct Bill Partners can transition to a CSP Indirect Reseller status by choosing an Indirect Provider that supports the transition process.

MICROSOFT AZURE: THE FASTEST GROWING PUBLIC CLOUD PLATFORM

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Microsoft Azure: the fastest growing public cloud platformAzure is Microsoft’s public cloud computing platform. With Azure, Microsoft is aggressively in-vesting to build the world’s computer. Microsoft Azure is the world’s most compliant cloud, with over 70 accreditations, meeting the strictest requirements for GDRP, HIPAA, ISO and many more.

Azure is also the cloud platform with the largest global footprint. Partners can choose from over 60 regions, more than any other cloud provider, and choose from a large portfolio of ‘ready for Azure’ services and solutions from the Azure marketplace. 95% of the Fortune 500 companies trust Azure for their business and Microsoft is on-boarding 120,000 new Azure cus-tomer subscriptions per month. That is why Microsoft Azure is the fastest growing cloud plat-form, outpacing both Google Cloud and AWS.

Opportunities for your business

Spend on traditional IT spend is still growing, but investments in cloud are growing much faster. Azure enables you to capture the market for traditional IT moving from on-prem to the cloud as well as the new generation of ‘born in the cloud’ applications.

Scalability

Azure also speeds up development time. Using Azure can instantly scale up IT infrastructure. It enables quickly launching PoCs, pilots and projects for customers, and scaling them back just as quickly when they are done. The economies of scale and raw purchase power of the cloud provider means total cost of ownership go down significantly, while the ‘pay-as-you-go’ OPEX model means you never pay for more than you consume.

Public, private or hybrid

Azure allows businesses running their application in a private cloud, on-premises, to ease the migration to the cloud. And even applications that remain on-premises, can benefit from Azure.

60+Global infra-

structure regions

95%of Fortune

500 companies use Azure

70+

Compliancy & security

accreditations

10MICROSOFT CLOUD SOLUTION PROVIDER PROGRAM (CSP) GUIDEBOOK - (C) RESELLO POWERED BY PAX8

Benefits for your business and customers

- Most secure cloud, data is safe, and privacy is guaranteed.

- Scale up and down when you need, never miss another sale.

- Scale beyond on-prem, and burst into the cloud when necessary.

- Substantial cost savings by right-sizing IT.

Save big-time with Azure Reservations

Azure Reservations saves cost by buying a reservation on virtual machines, Azure Cosmos DB, or SQL databases and other Azure resources. Pre-paying for one-year or three-years gets you a discount of up to 72% on pay-as-you go prices for the resources you use. Ideal for Azure resources you plan to use anyway continuously for a year or more.

MICROSOFT 365:DESIGNED TO HELP ACHIEVE MORE

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Microsoft 365: designed to help achieve moreMicrosoft 365 helps users get more done with a full set of intelligent tools and Office 365 (Word, Excel, PowerPoint and more) allowing them to work on the go and access their files through OneDrive for Business anytime, anywhere.

Microsoft 365 enables better teamwork and empower growing and optimizing their business, by bringing together teams and resources and connecting customers, coworkers and suppliers through Microsoft Teams, Yammer and Outlook.

Microsoft’s Enterprise Mobility + Security (EMS) suite adds protection from threats, data leaks and control of who get access to what data, ensuring security, privacy and compliance. Finally Microsoft 365 makes it easy to setup and manage users, devices and data so you have more time to focus on your business.

Made for the modern workplace

Because Microsoft 365 apps and solutions run the cloud organizations always get the most recent, up to date version and don’t need to spend time and energy on updating their technol-ogy.

Save time and money

Microsoft 365 includes a full set of solutions that seamlessly integrate and work together, sav-ing you time and money that otherwise would have to be spent on purchasing, installing and integrating a range of third-party solutions.

Offer added value

The Microsoft’s Enterprise Mobility + Security (EMS) suite is a major added value of Microsoft 365 that adds advanced security options to protect data, ensure privacy and meet compli-ance requirements such as the GDPR. Hyperlinks used are scanned in real-time for malicious sites, attachments are automatically scanned based on AI powered algorithms to detect known and unknown threats and Windows devices are monitored for suspicious behavior such as those by ransomware.

Data loss prevention policies add ways to keep sensitive information inside the organization, with bit locker to encrypt devices and protect against theft and loss and Intune management for managing all devices PC, Mac, iOS and Android.

Finally, Intune can also protect company devices and BYOD used by requiring a pin or finger-print to access company information, adding the ability to remotely wipe a device or organ-izational information without affecting personal information and applying restrictions and encryption on email and documents.

MICROSOFT TEAMS:THE HUB FOR YOUR CUSTOMERS’ TEAMWORK

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Microsoft Teams: the hub for your customers’ teamworkMicrosoft Teams is Microsoft’s answer to a changing workplace environment, digital transfor-mation in- and outside the office and a response to a growing adoption of competing prod-ucts such as Slack and Google Hangouts. It combines collaboration and communication with calling, chat and online meetings, while adding apps and integrations with meeting rooms and telephone and UC devices. In July 2021, Microsoft Teams already had 250 million daily active users!

Offer a modern collaboration solution

Since its introduction Microsoft Teams has grown very rapidly. Microsoft is releasing new fea-tures and expanding functionality. With Teams your organization can offer your customers the leading solution for modern day collaboration.

Create adoption of Microsoft 365

For many organizations Microsoft Teams is the app that drives their adoption of Microsoft 365.

Drive Microsoft 365 usage

Microsoft Teams is a key app to get end-users to engage with Microsoft 365, driving usage. With usage come higher renewal rates and more recurring revenue.

Expand your service offering

Microsoft Teams usage is growing rapidly, providing ample opportunity not just to sell extra Microsoft 365 subscriptions, but also to implement Teams, manage the service, train users, build bots, apps and integrations and more.

60+Global infra-

structure regions

95%of Fortune

500 companies use Azure

70+

Compliancy & security

accreditations

MICROSOFT EXCHANGE ONLINELET YOUR CUSTOMERS WORK SMARTER, ANYWHERE

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Microsoft Exchange Online: let your customers work smarter, anywhereSet your customers up with Microsoft Exchange Online: the intelligent inbox that adapts to your customers’ workstyle. Give them access to intelligent and adaptive mail, calendar, contacts, and tasks, from any device, from anywhere.

As a hosted email solution Exchange Online provides the capabilities of Microsoft Exchange Server, only as a cloud-based service. Go for an easy to manage solution, with complete Active Directory integration, low support but without the operational burden of on-premises server software. Exchange Online is available via the Microsoft CSP program as separate plans, or as part of Microsoft 365.

Business-class email and calendaring

Exchange Online offers the leading solution for business email and calendaring:

Complete suite

Offer your customers a full set of email, calendar, contacts and tasks. Available from PC, the web via all major browsers, and mobile devices, with integrations with Outlook for a familiar user experience with offline access. Exchange Online runs on Microsoft Azure and comes with a 99.9% uptime guarantee by Microsoft, meaning you can count on Exchange Online to deliver your customers’ business email anytime.

Security and data protection

Help protect your customers’ valuable information, with globally redundant servers, premier disaster recovery capabilities, and a team of security experts safeguarding their data. An-ti-malware and anti-spam filtering protects their mailboxes. Mobile device policies determine which mobile devices get access approval, with the option to remove confidential company data from lost phones. Data loss prevention protects users from incidentally sending sensitive business information to unauthorized people.

Why you should offer Exchange Online

Exchange Online simplifies management and administrative work and creates new business opportunities:

Easy management

Efficiently manage your customers and stay in control over the environment via the web-based Exchange admin Center. Email is hosted on Microsoft servers, taking away the operational burden of on-premises server software. Automatic patching further eliminates system mainte-nance. And Multi-Geo Capabilities controls where each user’s data is stored at rest.


Cross-sell, up-sell opportunities

Migrate your existing customers from Exchange Server hosted on-premise and save time and effort on maintaince, new hardware investments and time-consuming hardware migrations. Use Exchange Online only plans to create up-sell opportunities to Microsoft Teams and Micro-soft 365. And offer additional email security with Vade Secure for Microsoft 365.

AZURE VIRTUALDESKTOP: THE BEST VIRTUAL DESKTOP EXPERIENCE

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Azure Virtual Desktop: the best virtual desktop experienceAzure Virtual Desktop enables you to run Windows 10 Enterprise on virtual machines in Azure, as a complete service for Virtual Desktop Infrastructure (VDI). It is the only multi-session Win-dows 10 desktop virtualized in the cloud that is highly scalable and can run applications in both RemoteApp and desktop sessions, with multiple simultaneous users.

Azure Virtual Desktop is both optimized for use with Office 365 Proplus and it is fully integrat-ed with Microsoft 365. Advanced caching and profile container functionality for Outlook and OneDrive enable faster and more performant experience in non-persistent environments. Azure Virtual Desktop gives users the full rich Windows 10 experience on any device, including devices running on Android, iOS, macOS or Linux.

Opportunities for your business

Substantial cost-savings

Azure Virtual Desktop can create substantial cost-savings. By running multi-session virtualized desktops in the cloud, you no longer need one VM per user. Simply run multiple users on the same VM, reduce Capex and maximizing flexibility. Because Microsoft manages the virtualiza-tion infrastructure you significantly reduce the overhead for IT admins.

Cost can be reduced even further by optimizing for cost by setting load balancing to depth mode, maximizing the number of users per VM, and by right sizing the host pools, creating different VMs for different users. Additional cost savings can be delivered by combining Azure Virtual Desktop with Azure Reserved Instances.

Deploy and scale in minutes

Because Azure Virtual Desktop runs in the cloud, it speeds up deployment and significantly reduces the time needed to deploy compared to running on-premises, enabling organizations to deploy in minutes instead of days or even weeks.

IT Admins can simply choose Azure Virtual Desktop from the Azure Marketplace and set up an Azure resource manager template of the required VMs and usage. Workload types based on user persona’s makes this process even easier. And because it runs on Azure, scaling up and down the number of users and VMs on demand can be automated as well.


Offer added value

Using Azure Virtual Desktop requires either Microsoft 365 (Microsoft 365 F1, E3, E5, A3, A5, Busi-ness) or Windows 10 (E3, E5, A3, A5) licenses. Besides that, users only pay for the Azure usage. This offers Microsoft partners the opportunity to sell Windows 10 as fully managed virtual desktop (DaaS) solution through the CSP program.

Microsoft partners can further add value with additional functionalities on top of Azure Virtual Desktop by developing their own services and applications, such as deployment automation and VM provisioning and scaling. These can then be offered through the Azure Marketplace.

ON-PREMISES PERPETUAL SOFTWARE LICENSES DESKTOP, INFRASTRUCTURE AND PRODUCTIVITY SOFTWARE

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On-premises Perpetual Software Licenses

Perpetual software licenses are ‘purchase once, use forever’, such as desktop tools, infrastruc-ture services and productivity servers. Software licenses don’t expire, but upgrades to newer versions are not included. Perpetual software licenses are meant for on-premises use, instead of running on Azure like most other CSP cloud services such as Microsoft 365.

Use cases include running software on-premises, cross-selling cloud services to on-premises customers, and migrating customers from on-premises to the subscription-based services in the cloud.

Why your organization should offer perpetual licenses

The addition of on-premises perpetual licenses to the Microsoft CSP program opens up new opportunities for CSP partners. It also makes it much easier for Microsoft partners purchasing via older Microsoft partner programs, such as Open License, to move to the CSP program now that perpetual software is also available via the CSP program.

- Expand your product portfolio - Reach new markets and new customer acquisition - Up-sell customers to subscriptions

- Migrate customers from on-premises to the cloud

- Support Open License end-customers

- Offer paid technical support on software

Available on-premises perpetual software licenses

The following perpetual software licenses in the product categories desktop tools, infrastruc-ture services and productivity servers are available via the CSP program for now, more will be added in the future. Please note that Software Assurance, which includes software upgrades and technical support, is not available for on-premises perpetual software licenses via the CSP program.

- Office 2019

- Visio and Project

- Windows 10

- Windows Server

- SQL Server

- Identity Manager

- SharePoint

- Skype for Business Server

- Project Server

- Exchange Server

ABOUT RESELLO

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About Resello

We hope you have enjoyed reading this guidebook, and found its content useful. As a Micro-soft CSP Indirect Provider it is our mission to simplify the way our partners buy, sell and manage cloud. This guidebook is part of our effort to do so, and part of how we support your organiza-tion in growing its Microsoft CSP business.

Resello is part of Pax8

Pax8 simplifies the way organizations buy, sell, and manage cloud solutions, empowering our partners to achieve more with cloud technology. Our born-in-the-cloud platform moderniz-es the channel’s cloud journey with consolidated billing, automated provisioning, and indus-try-leading PSA integrations. And our technology is backed by an experience that provides responsive, 24/7 support alongside the education and resources you need to grow your cloud business. If you want to be successful in the cloud, you want to work with Pax8.

Our mission: To be the world’s favorite marketplace for technology professionals to buy cloud products.

Published by: Resello B.V., Ceintuurbaan 28 , 8024AA Zwolle, The Netherlands and Resello GmbH, Ludwig-Erhard-Straße 30-34, 65760 Eschborn, Germany. Copyright (C) 2021.

Author: Martijn Couprie, Marketing Manager at Resello: https://www.linkedin.com/in/martijncouprie/

Design: Marc Hoppen, Senior Designer at Resello: https://www.linkedin.com/in/marc-hoppen-9ab7a711/

This guidebook is provided “as-is”, its content are the author’s views and opinions. Information in this guidebook may change without notice.

https://www.linkedin.com/in/martijncouprie/

https://www.linkedin.com/in/marc-hoppen-9ab7a711/

https://signup.pax8.com/#/?source=resello

https://www.resello.com/

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(C) 2021 RESELLO B.V.

MICROSOFT CLOUD SOLUTION PROVIDER PROGRAM (CSP) GUIDEBOOK

Microsoft Cloud Solution Provider program (CSP) guidebook

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