Why sell Microsoft services through an indirect CSP?

Thursday, February 8, 2018

For businesses, cloud computing has become a foundation of IT strategy. As adoption grows, it’s vital that firms keep up to date with the latest developments, and keep evolving what they have to stay current, and are using the best platform to help their own business grow.

For resellers, there are just as many questions. It’s about a business plan, after all, and figuring out what model works best and how you want your service to grow. Understanding what your options are as a cloud services reseller is the best way to get started. Microsoft’s Cloud Solution Provider program (CSP) is one of those.

What’s the difference between the Indirect CSP and Direct CSP models?

A Direct CSP Partner will work directly with Microsoft, selling on products with a markup. There’s a little work that needs to be done to prepare, and they’ll need to offer 24/7 technical support, have a robust billing structure, commit to selling a number of Office seats each year and pass the Microsoft Gold Productivity competency.

With an Indirect CSP, it’s a much simpler process. Instead of dealing directly with Microsoft, instead you deal with a CSP distributor and buy products from them. You can get straight to the market much faster.

But what if I need support as a reseller?

With a provider like Giacom, an Indirect CSP Distributor, you’re not on your own. Indirect CSP Partners get a suite of support, including business advice and customer support from a dedicated Account Manager, as well as flexible rates on cloud services. It means you get the benefit of their experience as well as their infrastructure, so it’s much easier to get started and grow your business at your own pace.

Choosing to become a Direct CSP partner means you have to match rates to rake back your initial investment. You won’t get support from a CSP distributor, having to go direct to Microsoft. It’s often a viable option for IT resellers who already have built-in, ready-to-go infrastructure in place.

Choosing the best model for your business

Becoming a CSP Partner lets you offer products directly to customers, but it depends how much you want to spend, both in terms of energy and financially, on setup. Before making that decision, you should ask whether an Indirect CSP Distributor can offer data migration, have solid SSTs (Service Specific Terms) and support your business growth by adding new cloud services on a regular basis.

If you’d like to learn more about joining the CSP program with Giacom, contact our team on 0333 332 0888.


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