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@CloudExpo Authors: Carmen Gonzalez, Pat Romanski, Yeshim Deniz, Elizabeth White, Liz McMillan

Related Topics: @CloudExpo, Microservices Expo, Microsoft Cloud

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Microsoft Cloud Solution Provider (CSP) Program | @CloudExpo #API #Cloud #Microservices

Here’s how Microsoft defines its CSP Program

What is a Microsoft Cloud Solution Provider (CSP)? Microsoft defines its "Microsoft CSP program" as a true cloud reseller program, with Microsoft partners shifting from principally reselling Microsoft Cloud Products and Services to managing the entire customer relationship.

Cloud computing is changing the profitability dynamics of managed-service providers, system integrators, IT distributors, and VARs globally, by transforming IT spend from capital expenditure to on-demand operating expense. According to Microsoft-sponsored research by consultants such as IDC, the market opportunity for Microsoft Cloud Services is worth $50 billion over the next few years. Microsoft believes that the revenue opportunity for its cloud solution provider (CSP) partners is at least nine-times that amount. This has prompted Microsoft to formulate a new go-to-market strategy via its CSP program.

Components of Microsoft CSP Program

1. A licensing model and program

2. An annuity stream of revenues, versus traditional one-time-licensing revenues

3. A way for partners to own the customer IT spend lifecycle, from consulting, integrating, billing, and provisioning, to managing and supporting conventional IT and cloud for their customers

The Microsoft CSP Program is designed to align the CSP Partner's core cloud products with the partner business model and their partner's unique value proposition for customers. This allows Microsoft customers to purchase an overall solution, including Microsoft products, related partner service offerings, and third-party products and services.

Here's how Microsoft defines its CSP Program:

"The Microsoft Cloud Solution Provider program enables partners to directly manage their entire Microsoft cloud customer lifecycle. Partners in this program utilize dedicated in-product tools to directly provision, manage, and support their customer subscriptions. Partners can easily package their own tools, products, and services, and combine them into one monthly or annual customer bill."

In the CSP business model, the CSP Partner is responsible for the customer-management lifecycle. This means that the CSP Partner provides and manages an online marketplace of services from which customers can buy Microsoft Office 365 and Azure products, core partner products, and third-party products and services.

The CSP Partner must be able to bill customers directly and manage collections and customer support without Microsoft's involvement. CSP Partners control the entire customer relationship, creating new revenue sources. The direct billing relationship provides the ability to up-sell and cross-sell services to customers. Also, partners that control the billing can bundle Microsoft services such as Office 365 with their own services and other third party services. This gives customers the convenience and value of paying a single bill and accessing support from a single source, and it also gives partners control over margin.

Types of Microsoft CSP Partners

Direct Partners: The direct partner is what most people envision when they think about the CSP concept. It's the partner that orders cloud licenses directly from Microsoft and then resells them to a customer in a solution bundle combining services from Microsoft and third parties with their own services. These partners provide:

1. Direct billing to customers

2. Support

3. Technical integrations

4. Customer-lifecycle management

Direct Partners are typically organizations that have invested in a direct-business model with customers, providing support services and solutions directly. For MSPs or SIs, the direct CSP model is in line with their current business model.

Indirect Partners: These partners do not get their licenses directly from Microsoft. Rather, they work with Indirect Distributors (described below). Indirect Partners are typically organizations that want to start small or do not want to incur large capital expenditures around cloud business.

These organizations have customer relationships and core services that differentiate them, typically, in an SMB or niche market.

They take the advantage of the support capabilities, investments, etc. from Indirect Distributors. For example, these partners may have white-labeled storefronts to sell CSP services, third-party services, and their own services to customers. Such storefronts run on the infrastructure and platform owned by Indirect Distributors.

Indirect Distributors: Indirect Distributors are the backbone of Microsoft CSP programs, dealing with Microsoft on one side and hundreds or thousands of Indirect Partners on the other side. Some Indirect Distributors, which Microsoft refers to as "cloud distributors," bundle other products for Indirect Partners to offer. In many cases, Indirect Distributors provide billing and provisioning on the back-end, on behalf of Indirect Partners. In some cases, these distributors also offer white-label support.

Microsoft CSP Program Support

Microsoft has provided a CSP API to enable its CSP Partners to integrate provisioning and ordering activities into their own systems. The API supports provisioning new customers, ordering subscriptions and add-ons, and modifying the license count. The CSP marketplace, billing and collections, and customer-relationship management remain the responsibility of the CSP Partner.

For CSP Partners that lack billing and customer support resources, many of the major indirect distributors, direct system integrators, and MSPs engage Jamcracker to provide the platform to enable the required marketplaces, billing solutions, and customer support operations so that they can act on Indirect Partners' behalf in the background.

Keys to Success for CSP Partners

As the CSP Partners control the entire cloud-services lifecycle for their customers, the key success parameters are different from those of a traditional license-model sale. Based on our interactions with CSP Partners, Microsoft representatives, and CIOs globally, we have identified the following key requirements for a partner to maximize success in the Microsoft CSP Program:

  • Faster go-to-market: Accelerate the cloud marketplace rollout from months to days so you can test the market, assess your GTM strategy, and then proceed with a large-scale rollout.
  • Bundle and differentiate: Bundle CSP services with your intellectual property and services, third-party cloud, or IT services to provide customers with a comprehensive solution rather than a licensing model.
  • Modernize sales and marketing for the cloud business: Fine tune your sales and marketing teams to build your digital brand across social media, industry forums, etc., and emerge as a thought leader in the cloud business.
  • Become a trusted advisor: Deploy the operational framework so that you can be the single point of contact for your solution, including Microsoft CSP services, your intellectual property and services, and third-party services, including industry-specific services.
  • Guiding the customer: The first 45-60 days of support is critical in most cases for annuity-related customers, driving greater lifetime customer value.

CloudExpo | DXWorldEXPO have announced the conference tracks for Cloud Expo 2018, introducing DXWorldEXPO.

DXWordEXPO, colocated with Cloud Expo will be held June 5-7, 2018, at the Javits Center in New York City, and November 6-8, 2018, at the Santa Clara Convention Center, Santa Clara, CA.

Digital Transformation (DX) is a major focus with the introduction of DXWorld Expo within the program. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term.

A total of 88% of Fortune 500 companies from a generation ago are now out of business. Only 12% still survive. Similar percentages are found throughout enterprises of all sizes.

Cloud Expo | DXWorldEXPO 2018 New York
(June 5-7, 2018, Javits Center, Manhattan)

Cloud Expo | DXWorldEXPO 2018 Silicon Valley
(November 6-8, 2018, Santa Clara Convention Center, CA)

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

DX World EXPO, LLC., a Lighthouse Point, Florida-based startup trade show producer and the creator of DXWorldEXPO® - Digital Transformation Conference & Expo has announced its conference agenda, with three major themes:

* Technology - The Revolution Continues
* Economy - The 21st Century Emerges
* Society - The Big Issues

"DX encompasses the continuing technology revolution, and is addressing society's most important issues throughout the entire $78 trillion 21st-century global economy," said Roger Strukhoff, Conference Chair. "DXWorldExpo has organized these issues along 10 tracks with more than 500 of the world's top speakers coming to Istanbul to help change the world."

There are 10 tracks running throughout the event and following the major themes. More than 500 breakout sessions will be featured, along with keynotes and general sessions from some of the world's top technology, business, and societal leaders. The event will be held over five days in Istanbul, reflecting the global nature of Digital Transformation and the city's long and historic role as a key business and intellectual center and linchpin between East and West.

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

DX World Expo's Global Themes and Tracks are as follows:

Technology - The Revolution Continues

DX Tech: Data-Driven Global 2000
DX Tech: The Blockchain Challenge
DX Tech: AI and Cognitive
DX Tech: The Global Cloud

Economy - The 21st Century Emerges

DX Econ: Software is Rewriting the World
DX Econ: Smart Cities, Nations, and Regions
DX Econ: FinTech and the Token Economy
DX Econ: The Industrial Internet and Industrie 4.0

Society - The Big Issues

DX Society: Environment
DX Society: Education
DX Society: Agriculture
DX Society: Health Care

Call for Papers -speaking opportunities- as well as sponsorship and exhibit opportunities will open on November 1, 2017.

World's Most Important Tech Event
DXWorldEXPO® will be the world's most important tech event with 1,000 exhibitors in its first year and 2,000 exhibitors in its second year, as it guides Global 2000 companies through their Digital Transformation journey for the next two decades. The global event is set to launch September 17-20, 2018 in Istanbul. It will be sponsored by Fortune 50 companies, and more than 30 international banks will be among sponsors of its FinTech/InsurTech track.

Gaining a better understanding of customers and acting upon this information is the foundation of Digital Transformation (DX) in the enterprise. Applying the latest technologies in this area is the key to driving new topline revenue opportunities.

Global 2000 companies have more than US$40 trillion in annual revenue - more than 50% of the world's entire GDP. The Global 2000 spends a total of US$2.4 trillion annually on enterprise IT. The average Global 2000 company has US$11 billion in annual revenue. The average Global 2000 company spends more than $600 million annually on enterprise IT.

Governments throughout the world spend another US$500 billion on IT - much of it dedicated to new Smart City initiatives. There are more than a dozen Global 2000 companies in Turkey, including Isbank, Garanti Bank, other financial institutions, Turk Telecom, Turkcell, Turkish Airlines, and ENKA.

Cloud Expo | DXWorldEXPO 2018 New York
(June 5-7, 2018, Javits Center, Manhattan)

Cloud Expo | DXWorldEXPO 2018 Silicon Valley
(November 6-8, 2018, Santa Clara Convention Center, CA)

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

More Management Quotes
"For the past 10 years at Cloud Expo, we've helped drive the migration to modern enterprise IT infrastructures, built upon the foundation of cloud computing. Today's hybrid, multiple cloud IT infrastructures integrate Big Data, analytics, blockchain, the IoT, mobile devices, and the latest in cryptography and enterprise-grade security," said Fuat Kircaali, Chairman and founder of DX World Expo, LLC.

"As a report from the World Economic Forum and Accenture recently stated, 'Companies need to fundamentally change the way they identify, develop and launch new business ventures.' We agree," said Carmen Gonzalez, president of DX World Expo, LLC.

"Digital Transformation is the key issue driving the global enterprise IT business," said Roger Strukhoff, Conference Chair and Executive Director of the Tau Institute for Global ICT Studies. "DX is most prominent among Global 2000 enterprises and government institutions. Our new event in Istanbul brings together the top companies and delegates from around the world, who are transforming the world."

2018 Conference Agenda and Tracks, June 5-7, Javits Center

Track 1 | Cloud Expo - Enterprise Cloud
Track 2 | DXWorld Expo - Digital Transformation (DX)
Track 3 | The API Enterprise | Mobility & Security
Track 4 | DevOps | Containers & Microservices
Track 5 | Cognitive Computing | AI, ML, DL
Track 6 | Big Data | Analytics
Track 7 | IoT | IIoT | Smart Cities
Track 8 | Hot Topics | FinTech | WebRTC

Cloud Expo covers all of these tools, with the most comprehensive program and more than 120 top world-class speakers throughout our Industry presenting Keynotes, General Sessions, Breakout Sessions along eight focused tracks, as well as our signature Power Panels. Our expo floor brings together the world's leading companies throughout the world of Cloud Computing, DX, and all they entail.

As your enterprise creates a vision and strategy that enables you to create your own unique, long-term success, learning about all the technologies involved is essential. Companies today not only form multi-cloud and hybrid cloud architectures, but create them with built-in cognitive capabilities. Cloud-native thinking is now the norm in financial services, manufacturing, telco, healthcare, transportation, energy, media, entertainment, retail and other consumer industries, as well as the public sector.

Cloud Expo is the world's most important, independent event where technology buyers and vendors meet to experience and discuss the big picture of Digital Tranformation and all of the strategies, tactics, and tools they need to realize their goals.

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

Only Cloud Expo brings together all this in a single location:

  • Cloud Computing
  • Big Data & Analytics
  • Software-Defined Infrastructure
  • Industrial IoT
  • Industry 4.0
  • Artificial Intelligence
  • Cognitive Computing
  • Microservices
  • Machine Learning
  • DevOps
  • WebRTC
  • FinTech
  • Digital Transformation

Attend Cloud Expo. Build your own custom experience. Learn about the world's latest technologies and chart your course to Digital Transformation.

21st International Cloud Expo, taking place October 31 - November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA, will feature technical sessions from a rock star conference faculty and the leading industry players in the world.

Download Show Prospectus ▸ Here

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud strategy. Meanwhile, 94% of enterprises are using some form of XaaS - software, platform, and infrastructure as a service.

With major technology companies and startups seriously embracing Cloud strategies, now is the perfect time to attend 21st Cloud Expo, October 31 - November 2, 2017, at the Santa Clara Convention Center, CA, and June 12-14, 2018, at the Javits Center in New York City, NY, and learn what is going on, contribute to the discussions, and ensure that your enterprise is on the right path to Digital Transformation.

2018 Conference Agenda and Tracks, June 5-7, Javits Center

Track 1 | Cloud Expo - Enterprise Cloud
Track 2 | DXWorld Expo - Digital Transformation (DX)
Track 3 | The API Enterprise | Mobility & Security
Track 4 | DevOps | Containers & Microservices
Track 5 | Cognitive Computing | AI, ML, DL
Track 6 | Big Data | Analytics
Track 7 | IoT | IIoT | Smart Cities
Track 8 | Hot Topics | FinTech | WebRTC

Cloud Expo | DXWorldEXPO 2018 New York
(June 5-7, 2018, Javits Center, Manhattan)

Cloud Expo | DXWorldEXPO 2018 Silicon Valley
(November 6-8, 2018, Santa Clara Convention Center, CA)

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

Download Show ProspectusHere

Every Global 2000 enterprise in the world is now integrating cloud computing in some form into its IT development and operations. Midsize and small businesses are also migrating to the cloud in increasing numbers.

Companies are each developing their unique mix of cloud technologies and services, forming multi-cloud and hybrid cloud architectures and deployments across all major industries. Cloud-driven thinking has become the norm in financial services, manufacturing, telco, healthcare, transportation, energy, media, entertainment, retail and other consumer industries, and the public sector.

Cloud Expo is the single show where technology buyers and vendors can meet to experience and discus cloud computing and all that it entails. Sponsors of Cloud Expo will benefit from unmatched branding, profile building and lead generation opportunities through:

  • Featured on-site presentation and ongoing on-demand webcast exposure to a captive audience of industry decision-makers.
  • Showcase exhibition during our new extended dedicated expo hours
  • Breakout Session Priority scheduling for Sponsors that have been guaranteed a 35-minute technical session
  • Online advertising in SYS-CON's i-Technology Publications
  • Capitalize on our Comprehensive Marketing efforts leading up to the show with print mailings, e-newsletters and extensive online media coverage.
  • Unprecedented PR Coverage: Editorial Coverage on Cloud Computing Journal.
  • Tweetup to over 75,000 plus followers
  • Press releases sent on major wire services to over 500 industry analysts.

For more information on sponsorship, exhibit, and keynote opportunities, contact Carmen Gonzalez by email at events (at) sys-con.com, or by phone 201 802-3021.

The World's Largest "Cloud Digital Transformation" Event

@CloudExpo | @ThingsExpo 2017 Silicon Valley
(Oct. 31 - Nov. 2, 2017, Santa Clara Convention Center, CA)

@CloudExpo | @ThingsExpo 2018 New York
(June 12-14, 2018, Javits Center, Manhattan)

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

Sponsorship Opportunities

Sponsors of Cloud Expo | @ThingsExpo will benefit from unmatched branding, profile building and lead generation opportunities through:

  • Featured on-site presentation and ongoing on-demand webcast exposure to a captive audience of industry decision-makers
  • Showcase exhibition during our new extended dedicated expo hours
  • Breakout Session Priority scheduling for Sponsors that have been guaranteed a 35 minute technical session
  • Online targeted advertising in SYS-CON's i-Technology Publications
  • Capitalize on our Comprehensive Marketing efforts leading up to the show with print mailings, e-newsletters and extensive online media coverage
  • Unprecedented Marketing Coverage: Editorial Coverage on ITweetup to over 100,000 plus followers, press releases sent on major wire services to over 500 industry analysts

For more information on sponsorship, exhibit, and keynote opportunities, contact Carmen Gonzalez (@GonzalezCarmen) today by email at events (at) sys-con.com, or by phone 201 802-3021.

Secrets of Sponsors and ExhibitorsHere
Secrets of Cloud Expo SpeakersHere

All major researchers estimate there will be tens of billions devices - computers, smartphones, tablets, and sensors - connected to the Internet by 2020. This number will continue to grow at a rapid pace for the next several decades.

With major technology companies and startups seriously embracing Cloud strategies, now is the perfect time to attend @CloudExpo | @ThingsExpo, October 31 - November 2, 2017, at the Santa Clara Convention Center, CA, and June 12-4, 2018, at the Javits Center in New York City, NY, and learn what is going on, contribute to the discussions, and ensure that your enterprise is on the right path to Digital Transformation.

Delegates to Cloud Expo | @ThingsExpo will be able to attend 8 simultaneous, information-packed education tracks.

There are over 120 breakout sessions in all, with Keynotes, General Sessions, and Power Panels adding to three days of incredibly rich presentations and content.

Join Cloud Expo | @ThingsExpo conference chair Roger Strukhoff (@IoT2040), October 31 - November 2, 2017, Santa Clara Convention Center, CA, and June 12-14, 2018, at the Javits Center in New York City, NY, for three days of intense Enterprise Cloud and 'Digital Transformation' discussion and focus, including Big Data's indispensable role in IoT, Smart Grids and (IIoT) Industrial Internet of Things, Wearables and Consumer IoT, as well as (new) Digital Transformation in Vertical Markets.

Full Conference Registration "Gold Pass" and Exhibit HallHere (Register ▸ Here via EventBrite)

Financial Technology - or FinTech - Is Now Part of the @CloudExpo Program!

Accordingly, attendees at the upcoming 21st Cloud Expo | @ThingsExpo October 31 - November 2, 2017, Santa Clara Convention Center, CA, and June 12-14, 2018, at the Javits Center in New York City, NY, will find fresh new content in a new track called FinTech, which will incorporate machine learning, artificial intelligence, deep learning, and blockchain into one track.

Financial enterprises in New York City, London, Singapore, and other world financial capitals are embracing a new generation of smart, automated FinTech that eliminates many cumbersome, slow, and expensive intermediate processes from their businesses.

FinTech brings efficiency as well as the ability to deliver new services and a much improved customer experience throughout the global financial services industry. FinTech is a natural fit with cloud computing, as new services are quickly developed, deployed, and scaled on public, private, and hybrid clouds.

More than US$20 billion in venture capital is being invested in FinTech this year. @CloudExpo is pleased to bring you the latest FinTech developments as an integral part of our program, starting at the 21st International Cloud Expo October 31 - November 2, 2017 in Silicon Valley, and June 12-14, 2018, in New York City.

@CloudExpo is accepting submissions for this new track, so please visit www.CloudComputingExpo.com for the latest information.

Speaking Opportunities

The upcoming 21st International @CloudExpo | @ThingsExpo, October 31 - November 2, 2017, Santa Clara Convention Center, CA, and June 12-14, 2018, at the Javits Center in New York City, NY announces that its Call For Papers for speaking opportunities is open.

Submit your speaking proposal today! ▸ Here

About @CloudEXPO and @DXWorldEXPO
SYS-CON Media (www.sys-con.com) has since 1994 been connecting technology companies and customers through a comprehensive content stream - featuring over forty focused subject areas, from Cloud Computing to Web Security - interwoven with market-leading full-scale conferences. The company's internationally recognized brands include among others Cloud Expo® (@CloudExpo), Big Data Expo® (@BigDataExpo), DevOps Summit (@DevOpsSummit), @ThingsExpo® (@ThingsExpo), and DXWorldEXPO® (@ExpoDX).

@CloudExpo® and @ThingsExpo® are registered trademarks of CLOUD EXPO INC.

DXWorldEXPO® is a registered trademark of DX WORLD EXPO LLC.

More Stories By John Katrick

John Katrick is a software engineer living in Bangalore, India. He is a fan of technology and cloud computing. He is also interested in Hybrid Cloud and focuses on articles involving the latest news in cloud management, Microsoft Azure, and cloud governance including new technology and AWS cloud news.

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