Microsoft Exec To Partners: Good Job Selling Cloud Services, Now Let’s Drive Consumption

Grazed from CRN. Author: Kevin McLaughlin.

Microsoft partners have done a good job in making the transition to cloud computing, and now it’s time for them to drive more consumption of cloud services, according to Eric Martorano, the software giant’s general manager of U.S. partner sales. "I think the channel has done a good job of working through this transformation," Martorano said in a keynote Monday at the XChange 2015 conference hosted by The Channel Company, publisher of CRN. "One challenge in the partner community is the need to drive more deployment and consumption of the technology by selling experiences."

Many Microsoft partners are making money from transactional and project-based services, but ones that can deliver managed services and repeatable intellectual property can separate themselves from the pack, Martorano said. Martorano said a potentially big money-maker for the channel is Enterprise Mobility Suite, a licensing bundle launched last year that includes Windows Intune, a paid version of Azure Active Directory with advanced features, and Azure Rights Management Services…

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