The time of change is now: the impact of the CSP program

It has been a long time since my last post. Finally I decided to change the route of the blog as per this critical time in the IT industry…

Cloud is to stay, we know that, as well as in the most mature markets its consolidation is a growing. For the last few months I have observed merges, acquisitions and business owners on IT either changing pace or getting out… And as the maturity of the Cloud progresses and the barriers of Enterprise clients towards Cloud are demolished Software Asset Management (SAM) and licensing have adapted to the new models. However we are now looking at even another big game changer, the CSP program.

The CSP program (Cloud Solutions Provider) launched by Microsoft will define those Microsoft partners investing into the Cloud to those that aren’t. And like any other critical program it comes with requirements, licensing achievement requirements, in other words… sales.

More than ever a level of licensing and SAM understanding is going to be critical for the CSP program. And for this reason the blog will change to reflect that level of help for CSPs required for any company that becomes either a Tier 1 or Tier 2 CSP a successful Cloud engine that brings more opportunities and is able to compete versus the Goliath, create more value to their customers and evolve as a company to the so desired MRR (monthly recurrent revenue) MRR achievement.

As an example, Cloud licensing models offer more flexibility to chose resellers and CSPs will fight for clients with Enterprise Agreements to consider the options beyond the Licensing Service Provider (LSP) resellers. As customer chose trust versus transactional administration for the Cloud significant changes are in place and more coming to open the battle for the subscription licensing offerings. And all players are involved, as distribution channels also look to reinforce the CSP program across the world.

Past posts keep their value as reference of licensing times and seasons, rules and changes and first impact of Cloud computing reflected on them. It is time for the Licensing Guru to add more content as we walk together to a brilliant Mobile first and Cloud first era.

Josef Hans Lara

The Licensng Guru.

Changes coming to Office 365 – #WPC2013

The Microsoft WPC 2013 is all over Office 365, Azure, Intune and Dynamics.

Cloud is clearly not to be sold but sold already and partners are trying to decipher the way to create the services and value.

Office 365 changes are coming soon. For example Microsoft partners will be able to sell more than the Midsize business sku to their customers through distribution and soon they will offer E programs and Exchange online for example. This is a significant change for Managed services providers that now can offer O365 to their clients without having them to register on their own to the Cloud solution.

Midsize business in Office 365 will also see the change to be able to accept other subscription registrations under the same company domain, like combining it with Kiosk. No ETA for the change but Microsoft said MSLI (the all-powerful licensing department) is looking into the changes to the terms and conditions.

Microsoft listened, I sense a more humble approach to concerns and realization that they can win the productivity Cloud war right now to gain momentum as in the past beyond the competitors.

The windows device ecosystem with Windows 8, and soon 8.1 is focused on user experience and that shift also will help Microsoft to gain tradition on the consumer market and the mobile phone market.

It is going to be a hard choice n the device for users however on productivity tools, integrated systems Microsoft has position itself very well.

Coming Open offerings


Mid Size


E1


E3


Pro Plus


Exchange Online

The potential of Azure on Enterprise Agreements

sxsw2010.microsoft.azure

sxsw2010.microsoft.azure (Photo credit: LisaSabin-Wilson)

The potential of Azure on Enterprise Agreements (EA), specially for the software developers and ISVs.

As Azure makes its way to be offered on Microsoft Enterprise Agreements, new offerings from third-party vendors are going to be available in the agreements, I envision new alliances from Microsoft to third-party software vendors beyond Microsoft portfolio. This will mean that enhanced solutions will be available.

As an example EVault is building on Azure and they can offer now their solution on Azure to complement backup solutions with Cloud, and it can be sold on an enhancement on the EA.

This will open a new set of possibilities and developers and ISV developing building on Azure will benefit from Microsoft customers licensed for Azure on their EA.

Microsoft will be able to extend their influence on the ISV, SharePoint and other developer community that is expanding and growing very quickly. I bet each company will be talking to Microsoft about the margin allocations and common sales strategies.

This is another example of how Cloud computing is changing the IT industry and the way we consume software and we license them.

More details will be developed in months to come.