Basingstoke, 17 May 2018 – Tech Data Corporation (Nasdaq: TECD) is aiming to build on the success of is Velocity accelerator programme, ramping up its technical training for Microsoft Azure and opening the door for more resellers to get involved. It has also launched a drive to encourage Microsoft partners to move customers from Open Licensing programmes to the Microsoft Cloud Solutions Provider (CSP) programme.
To date, 53 partners have enrolled on Velocity with 15 already advancing to Silver Cloud Competency and two of the group going on to achieve Gold status. Training is the core element of the programme and Tech Data has delivered face-to-face courses to more than 250 partner delegates, accelerating their progress towards Microsoft accreditation.
All Velocity Partners are fully-funded by Tech Data for the main technical course requirement and aligned to a named Microsoft Solutions Architect and Azure account manager. In addition, they have access to Marketing as a Service funds that equates to as much as £10,000 per partner.
The door is now well and truly open for more resellers to get on board and start benefiting, said John-James Uezzell, Business Development Manager for Microsoft Azure at Tech Data. “We have a tried and tested formula for getting Microsoft resellers to the point where there are competent and confident in selling workloads for deployment on Azure and ramping up their consumption income. If they take full advantage of the training and mentoring available, they can move to Silver Competency quite smoothly and from there, build on the platform of support we provide as part of Velocity.”
Azure consumption, he added, is growing fast. “We have reached a point where resellers who can clearly articulate, present and price the options for solutions running on Azure are seeing their sales accelerate swiftly. Customers seem to be ready to understand and accept the benefits of the cloud and commit to Azure.”
Tech Data is also providing more support for partners building their Azure-based business by providing easy access to Proof-of-Concept (PoC) funding on prospective deals that have an expected consumption value of over $30,000 a year. The scheme effectively provides two months of funded consumption for qualifying prospects. A streamlined application process means it is possible to apply for and activate the PoC within three working days. Tech Data can also support partner lead-generation campaigns with funded video case studies.
In addition, Tech Data has also embarked on a campaign to get more customers who are still on Microsoft Open licensing to move onto the cloud programme. CSP allows customers to flex user numbers up or down quickly and ensures software and agreements are always up to date, so they are easier to manage. In addition, there is no need for customers to pay up-front for a license, as required under Open Licensing, which helps to streamline cashflow.
“For Microsoft software licensing, CSP is the future and it makes sense to move Open Licensing customers as soon as possible”, Uezzell said. “With CSP, end-user customers have more scalable options, and can increase user numbers at almost any time. There is no need to allow for what they might need in the next few months. That means partners can get closer to customers, secure their business and build up a flow of regular income.”
Tech Data is working with resellers to identify licenses that can be transitioned from Microsoft Open Licensing. It is also making enablement resources available and running as series of workshops to help resellers understand how to position and present cloud-based solutions and CSP with customers.
The training and workshop events are focusing on the Microsoft vision of the Modern Workplace, and feature technologies such as the Surface Hub and Surface Mobile devices, and the company’s cloud solutions. Partners attending the events will be briefed on CSP and on the Surface Hub Value Added Distributor Program for Opportunity Resellers (VADOR). Full details are available from Tech Data.
Picture: John-James Uezzell, Tech Data.