Our guest contributor today is David Smith, VP, Channel Sales, Global Partner Solutions.

As cloud and AI technologies continue to open new opportunities for partners, they are also reshaping the customer relationship. Partners who are authorized to sell as Cloud Solution Provider (CSP) partners in the Microsoft AI Cloud Partner Program can unlock growth by positioning themselves as trusted advisors to their customers. 

The licensing discussion is merely your foot in the door to provide the services and solutions that will solve customers’ critical problems. As a CSP partner, you own this entire relationship – from pre-sales through post-sales deployment, management, and support. Customers, especially in the small and medium-sized range (SMBs), are eager to start building relationships with partners who can be their trusted advisors. Creating a broader understanding of the value you offer will make new inroads for collaboration and foster new prospects for business growth. 

In this blog, we will look at three examples of CSP partners who have turned years of experience into trustworthy advice, realizing greater value and opportunity for their customers and businesses: 

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