It will offer what it dubs a recurring revenue resale model to its high volume partners. That means, said intY that its partners can resell rather than just recommend Office 365 – meaning better margins and the ability to sell more services.
Chris Baldock, the chief executive officer of intT, said its major partners had problems with the referral only model. One sticking point was Microsoft’s billing relationship that prevented complementary services being offered by the channel on one invoice.
“This agreement puts our larger channel partners firmly back in the driving seat. They become a reseller with margin and value add.”
Customer adoption, added Baldock, is pretty much reliant on channel partners for migration, support and integration.
So the firm is adding Office 365 for resale in its CASCADE mix.