Hero Banner

Feedback & Support Discussions

Provide feedback on your partner experience.

Reply
Level 2 Contributor

Becoming an official partner question: gain client before partnership? Chicken before the egg?

A rather entry-level question from a marketer researching how we can become Power BI partners: 
It seems that to become Power BI listed in the directory a Partner needs to have a client (or case study nomination) - the question is how can a said prospective Partner sell licences without being an official partner? 

https://partners.microsoftcloud.com/


It seems quite literally chicken-before-the-egg, to sell the product before being accredited to sell it.
Or am I misunderstanding the core process? In which case, can someone please point me in the right direction?

 

Many thanks in advance for advice.
David

1 ACCEPTED SOLUTION
Influencer

Hi David,

 

Almost every reseller has a relation through a distributor as this is now the preferred way. But you can buy licenses direct from Microsoft if you become a Tier-1 CSP reseller or if you qualify to sell Enterprise Agreements. Selling has aways been tough, but becoming a Tier-1 CSP used to be fairly easy, but the bar is now very high and to be honest you will get close to the same margin through a distributor without having to make big investments.

 

In the Microsoft ecosystem it is becoming less important who is the transactional partner, the value lies in managing and building solutions so personally I would probably be happy to let someone else transact the licenses but fight hard for being the partner of record that has infleunced the sale and also being recognized as the one that is managing the solution.

 

In order to build a close relationship with Microsoft it is more about being an innovative partner with proven track-record than transacting the licenses.

 

Regards, Per

View solution in original post

6 REPLIES 6
Influencer

Hi David,

 

You do not need to be a Microsoft partner in order to resell licenses or services. The easiest way to become a reseller is to sign up as such with a distributor like TechData, Ingram or Also.

 

But in order to become listed as a BI partner, you don't need to resell licenses. This is more about you showing that you got the right skillset - and the path towards this is to sign up as a Microsoft Partner on MPN and gain the right Competency for your type of practice. First step is to become Silver and the next step is to become Gold.

 

 

Regards, Per

Level 2 Contributor

Thank you for your response, Per.

I'll follow up your tip regards distributors, it might be an option in the short-term.

However, the plan is to become resellers ourselves, and I'm therefore looking to identify the formal route to achieving this.

We already resell licences directly, as partners, for several brands such as SAP, Dell, and others.
We also offer a wide range of services for these brands. Now several of our developers, consultants, and support staff are planning on gaining Power BI and Azure skills and accreditations (and other Microsoft skillsets).

The aim is to start offering our clients a complete set of Power BI services > which includes reselling the licences directly.

So, even if it's a long-road, is there an official route to becoming a reseller?

Influencer

Hi David,

 

Almost every reseller has a relation through a distributor as this is now the preferred way. But you can buy licenses direct from Microsoft if you become a Tier-1 CSP reseller or if you qualify to sell Enterprise Agreements. Selling has aways been tough, but becoming a Tier-1 CSP used to be fairly easy, but the bar is now very high and to be honest you will get close to the same margin through a distributor without having to make big investments.

 

In the Microsoft ecosystem it is becoming less important who is the transactional partner, the value lies in managing and building solutions so personally I would probably be happy to let someone else transact the licenses but fight hard for being the partner of record that has infleunced the sale and also being recognized as the one that is managing the solution.

 

In order to build a close relationship with Microsoft it is more about being an innovative partner with proven track-record than transacting the licenses.

 

Regards, Per

View solution in original post

Visitor 1

Hi Per,

I have the same beginner questions about growing business and partnership.

I provide Office 365 support services, Project Online and SharePoint implementation and development for customers over the globe. I am located in Russia.

 

I would like to ask you what is the path of building my partnership with Microsoft?

I have registered on MPN.  But it's not so clear what to do next. If I ask clients to enter my ID as Office 365 support partner what is my benefits?

So, I have a lot of small basic questions, perhaps you will recommend me some articles or somebody from Microsoft Russian team to help me working out with it.

 

Thanks for advance.

Best regards,

Slava Shamak. 

Influencer

Hi Slava,

 

Thanks for reaching out!

 

I think that your best alley for building a strong pipeline is to nurture relationships with other partners. With your time zone you can be a great alternative for US partners that needs someone that can cover support needs in Europe, Asia and the Pacifics. 

 

You should of course nurture relationships with Microsoft Russia but I don't know who might be the best person. My suggestion is to spend time at events arranged by Microsoft Russia and network your way to building a relationship. Microsoft and customers love when someone is laser focused on something, can be a type of projects or even better - a certain vertical. If you see that you got a lot of great customer success in a certain vertical, then you can ask which account managers at Microsoft that are serving this vertical and try make they know about your success! This always works!

 

 

Regards, Per 

Level 2 Contributor

Per, that was incredibly helpful.

You have my sincere thanks.

David