During the first Cloud Champions webinar we were joined by Robert Crane from CIAOps who shared his learnings from moving his business from providing on premise solutions to his customers, to providing cloud services. One of the learnings he shared was the importance of building connections and partnerships with other technology Partners as you’re growing your business with cloud. By developing relationships and partnerships with organisations offering complimentary services and solutions you can offer your customers a holistic solution to their business problem increasing the likelihood of happier customers, ongoing opportunities with that customer as well as referrals. It’s also an opportunity to shorten the time to value for customers. In the example of an ISV working with project services partners, the customer can benefit from the deployment expertise from the project-services Partner and speed to value as they combine that with the packaged offering from the ISV.
There are many examples where partnering can provide benefits to the partners and their joint customers. Here’s a timely example given the recent availability of Dynamics CRM Online through Open Licensing and the upcoming Cloud CRM Competency. A strong Office 365 Partner with skills and experience deploying Office 365, customising SharePoint and have built add-ons and templates that can reduce time to value for their customers. By partnering with a Dynamics CRM Partner who does not have Office 365 or SharePoint skills but specialises in CRM deployment, add-ons and extensions. Together these Partners could provide joint customers with a holistic sales productivity solution spanning CRM Online, Office 365 and Power BI. Reduce the time to value for the customer as they benefit from the combined existing packaged solutions from their respective areas of expertise.
This week we released a blog post about 2 Microsoft Partners who have forged a strong partnership that has resulted in benefits across their business and for their joint customers. But how do you find potential partnerships such as these? Here’s 3 ways you can connect with the Partner community:
· The Partners in this example met at an IAMCP (International Association of Microsoft Channel Partners) gathering. This is one example of a community where you can connect with other Partners who are interested in forging connections. We have a chapter active in Australia with members across the country.
· It’s also critical to make sure you can be found by other Partners by maintaining your Pinpoint profile with up to date information on the solutions you offer and of course customer reviews. Not only can you be found by potential customers but by other Partners looking to connect and build partnerships.
· If you prefer to connect face to face the Worldwide and Australia Partner Conferences (dates to be announced) take place annually and are a great environment to network with the Microsoft Partner community and discuss potential synergies.
If you missed either of the previous Cloud Champions webinars you can view them on demand.