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Name: Rob Moyer
Title: Vice President, Software and Cloud Services
RCP: What do you call your program?
Moyer: CSP does not have a specific SYNNEX name, but it is tightly aligned with our SYNNEX Capture the Cloud program, which is our overall cloud reseller program. This program includes benefits like dedicated resources, market development funding, exclusive pricing and incentives, to name a few.
What do you call the CSP resellers in your program?
What requirements does a partner need to meet to be a reseller for you?
While a reseller can purchase with any method they wish, we do require a small base net terms account to approve them for cloud monthly billing. We also recommend signing up for Capture the Cloud to get the benefits associated with that program, but it is not required. We also require a Microsoft Partner Network (MPN) ID -- a Microsoft requirement -- so the reseller can be attached to the subscription and earn all incentives.
The needs of the cloud space have also inspired an entirely new set of financing options: utility finance with consumption-based billing in public, private and subscription-based cloud environments; partnerships with vendors in various risk management strategies (typically under NDA with the vendor) that result in more credit available to the channel; pre-funded leases (i.e., funding prior to acceptance by the end customer); cash-flow financing for the reseller in the form of factoring of AR and pre-funding of annuity streams for the reseller allowing them to realize cash now; other forms of lending.
Is there a cost involved?
One of the attractions of the CSP program is that Microsoft does not own the customer billing. But has a reseller substituted Microsoft owning the customer billing for you, the CSP distribution partner, owning the customer billing?
The reseller exclusively owns the billing to the customer.
What protections or assurances have you put in place to reassure the reseller that they own the customer relationship?
It's in the terms and conditions. By design, SYNNEX does not have a method available to bill the end customer directly and will not take a customer direct.
Do you offer a white-label billing option or white-label support options? Is there a fee or different participation requirements for partners to use a white-label version?
Not today. It's on the roadmap as a service to resellers only.
In addition to distributing Microsoft cloud keys and billing, what benefits are you providing to the resellers that they can, in turn, offer to their customers?
We continue to sign strategic ISVs that offer services complementary to the Microsoft offerings, such as BitTitan and SkyKick. This is to help enhance our resellers' portfolios where they may have gaps. We also offer customer services through our professional services group SERVICESolv.
What differentiates your CSP distribution offering from the other CSP indirect partners?
It's all about solving problems and solutions. Our Capture the Cloud program is the big piece. We are also extremely flexible when it comes to credit, enablement, readiness and resources.
How much demand are you seeing from resellers?
The demand for Microsoft CSP is very high and very fast-growing. The program is essentially what the majority of resellers have been asking for.
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