Microsoft Entices Dynamics ERP and CRM Partners to Embrace Office 365 at WPC 2012 With New Incentives, Messaging

Of all the cross-selling opportunities available now to Dynamics resellers, none may be more immediate for Microsoft than the promise of Office 365. 

"I think it is the number one opportunity, especially as we make a shift to an annuity model," says Jeff Edwards, director of channel strategy for Microsoft Business Solutions. 

"Every partner will need to be able to show off the benefits of Windows 8 and Office 365 in the cloud", Microsoft CEO Steve Ballmer told the audience at the WPC 2012 kickoff keynote.  Office 365 is "exploding in its momentum," he said.

Kurt DelBene, president of Microsoft's Office division, also announced two new investments in Office 365 partners. One is Office 365 Open, a new way for partners to sell Office 365. It establishes a traditional reseller model, enabling partners to realize more revenue, deliver packaged services with a single invoice, and own the customer relationship.

Office 365 Advisors Program updates let the most active partners earn more up front with Office 365. Starting today, partners who sell more than 150 seats are eligible to earn more revenue.

"The Office Division has never been stronger, and our amazing partners are critical to this success. Office is now used by more than a billion people, and Office 365 is on track to be one of the fastest-growing offers in our history," DelBene said. "The investments announced today will fuel even more robust growth ahead."

These new programs are not without their complications, including the fact that, as Channelnomics outlines, in opening up direct billing, partners will have to buy cloud accounts on behalf of their customers, potentially adding risk exposure and tying up capital.