In today's rapidly evolving MSP landscape, complexity has become the norm. Managed Service Providers must demand more from their cloud distributor than ever before. It's no longer just about cloud licenses—it's about finding a partner who offers unwavering loyalty, local expertise, and genuinely helpful support.
Choosing the right cloud distributor for Microsoft and other vendors is as crucial as the services you provide to your customers. The wrong partner can become a competitor, while the right one becomes an extension of your team.
1. Choose a Partner, Not a New Competitor
In the hyper-competitive cloud landscape, your distributor should be a steadfast ally, not a shadow competitor lurking to steal your clients. Seek out a partner who treasures long-term relationships over quick wins and short-term gains.
You must ensure that your cloud distributor's business model supports partnership over competition, with a clear channel strategy that prevents conflicts of interest. This breed of loyalty is rare but absolutely crucial for your growth and stability.
Critical questions to ask:
- Does the distributor operate with a channel strategy that never targets your customers?
- Has your distributor designed its incentive structure to primarily support your growth and success?
2. Support and Understanding Beyond Language
Your ideal cloud distributor should have its boots on the ground—not just providing tech support for Microsoft and other cloud brands, but also understanding your market's unique challenges and opportunities.
Top-tier support transcends time zones and language barriers, offering a deep dive into local nuances, from regional regulations to cultural quirks. These are the things that remote support centers often lack, and they can make or break your customer relationships.
Evaluate your distributor:
- Does your cloud distributor demonstrate a solid local understanding of your business?
- Is it easy for you to access tech specialists and Premier Support?
- Are there multiple local success stories or case studies with partners like you?
3. Mutual Success in the Market
Choose a cloud distributor that only grows when you grow. Your partner should go beyond the call of duty, offering market insights, business development tools, and a collaborative spirit that fuels your expansion.
Look for a partner who has built a cloud management platform specifically designed to help you tackle your most pressing goals and market challenges. This isn't about vendor lock-in—it's about providing real value that accelerates your business.
Key considerations:
- Does your distributor's cloud management platform assist with growth and efficiency?
- Do you gain access to helpful marketing and sales enablement tools and content?
4. Simple Pricing and No Hidden Costs
Complexity may be the norm for MSPs, but your distributor's pricing model should be a breath of fresh air—transparent, straightforward, with no hidden fees lurking in the fine print.
This clarity builds trust and enables you to plan financially without fear of surprises. When you can accurately forecast your margins, you can make better business decisions and price your services competitively.
Demand transparency:
- Can your cloud distributor provide a clear breakdown of its pricing model?
- Are there any hidden costs or fees?
- Is it easy for you to forecast your margins?
5. Navigating the Cloud Together with You
You need your cloud distributor to be more than an indirect service provider. You need a partner who can assist you with expert guidance to navigate the intricacies of cloud technology.
Make sure you have easy access to knowledgeable people who can provide best practices, emerging tech trends, and strategic advice tailored to your specific business model. This kind of personalized support can be the difference between surviving and thriving in the cloud market.
Access matters:
- Do you have easy access to the right people at your distributor?
- What level of personalized technical support and guidance do you receive?
6. Staying Ahead of the Curve
Expect your cloud distributor to not just keep up, but to anticipate the next big thing. They should be creating tools and platforms ready to tackle future MSP challenges and opportunities before they become urgent.
A partner who embraces continuous innovation ensures you always have access to the latest and greatest in cloud technology, giving you a competitive edge in the marketplace.
Innovation indicators:
- What is the track record of platform and tool updates?
- What educational resources or training can you access to stay updated with new technologies and market opportunities?
Conclusion
In the rapidly evolving cloud landscape, MSPs must look beyond essential services to find a cloud distributor that aligns with their values and business needs. Through genuine loyalty, local insights, and a commitment to mutual growth, the right distributor becomes more than a provider—it becomes a partner in your success.
This guide highlights seven key areas that are crucial for MSPs, from transparent pricing to technical expertise and forward-looking innovation. Asking the right questions in these areas will help you identify a distributor equipped to navigate the cloud's complexities together with you.
The cloud distribution landscape is changing. MSPs deserve partners who understand their challenges, support their growth, and never compete for their customers. Choose wisely, and your distributor will become one of your greatest business assets.
Source: Cloud Factory Insights