Microsoft CSP Manager: Shift To Cloud Requires Shift In Sales Mentality Beyond Individual Deals

The manager of Microsoft's Cloud Solution Provider program told attendees of NexGen Cloud conference Monday that to seize the tremendous opportunities for profit presented by the shift to the cloud, they need to shift their sales mentality to focus on customer lifetime value, and not individual deals. Microsoft understands its channel is the only way to negotiate the massive migration of customers-both existing and new-to Azure and other cloud services, said William Lewallen, Microsoft's senior