The Cloud message makes sense. It takes time to listen and it takes time to explain it. Partners who engage in the activity of having this type of conversation with their clients are not really doing anything new however their ability to make the associated revenue is greatly diminished from previous business models. Microsoft believes Partners need to change the paradigm and refocus on a model which drives less revenue. In exchange they offer marginal commissions for brokering an understanding of the value of Microsoft’s services in a space ripe with free competition. The question is can Microsoft’s BPOS sell … Continue reading can Microsoft’s BPOS sell in the SMB space against free competition without a partner having the conversation on value?