Corporate Vice President of the Worldwide Partner Group
When it comes to shepherding 640,000 partners through the obstacles of a world moving quickly to the cloud, Jon Roskill is the man at Microsoft. For partners building new cloud practices, Roskill helps them make the transition through incentives, training and other programs that pave the path to profit. As a result, he’s made partnering with Microsoft in the cloud a solid choice for the resellers in his care. To get it down, Roskill spends countless days on the road talking to partners and strategizing on what Microsoft can do to help them win deals and grow their business. Internally, he keeps partners at the top of Microsoft’s list of priorities, winning them better programs and incentive dollars. Roskill’s mantra is “use the cloud to sell the cloud.” The result: Microsoft has one of the industry’s leading partner program and a record number of partners making the leap into the cloud. More than 15,000 partners joined the Cloud Essentials program in one week since one-click registration started, and Roskill expects more than 100,000 partners will join by the end of 2014. On Roskill’s watch some 5,500 partners are actively selling Microsoft cloud services every month. Perhaps more telling, on Roskill’s watch Microsoft partners earn $8.60 for every dollar Microsoft makes. That’s making the cloud math work for the channel in a big way.
One to Watch
Founder and CEO
En Pointe Technologies
Bob Din has been a change driver at En Pointe, taking the organization from a pure hardware reseller to a software reseller and then remaking it once again into a full-fledged cloud services provider. Din’s foresight and vision for the potential of the cloud culminated in a spin off of En Pointe’s cloud group into dinCloud, with cloud-based offerings in management, service desk, communications, desktops and servers. dinCloud is racing from little-known start-up status to a key cloud player with relationships with the likes of Microsoft, Trend Micro, and NetApp. And dinCloud was recently tapped as distributor Ingram Micro’s first hosted virtual desktop provider.
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