How are you selling Azure Reserved Instances or Azure Savings Plans?
In the past Microsoft took away any incentive and margin for CSP Partners to sell Azure Reserved Instances and from my understanding, it's the same story for Azure Savings Plan. With standard Azure offerings, we as partners, can offer list price to our customers and receive the 15% partner earned credit on the backend, making it worthwhile to administer and transact these deals. When a customer wants to commit to us and lock in bigger savings, Microsoft seems to think that partners don't deserve any credit or margin when Reserved Instances and Savings Plans are used. How are you all as partners structuring long term Azure deals with customers to provide them the deep savings that comes with Reserved Instances and Savings Plans, but still making some margin and making it worth your while? As an example, we sometimes mark up reserved instances costs a bit to our customers, but this is a big challenge on the accounting and invoicing side and also if you have a savvy customer, they figure out that they could get a lower price simply going straight to Microsoft and purchasing their own Reserved Instances.