ADN Partnership: ORAYLIS simplifies the use of the Azure Cloud

We are delighted to welcome ADN Distribution as a new member of our partner network. As a result, customers can now access Azure Cloud services directly through ORAYLIS and take full advantage of Microsoft’s Cloud Solution Provider programme. Thilo Schumacher, Business Development Manager at ADN, and ORAYLIS partner David Claßen explain the specific benefits in this interview.

ADN and ORAYLIS – a partnership offering extensive benefits for customers (from left): David Claßen (ORAYLIS Partner), Thilo Schumacher (Business Development Manager, ADN) and Marco Wotruba (Principal Consultant, ORAYLIS). (ORAYLIS)

Thilo, what exactly does ADN do, and what is your role?

Thilo: ADN is a value-added distributor specialising in cloud technologies, IT security, virtualisation, AI and modern workplace solutions. We see ourselves as the link between manufacturers and the direct sales channels – namely system integrators, managed service providers and resellers. We don’t just supply licences; we also provide support in the form of technical consultancy, training and enablement programmes.

Our aim is to work with our partners to facilitate an efficient digital transformation and sustainable business models. In this context, my personal focus is on solution providers who, as Cloud Solution Providers, expertly implement Microsoft Azure services for businesses – such as ORAYLIS.

Keyword ‘Cloud Solution Provider’ – what does this term actually mean?

Thilo: Essentially, the Microsoft CSP programme enables businesses to procure Azure Cloud services directly through an authorised partner. Given the growing challenges involved in setting up and operating modern cloud solutions, this approach offers a range of benefits, such as personalised support and clear cost structures.

Could you elaborate on the challenges businesses face?

Thilo: Many of those in charge are currently struggling with the ever-increasing complexity of their Microsoft environment and the associated offerings. The licensing landscape is often unclear: with constantly changing models, it is difficult to identify which structures and services are truly suitable. This also has implications for cost control. Over-licensing or incorrect licensing are not uncommon and lead to unnecessary additional expenditure.

David: Another issue is the lack of transparency – specifically, there is a lack of an overview of users, subscriptions and contract terms. At the same time, support is often limited. Direct customers of Microsoft usually receive only standard support and no personalised assistance. Compliance and security also pose a major challenge. Many companies are unsure how to implement Microsoft’s guidelines in a way that complies with the law.

“As part of our collaboration, each partner focuses on their own strengths.” – Thilo Schuhmacher (ORAYLIS)

How does ORAYLIS, as a cloud solution provider, help to address this?

David: We provide expert support to our customers throughout their entire cloud journey. Right from the start of the project, we help them select the right services, thereby ensuring a stable foundation and controlled scaling. This also includes proper governance with clearly defined roles and permissions. During ongoing operations, we enable sound, needs-based cost management and always keep an eye out for opportunities for optimisation.

If customers have any questions, they can contact us directly. Instead of anonymous support tickets, they have a dedicated point of contact and receive personalised support. They also don’t need to provide their credit card details anywhere, as is the case when booking directly through Microsoft. Instead, they purchase their licences and services directly from us and subsequently receive a clear invoice with a straightforward breakdown.

How are responsibilities divided between ADN and ORAYLIS?

Thilo: As part of our partnership, each partner focuses on their respective strengths. As a CSP Indirect Provider, ADN handles licence provision and billing via the ADN Cloud Marketplace, enabling the reseller to provide optimal support to their customers.

David: This means we can focus on our core business – namely, strategic issues and the development and operation of future-proof data and AI platforms, including direct customer contact and first-level support.

Finally: What are the specific advantages that ORAYLIS offers as a CSP?

David: Ultimately, the customer receives all services relating to their data and AI platform from a single source, ranging from the cloud environment and a bespoke solution right through to day-to-day operations. They therefore have a strategic partner at their side who understands technology, processes and business in equal measure. We can assess architectural, security and platform issues on their behalf and incorporate them directly into the licensing and platform strategy based on our best practices.

Furthermore, our customers benefit from our high quality standards throughout the entire lifecycle. As a result, they can rely on stable processes and consistently high solution availability at all times – whilst ensuring optimal cost management.

→ Find out here how you too can benefit from the advantages of the Microsoft CSP programme.