Cloud Biggies and their Partnership Programs

Cloud Biggies and their Partnership Programs

One of the best ways to encourage sales is through specialized partnership programs, and IT companies have long employed this strategy to promote their traditional offerings. Now they have started similar initiatives for their cloud computing services as well.

While some companies have tried to get buy-in from end-consumers, even going to the extent of offering services for free (See: Ninefold and Rackspace Battle for Australian Startup Mind Space and Why is Rackspace targeting Startups?), others have started targeting their channel partners, all in the hope of grabbing larger shares of the expanding cloud computing pie.

HP recently announced the launch of its Enterprise Security Cloud Connections partner program through which its partners can help customers view and assess enterprise-wide risks while automating compliance reporting across on-premise and cloud-based environments.

As per the press release, this program would allow “cloud providers to integrate a customer’s cloud-based applications and infrastructure by using the HP Security Intelligence and Risk Management (SIRM) platform. The platform provides a standard format for publishing security risk event information generated by cloud service providers to customers, partners and security information and event management vendors.” Box, Inc. and Okta have been the first to sign on.

Limited transparency into user activity is often a major impediment to the use of cloud applications or infrastructure by enterprise customers,” said Jeff Scheel, vice president, Business Development, Enterprise Security, HP. “Through partners such as Box and Okta, HP can accelerate the adoption of cloud-based resources by reducing concerns around visibility, compliance and security.”

Similarly, IBM has announced several partner incentives at its recently concluded PartnerWorld conference in New Orleans. IBM SmartCloud Services provides a directory of partners that will allow system builders to find partners with specific competencies. Then there is the IBM Solution Accelerator program that incentivizes the sale of combined software and systems and/or business solutions and IBM Global Financing that offers preferential financing to business partners. The company has about 121,000 approved business partners.

According to a post by Matthew Weinberger who had the opportunity to speak with Dell Channel Chief Greg Davis at the recent Dell Enterprise Spring launch event in San Francisco, the company is planning the launch of a cloud computing certification.

According to Davis, Dell’s partner program, with 100,000 members currently, rewards certifications more than financial commitment or sales performance. Accordingly, this new cloud computing certification is expected to significantly add to the number of 2,601 partners who have at least one certificate. Dell is focused on educating its partners, and had offered value added resellers (VARs) 135,000 free training classes last year, a figure that may be scaled up to a quarter million in 2012.

It is clear that cloud computing companies are aggressively looking to expand their markets. While direct sales may work better with the bigger enterprise clients, channel partners may provide better access to the small and medium businesses (SMB) demographic. And that would explain the proliferation of partnership programs.

By Sourya Biswas

sourya

Sourya Biswas is a former risk analyst who has worked with several financial organizations of international repute, besides being a freelance journalist with several articles published online. After 6 years of work, he has decided to pursue further studies at the University of Notre Dame, where he has completed his MBA. He holds a Bachelors in Engineering from the Indian Institute of Information Technology. He is also a member of high-IQ organizations Mensa and Triple Nine Society and has been a prolific writer to CloudTweaks over the years... http://www.cloudtweaks.com/author/sourya/

0 Responses to Cloud Biggies and their Partnership Programs

  1. [...] Cloud Biggies as good as their Partnership Programs Now they have proposed identical initiatives for their clouded cover computing services as well. While a little companies have attempted to get buy-in from end-consumers, even starting to a border of charity services for giveaway (See: Ninefold as good as Rackspace Battle for … Read some-more upon CloudTweaks News [...]

Join Our Newsletter

Receive updates each week on news, tips, events, comics and much more...

Can I Contribute To CloudTweaks?

Yes, much of our focus in 2015 will be on working with other influencers in a collaborative manner. If you're a technology influencer looking to collaborate long term with CloudTweaks – a globally recognized leader in cloud computing information – drop us an email with “tech influencer” in the subject line.

Please review the guidelines before applying.