Channel Chat

Partners evolve to become cloud services resellers and MSPs

Rachel Shuster

These days, enterprises are demanding mobility and cloud solutions, and partners are responding by educating their customers on the options and even going as far as becoming cloud services resellers or managed service providers.

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This changing role means growth opportunities for partners by way of expanded portfolios.

SearchNetworkingChannel spoke with Bob Locklear of service provider ADTRAN regarding the shifting roles of partners in offering cloud and mobility solutions to customers. By working with companies like ADTRAN, partners can gain the training and goods they need to become cloud services resellers and MSPs.

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We also talked to Dimension Data, which has expanded its cloud portfolio and channel to accommodate the growing trend. For Dimension Data, the answer to expanding its offering was to acquire additional assets like cloud provider OpSource, as well as to launch several managed  Microsoft collaboration services. With its new cloud serv ices, Dimension Data now provides its partners with the opportunity to offer complete hosted infrastructure, apps and integration consulting.

While the cloud presents its own challenges for customers and partners, mobility presents issues all its own. As more and more people are accessing their corporate network remotely due to summer travel or work-from-home options, partners have the opportunity to offer services that support remote network access. While this can be daunting for customers, companies like NCP-engineering, provider of computer and network security software, give partners the opportunity to deliver solutions and value-added products to customers.

Partners are also seeing more mid-size companies virtualize the data center with server virtualization architecture. As some companies might not be ready to actually implement a virtualization architecture, partners can help avoid a rip-and-replace by educating customers on how to integrate a solution that will interoperate with existing network infrastructure. Not only does this provide customers with the help they need, but offers ongoing support opportunities for partners.


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