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DigitalOcean partner program aims for SMB expansion

A DigitalOcean partner program is arming MSPs and other channel firms to pursue customers in the SMB space. The program also facilitates partner-to-partner collaborations.

Cloud hosting provider DigitalOcean's Solutions Partner Program, launched Sept. 17, aims to enable channel firms to deploy, modernize and migrate customers' infrastructure in the SMB space, the company said.

The programs' partner benefits include discounted pricing and "a focus on enablement around solution building and understanding use cases that have resonated with business customers," said Jeff Giannetti, chief customer officer at DigitalOcean, based in New York City.

Partners can also tap resources such as monthly webinars, "ask me anything" sessions and access to DigitalOcean product managers, Giannetti added.

DigitalOcean's solutions engineering teams are taking "an active role in helping partners with [customer] migrations as they get started, no matter the partner's size," he said. "Partners can also get their questions answered live in our dedicated partner Slack group."

The program is geared toward agencies and development shops, managed service providers (MSPs), DevOps-as-a-service providers, cloud resellers and SaaS providers. However, any company that services and manages their client's infrastructure and hosting -- or is looking to build on top of DigitalOcean's Developer Cloud to deliver offerings to its customer base -- is a fit for the program, Giannetti said.

Given our startup roots, DigitalOcean has a deep understanding of [SMBs] and has tailored the Solutions Partner Program to their needs.
Jeff GiannettiChief customer officer, DigitalOcean

"One thing that's unique about our program is that we try not to overcomplicate [it]. This extends to the program requirements," Giannetti noted. "As long as you are looking to bring cloud solutions to SMBs, we believe there is a true opportunity for you to grow your business."

Companies are also a fit if they "promise to be an ambassador for the [DigitalOcean] brand," he added.

DigitalOcean partner focus on SMBs

DigitalOcean's program hones in on SMB customers. "Given our startup roots, DigitalOcean has a deep understanding of [SMBs] and has tailored the Solutions Partner Program to their needs," Giannetti said.

The program has two tracks: one for MSPs, IT providers, cloud resellers and web developers selling DigitalOcean infrastructure along with their own services; and the other for platform builders that want to develop their own technology offerings on top of DigitalOcean.

In terms of expanding to outside the SMB space, Giannetti said the program will likely evolve to meet the needs of a rapidly changing market.

Partner-to-partner collaboration opportunities

Jeff GiannettiJeff Giannetti

The company said partners can also join the DigitalOcean community, where they can share product releases, promote local events and participate in social media contests. They can also access an extensive library of documentation and tutorials created for the community, Giannetti said.

Because DigitalOcean is inviting a variety of partner types into the program, "we anticipate partners joining forces to help service customers with complex needs," he noted. For example, a web developer and a cloud consultant might collaborate to help digitally transform a customer, he said.

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