“Cloud is going to be the dominant technology going forward,” as Michael Capellas told us at Partner Summit 2011.
And, he knows a thing or two about cloud—after all he’s the CEO of the Virtual Computing Enviroment (VCE), the joint venture between Cisco, VMware, and EMC.
When VCE was formed, the goal was to accelerate the transition to fully virtualized environments and private clouds. And with the Vblock, VCE delivers the industry’s first completely integrated IT offering that combines best-in-class virtualization, networking, computing, storage, security, and management technologies with end-to-end vendor accountability.
While I was on site at Partner Summit, I got the chance to chat with Michael Capellas and he discussed the value that VCE brings to our partners.
In this week’s episode, we offer a quick recap of Partner Summit 2011 with some event highlights, important links, plus our handy, downloadable summary document with all of the important links you need – from Cloud partner programs to Architecture specializations and those great deals that were announced, like a big WebEx discount for partners. And, if you missed Partner Summit keynotes, executive chats, or theater breakout sessions, head over to the Virtual Partner Summit site for replays.
I also caught up with Virtual Computing Environment CEO Michael Capellas who talked about the importance of VCE, its value to Cisco partners, and some info about VBlock. We’ll be sharing more of his insights and the full interview with him here on the Channels blog on Monday, so be sure to check back.
Watch our Partner Update newscast for the top partner headlines.
Once again, Joe Panettieri, MSP Mentor blogger and Editorial Director, featured another Cisco partner in his FastChat series, which centers on moving from managed to cloud services. This time around, Joe chatted with Vince Conroy, CTO of FusionStorm.
During their discussion, Vince talked about where FusionStorm is headed in the cloud services market, and he offered up some best practice advice for resellers who are formulating strategies for managed and cloud services.
Watch Vince’s interview below to hear all the details.
So, what’s FusionStorm’s focus? The company just recently launched a new, cloud-based hosting service in which customers can run applications in a hosted, private cloud. These private clouds are set up in one of six FusionStorm data centers.
If you are looking to break into the managed and cloud services market, Vince offers this bit of advice:
This post is a first in a series we’ll be featuring from Beth Vanni, Vice President of Amazon Consulting. Amazon Consulting is a partnering services firm dedicated to helping companies elevate the impact of partnering. Beth has over 25 years of experience in technology sales and marketing, with a specialty focus on partnering strategies and supporting operational plans.
A ‘perfect storm’ brewing around the issue of channel development
A variety of economic and industry innovation conditions are currently combining to create the “perfect storm” of channel development issues between IT vendors and their channel partners. These include:
- A rash of disruptive technologies entering the market
- A slowly rebounding economy within a still-uncertain global environment
- Continued industry consolidation among vendors and solution providers
These market conditions are complicating the way in which technology vendors and solution providers engage to grow their mutual success. If vendors are not prepared to meet these conditions with clearly defined partner value propositions, a clear coverage and capacity plan and comprehensive onboarding processes for their channel partners, their indirect revenues will likely suffer (and are). Conversely, if solution providers aren’t prepared to intelligently navigate the vast array of vendor’s sales, technical, marketing and services programs and support materials, they won’t realize the rate of return they desire and will waste precious resources during the process.
In recent exclusive channel research entitled conducted by Amazon Consulting entitled “From Rookie to Rock Star: The Cost and Timing of Developing Channel Partnerships,” we explored the relationship between vendors and channel partners along this issue of the costs and timing of developing a new partnership.
The highlights from this research that we think are relevant to Cisco solution providers include the following:
You may have read about Fast Track 2 when I first blogged about ways this new program will help simplify sales transactions, reduce pricing on key product families, and accelerate Cisco partner rewards and incentives.
As of today, there is now a Fast Track 2 Pricing Catalog that includes the AIRxx Product Family, in addition to product SKUs from switches, routers, and wireless families. This new addition will help partners view the Cisco Suggested Reseller Price, inventory availability by distributor, help you close deals faster and drive incremental demand for Cisco solutions.