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Cloud marketplaces: Can channel partners make money?

 

by Lynn Haber
Senior Writer

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Channel partners can take advantage of many cloud marketplace options as part of their go-to-market strategies. Here's what you need to know to get started.

As the cloud and software as a service become more mainstream and businesses become more interested in cloud technologies, curiosity about cloud marketplaces -- think of an online storefront -- isn't far behind. That's why channel firms need to learn about cloud marketplaces and how to go about doing business in a cloud marketplace.


There are a dozen or so active cloud marketplaces -- some are independent, such as app directory companies GetApp and Capterra, both acquired by Gartner in 2015, while others are vendor-specific such as Salesforce AppExchange, IBM Cloud Marketplace, Oracle Cloud Marketplace and Dell Cloud Marketplace, among others. IT distributors, such as Avnet, Ingram Micro and Tech Data Corp., for example, also boast their own cloud marketplaces that offer cloud apps from dozens of vendors.

There are two key things that partners need to know about cloud marketplaces: They come in a variety of flavors and they offer partner firms a mechanism to sell a broader portfolio of services.

Thinking about a cloud marketplace as an online storefront, it may consist of aisles of cloud services that span the cloud spectrum: SaaS, infrastructure as a service and perhaps, platform as a service. So, for example, walk down the SaaS aisle and you might see a section of productivity apps, another section with unified communication apps and another with CRM apps. Also, in this storefront are cloud services offerings that are relevant to consuming those products, i.e., professional services, migration services, tier 1 and tier 2 support or bolt-on services such as change management, among others.

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AppRiver Reaches 100,000 Active Users

AppRiver, LLC, announced today the number of active Office 365 users surpassed 100,000, with April 2015 as the best month year-to-date for license activations since the launch of the service in 2011.Appriver

"Office 365 is a great platform," says Scott Paul, strategic accounts executive, AppRiver. "AppRiver makes it a great service as well. That's because we live in an age of offshore call centers, indifferent customer service and increasingly complicated solutions. AppRiver gives its customers choice, peace of mind and adds a personal touch to technology – qualities that have become rare in the Digital Age."

According to AppRiver, its 93-percent customer retention rate and steady increase in partners engaged to sell O365 is due to above-and-beyond dedication and flexibility as it serves its customers.

AppRiver also offers the ability to wrap additional security services around O365, including SecureTide Spam and Virus Protection, CipherPost Pro Email Encryption and SecureSurf Web Protection.

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CompTIA Study: Vendor, Channel Partner Conflict is on the Upswing

Challenging economic times, new technologies and new methods for selling IT solutions have contributed to an increase in conflicts between vendors and their channel partners, according to a new study released today by CompTIA.

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Vocalocity Announces Channel Program Enhancements at Channel Partners Expo in Vegas

VoIP provider Vocalocity announced today at The Channel Partners Conference & Expo in Las Vegas, that it is making changes and revisions to its channel program. The enhancements are expected to enable Vocalocity and its partners to further accelerate their growth.

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Research and Markets Releases 2013 US Cloud Channel Partner Report

Research and MarketsResearch and Markets, an international research firm, today announced the availability of the 2013 U.S. Cloud Channel Partner Transformation Report. This report covers the current cloud marketplace, as well as best-practice business models, sales/marketing strategies, investments and competencies required to become a Cloud Service Provider (CSP).

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