Menu
The Cloud presents the channel with many opportunities: Rhipe

The Cloud presents the channel with many opportunities: Rhipe

Claims it’s not all about box building anymore

Cloud isn’t a “new thing” anymore but it still has the potential to create opportunities for the channel, says rhipe market research vice-president, Stephen Parker. He was speaking at a keynote session, at the company’s Cloud Channel Summit in Sydney.

Parker stressed the importance of the Cloud and claimed that businesses have to start addressing the need for it because companies are demanding a change in the way IT is consumed.

“Engage in conversation with your partners and dare to be different. There are situations in the marketplace that are changing so if you don’t have this Cloud conversation with them in a positive way, they will find someone else,” he said.

Parker added that resellers are going to have to sell less hardware, and more services. “It’s not just about selling a license, that’s the easy bit. It’s about providing the channel with tools for it to be successful.”

According to him, one way is to transition from being a Value Added Reseller (VAR) to being a Managed Service Provider (MSP). He suggested that instead of selling a box with some services wrapped around it (which is what a VAR does), resellers should work on services that may have a box in the middle of it (like a MSP).

He also mentioned that those who are selling the Cloud today should offer a significantly broader set of solutions to a significantly broader market – meaning they penetrate into more than one vertical.

“It’s configuration, not customisation. In the Cloud, you can configure things from a central point of view, rather than having to build out a unique solution for every single customer. All you have to do is find your own differentiator to stand apart from other Cloud providers,” Parker concluded.


Follow Us

Join the newsletter!

Or
Error: Please check your email address.

Tags CloudservicesServices providerRhipe

Featured

Slideshows

Bumper channel crowd kicks off first After Hours of 2018

Bumper channel crowd kicks off first After Hours of 2018

After Hours made a welcome return to the channel social calendar with a bumper crowd of partners, distributors and vendors descending on The Jefferson in Auckland to kick-start 2018. Photos by Gino Demeer.

Bumper channel crowd kicks off first After Hours of 2018
Looking back at the top 15 M&A deals in NZ during 2017

Looking back at the top 15 M&A deals in NZ during 2017

In 2017, merger and acquisitions fever reached new heights in New Zealand, with a host of big name deals dominating the headlines. Reseller News recaps the most important transactions of the Kiwi channel during the past 12 months.

Looking back at the top 15 M&A deals in NZ during 2017
Kiwi channel closes 2017 with After Hours

Kiwi channel closes 2017 with After Hours

The channel in New Zealand came together to celebrate the close of 2017, as the final After Hours played out in front of a bumper Auckland crowd.

Kiwi channel closes 2017 with After Hours
Show Comments