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 New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags servicesCloudRhipeServices provider

Featured

Slideshows

Sizing up the NZ security spectrum - Where's the channel sweet spot?

Sizing up the NZ security spectrum - Where's the channel sweet spot?

From new extortion schemes, outside threats and rising cyber attacks, the art of securing the enterprise has seldom been so complex or challenging. With distance no longer a viable defence, Kiwi businesses are fighting to stay ahead of the security curve. In total, 28 per cent of local businesses faced a cyber attack last year, with the number in New Zealand set to rise in 2017. Yet amidst the sensationalism, media headlines and ongoing high profile breaches, confusion floods the channel, as partners seek strategic methods to combat rising sophistication from attackers. In sizing up the security spectrum, this Reseller News roundtable - in association with F5 Networks, Kaspersky Lab, Tech Data, Sophos and SonicWall - assessed where the channel sweet spot is within the New Zealand channel. Photos by Maria Stefina.

Sizing up the NZ security spectrum - Where's the channel sweet spot?
Kiwi channel comes together for another round of After Hours

Kiwi channel comes together for another round of After Hours

The channel came together for another round of After Hours, with a bumper crowd of distributors, vendors and partners descending on The Jefferson in Auckland. Photos by Maria Stefina.​

Kiwi channel comes together for another round of After Hours
Consegna comes to town with AWS cloud offerings launch in Auckland

Consegna comes to town with AWS cloud offerings launch in Auckland

Emerging start-up Consegna has officially launched its cloud offerings in the New Zealand market, through a kick-off event held at Seafarers Building in Auckland.​ Founded in June 2016, the Auckland-based business is backed by AWS and supported by a global team of cloud specialists, leveraging global managed services partnerships with Rackspace locally.

Consegna comes to town with AWS cloud offerings launch in Auckland
Show Comments