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The Benefit of Cloud Partners to Support, Enable, Accelerate Business



I recently sat down with Tim Harmon, a leading analyst at Forrester Research, to discuss how cloud computing is disrupting the IT channel dynamics and the key findings of a Forrester Consulting Thought Leadership Paper commissioned by HPE.

With the rapid adoption of cloud computing technologies and pay-as-you go consumption model, a new set of customer demands arise and become golden opportunities for solution providers to create and deliver new value added services to meet their needs. Examples of new customer demands include cloud migration plan, architectural design, cloud spending analysis, change management, data and workload management. Solution providers must navigate the risks and uncertainties of the market shift in order to develop the right solution and proper go to market model to convert those opportunities into new revenue streams.


Many channel partners have said that it’s too hard to figure out what is the right thing to do. Some of them have been entrenched in reselling technology components and lack service delivery expertise. Some need capital and go-to-market partnerships to build out a new business model and customer relationships.

One astonishing finding from the Forrester thought leadership paper is that business models are blending at a blazing pace. 48% of channel partners are operating in two or more business models. Value added resellers are becoming providers of cloud and professional services. Independent Software Vendors are moving from a license model to a SaaS model where they deliver software services directly to the end customers. Service providers are building out their own software catalog to drive incremental revenue. The traditional roles of these partners are morphing increasingly into a competitive relationship.

“A strong man always know its weaknesses”, Tim Harmon claimed. Rather than trying to tackle all the challenge on its own, the best approach for each channel partner is to leverage a cloud partner ecosystem where a partner can leverage another partner’s strength to complement their own weakness.

The benefits of a cloud partner ecosystem are:

  • Efficiencies from cloud infrastructure and services
  • Expanded customer reach through an established partner channel
  • More robust technology offering
  • Broader portfolio of services


Don’t do it alone

The truth is, partners need each other. Scope and size matters. By working together within a cloud partner ecosystem, they collectively become stronger than the sum of their individual strengths. To learn more about my conversation with Tim Harmon, please view the video here. To learn more about HPE Channel strategy and how the cloud partner ecosystem can help you succeed, please visit


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