Partnerships Accelerate as Enterprises Embrace Hybrid Clouds
… the rush to the cloud by enterprises and the desire of tech professionals to make an increasingly complex IT world a bit simpler, according to Rob Enderle, principal analyst with The Enderle Group.
“IT is increasingly looking for one throat to choke, meaning they don’t want to be their own general contractor,” Enderle told Channel Futures. “They want a firm to own the deployment and the related risk given it is the firm promising to accomplish the task. No firm can do it all and this means a fight to see who can have the most relevant partners and best execution.”
For those IT staffs that own the project at their companies, “this takes the target off them for execution and puts it back on the vendor who won the bid. Users do get systems that are more likely to go in timely and run as anticipated, though, so there clearly is a user benefit,” the analyst said.
Enterprises are pushing to adopt multicloud and hybrid cloud strategies, which increase the complexity of their environments and cause more management headaches. According to the latest RightScale cloud report released earlier this year by Flexera, 84% of organizations are embracing multicloud and 69% are adopting hybrid clouds.
All of this opens up opportunities for channel partners that are prepared to take advantage of them, according to Enderle.
“For those that know how to partner, do so well and have well-regarded products, this is a huge sales boon as they become the favorite dance partner at the prom,” he said. “However, for more obscure firms [that] don’t have these advantages, they could increasingly find themselves locked out of the market. This makes it significantly tougher for new companies with solutions that are very different from the norm because they’ll need to find a way to displace a working partnership relationship.”
One way for a channel player to do that is to “go into the firm that is the general contractor through their [venture capital] arm so that the firm invests in them; then the investment arm will push them into the logistics chain.”