Cloudian’s New MSP Program Takes On the Big Cloud Providers
Cloudian, the file and object storage company, on Wednesday unveiled a new partner program that will help MSPs sell recurring cloud storage services to their customers, rather than just reselling Cloudian storage products for one-time revenue.
The new MSP program will allow MSPs to provide cloud storage services to customers in several forms, including storage as a service (STaaS), backup as a service (BaaS), archive as a service (AaaS), disaster recovery as a service (DRaaS) and big data as a service (BDaaS).
In the past, VARs have sold Cloudian products for use in customer data centers, which garnered one-time revenue, Jon Toor, the company’s chief marketing officer, told Channel Futures. Cloudian’s previous channel program was designed to help those resellers sell storage products to end users.
With the new MSP program, the focus will be on helping MSPs deploy Cloudian products in their own data centers to offer them as services to their customers, said Toor.
“The MSPs can sell it as a service to compete with other cloud services,” he said. “This is a program to help them resell Cloudian as an ongoing revenue source for MSPs. We have a wide range of MSPs who want to be in this business.”
Many MSPs have been coming to Cloudian and asking for help in getting started, Toor said.
“If they are buying cloud services from Google, they are just selling those services,” said Toor. “If they do it this way with Cloudian, they are running it themselves.”
So far, Cloudian has about 100 MSP partners and the company hopes to add more in the future.
Cloudian had not provided an opportunity for smaller partners to offer these kinds of services to their customers before.
“Two things changed to make it happen,” Toor said. “There is now a wide range of VARs who want to get into this business, with a wide range of experience. And now we are providing the services to help them.”
Cloudian is working with third-party vendors including Rubrik, Splunk and Pure Storage to help their MSP partners set up their S3-based cloud services, storage types and more to get up and running to sell the services, said Toor. MSPs will be able to pay as they go for the storage resources as they sell the services to their customers, which allows partners to only pay for the services they consume each month. Cloudian sells all of its products through the channel.
Cloudian’s S3-compatible storage includes its highly scalable HyperStore object storage platform and its HyperFile enterprise NAS file services. The products include integrated management tools such as billing and quality-of-service controls; multitenancy to provide users with secure, self-managed storage within a shared platform; and geo-distribution for managing storage across multiple data centers. Also included is support for SMB/NFS storage services and a choice of configurations, including software-defined storage and pre-configured appliances.
The new MSP program also includes co-branded sales and support documentation, a partner portal, online training and around-the-clock technical support.
A recent IDC study reports that within the public cloud infrastructure-as-a-service (IaaS) market, cloud storage service revenue is expected to reach $20 billion in 2019 and more than double to $44 billion in the next three years.
Greg Schulz, principal analyst with StorageIO, told Channel Futures that the new Cloudian MSP program will give customers more choices as they search for cloud strategies for their businesses. By getting more MSPs involved in providing cloud services, many customers will be attracted to …