Cloud Integration as the Key to Customer Relevancy
Like a lot of vendors Informatica created a dedicated business unit with its own selling motion to address cloud computing opportunities. Now that cloud computing is becoming the mainstream vehicle through which IT services are being delivered, Informatica is reunifying the way it brings products and services to market.
Jeff Moses, newly appointed vice president of cloud sales for Informatica, says one of the biggest opportunities that cloud computing creates is the need to not only integrate legacy systems running on premise with the cloud, but also all the applications that run in different cloud services. In an age where most IT organizations are now regularly accessing two or more cloud platforms, Moses said the number of integration opportunities that solution providers are likely to encounter is only going to increase exponentially.
As the volume of those engagements increase the only downside for solution providers is that the existence of integration platform-as-a-service (iPaaS) environments in the cloud drives down the cost of the integration. The upside, said Moses, is that as those costs drops the number of integration projects any given customer is willing to take on increases.
Moses also said that partners need to distinguish between point-to-point integration projects that will be increasingly performed by “citizen integrators” that works inside an organization and more complicated workflow projects that will require the expertise of a solution provider to actually accomplish. It’s these latter types of projects that create the highest margin opportunities for Informatica partners, said Moses.
As part of that process Moses also noted that solution providers will need to work with vendors that not only provide the core integration frameworks, but also the master data management services needed to deliver a complete cloud solution.
Moses said that Informatica is now recommitting to going to market as a single unified entity to enable partners to better tap into those opportunities. Those partners can either be new emerging solution providers borne of the cloud that tend to have better mastery of the technology or existing partners that generally have a better understanding of the lay of the customer land when it comes to identify integration opportunities.
In either case, Moses said Informatica reliance on partners in the months ahead will no doubt increase substantially as more solution providers comes to see integration as one of the primary ways they can stay relevant to their customers at a time when more software-as-a-service (SaaS) applications than ever are being sold and provisioned directly.