March 1, 2011
egnyte_logoEgnyte, which specializes in hybrid cloud storage solutions, has launched a formal channel program designed to give resellers a way to move SMBs onto the cloud. According to Egnyte, their portfolio’s channel differentiator is the performance and security of local storage and the collaboration and convenience of public cloud services. And, by extension, that hybrid model keeps the Egnyte partner in the revenue loop.
By deploying one of the two business-class versions of Egnyte — either the Office Local Cloud edition that installs onto any Netgear NAS or the Enterprise Local Cloud which can be deployed inside a VM — keeps files synced to an Egnyte Cloud File Server bidirectionally, according to Egnyte VP of Business Development and Channels Filip Kesler. Files can be uploaded to and accessed from the web and shared with anyone.
The opportunity for the channel is huge, says Kesler. First off, he says that SMBs are making the shift to cloud services, with cloud storage very often leading the way. But Kesler also says that Egnyte has no intention of going out to a business in, say, Kansas City, to deploy an appliance or develop integration with Salesforce.com CRM or Google Docs.
That means that channel partners have the chance to offer value-added services on top of the Egnyte solution. Basically, Kesler says, there’s a very small chance that the customer will cut the partner out of the deal.
Otherwise, it’s a fairly standard partner program: there’s no sign-up fee to join, and Egnyte’s offering its partners private-labeling and co-marketing opportunities. And the reseller takes a cut every time the customer renews their Egnyte subscription.
It’s an intriguing solution, and Kesler was nothing if not enthusiastic about Egnyte’s entry into the cloud services channel. But as is often the case with cloud storage announcements, I find myself wondering where I’ve heard it all before.
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