January 24, 2012
cloud partnershipIngram Micro Cloud, a cloud aggregator service, is now offering Axcient cloud backup and disaster recovery capabilities to VARs and managed services providers (MSPs). The move comes as Ingram strives to diversify its cloud services portfolio, while Axcient attempts to push beyond the core MSP market to reach VARs and emerging cloud resellers.
Ingram Micro Cloud (and its predecessor, Ingram Micro Seismic services for MSPs) have a range of backup and disaster recovery relationships in place. For instance, the Seismic Instant Recovery on Demand (IROD) service leverages business continuity capabilities from CA Technologies.
Time To Diversify
Two or three years ago, the Ingram Micro Seismic team largely partnered with one vendor per technology category — backup, remote monitoring, security, hosted email, etc. But as Ingram began to evangelize its Ingram Micro Cloud initiative in early 2011, it became clear that the company was diversifying its strategy to include multiple vendors per technology category.
Enter Axcient. The upstart storage company gained considerable momentum in 2011, partnering with Hewlett-Packard to reach the HP channel and also raising another $15.5 million to accelerate growth. Axcient targets the highly competitive BDR (backup and disaster recovery) market for MSPs. But the company has also been striving to diversify its partner base. Top priorities for 2012 include reaching more VARs and next-generation channel partners. Axcient is available to U.S.-based Ingram partners now, with Canada partner support coming soon.
It’s a safe bet that the Ingram Micro-Axcient relationship is non-exclusive. Call it an informed hunch: Watch for Ingram Micro to offer additional cloud storage, backup and data protection services through the Ingram Micro Cloud. And watch for Axcient to build relationships with additional distributors.
Cloud Aggregators Emerge
The Ingram Micro Cloud is a cloud aggregator service. It allows channel partners — VARs, MSPs, cloud brokers and cloud integrators — to source multiple cloud services for end-customers. The Ingram Micro Cloud also allows those channel partners to control end-customer pricing and end-customer billing, two key requirements for partners that want to control their brands and end-customer relationships over the long haul.
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