October 12, 2016
Channel-focused cloud startup ZeroStack announced today an additional deployment option for its OpenStack “private cloud in a box” that can be sold in a SaaS model and managed remotely through a web console.
ZeroStack, which was founded by engineers from VMware and Google, initially offered its cloud software only on a Z-Block Cloud Appliance that includes a KVM hypervisor, compute, storage, networking and management software. It recently expanded support to validated models of Dell, HPE, Cisco UCS and SuperMicro hardware from VAR and MSP partners. Now, ZeroStack has announced a license-only option.
Steve Garrison, vice president of marketing for ZeroStack, says there are three ways a customer can purchase:
They own the hardware, and the partner sells only a software license
A partner integrates the ZeroStack software with approved hardware that it sells
The partner sells a Z-Block turnkey appliance.
“This [appliance] option represents 50 percent of our sales today,” says Garrison. “Our data confirms the market is split on how they want the product packaged.”
The company says it recognizes that the channel is also rapidly evolving, with innovative VARs now adding consultancy services and some resellers adding managed services. Sean Cardenas, sales and operations lead and channel chief for ZeroStack, says customers are asking for those consultative sales.
“Cloud technology is so strategic that customers now want options, and they want to understand the impact of those options before they make their move,” says Cardenas. “With public and on-premises cloud growing, the winner here is making sure you deliver what is best for the customer. Over time, there is plenty of margin for everyone. We take the long term view.”
One reference partner for the offering is cloud value-added service provider C9 Cloud Services.
“Businesses are looking for flexible solutions that provide their end users with a highly automated, seamless, transparent and secure experience,” said Yashpal Matharu, president of C9. “C9 Cloud Services is partnering with ZeroStack so we can provide hybrid and private cloud as a service that meets our customers’ needs.”
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