Navigating the Hybrid Highway
For those many commuters in the Bay Area, it’s a well-known fact that Highway 101 is the last place you want to be stuck during rush hour traffic mid-week. And, yet, this is exactly where I was (at a dead stop) along the road to Silicon Valley when I turned on the navigation app Waze. I did this to find a few alternatives that got me (and some fellow Wazers) where I needed to go a lot faster.
Often during these long commutes, I can’t help but think back to a few conversations I’ve had with IT channel partner execs and owners. In these conversations I’m struck by the growing sense of urgency they are feeling about how to transform their businesses to prosper in the evolving IT consumption model. With the growth of non-traditional IT buyers (line of business), purchasing solutions and the rapid pace at which IT vendors are developing new cloud-based solutions that don’t fit into the traditional model of a one-time transaction, IT partners are looking for guidance to get them where they need to go quicker.
In a recent research study, "Channel Partner Transformation: Selling Cloud Services," ESG highlights the underlying issues and keys to success for IT partners looking to make this change. The study takes a close look at what the top IT vendors are doing right to support their partners along the way, and the findings are summarized in a series of white papers and infographics that outline the following:
- Why the "Hybrid Imperative" is great news for partners
- Where leaders are investing for success
- The profile of a "Savvy Hybrid Cloud Partner"
- How top vendors are helping speed the transformation
- Key steps for partners to take before getting started
Similar to being stuck in a 10-mile backup and outsmarting the traffic by using the guidance of Waze, IT partners need a little help from their vendor friends to capture the opportunities presented by the growing market for hybrid cloud solutions. Partners should develop close working relationships with vendors that not only offer innovative technology, but also provide incentives and active field support to help them steer toward the shortest routes to success while navigating the hybrid highway.
To learn more about how you, too, can ride in the fast lane on your Journey to the Cloud, check out ESG’s latest research on the Hybrid Cloud InfoCenter:
- The Road to Hybrid Cloud – Partner Lessons
- The Road to Hybrid Cloud – Signposts on the Way to Success
- Six Habits of Truly Transformed Cloud Partners
Chris Waldo is VMware’s Sr. Director of Cloud Services Partner Marketing. Guest blogs such as this one are published monthly and are part of The VAR Guy's annual platinum sponsorship.