Vantage: ‘A Landing Spot for Partners’

Hope explained that in Vantage, partners can have multiple personas such as reseller, service provider or technology partner. These will all be managed within one partner identity and contract.

“You could be a number of things within that program and not have to have seven relationships with us,” he said. “There’s a landing spot for different types of partners.

“In Build, you could be an ISV wanting to get a technical validation or reference architecture. Or you could be an ISV wanting to get baked into GreenLake and you want to build out solutions to be in our GreenLake Cloud Marketplace. You could be an OEM; you could be whatever requires you to build some adjacency to our technologies.

“In Sell, if you just want to sell GreenLake to somebody that’s more of a self-promotion. Could be distribution, could be a reseller, could be an SI that wants to resell as well as be a service provider.

“On the service side is where we want partner competencies around professional services. That could be assessment, deployment. We want them to have capabilities around managed services. So if they want to manage the environment on behalf of the customer, they can have those capabilities. Then there’s a customer success piece, where we want them to own the life cycle of the customer. We want them not only to land GreenLake, we want them to drive adoption, expand it with other workloads, drive the renewal and own the relationships.”