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Peak Colo is already working with Arrow on VMware's cloud credits purchasing program, and it is in the process of setting up with three others including Westcon and Comstore, Peak Colo's Norris said.
"The distributors act as a sales channel to enable partners, set them up with financial help and recurring revenue systems, and other products and services to go with the cloud services," he said. "Distributors give VARs scale, letting VARs move to offering the cloud services faster."
Dan Molina, CTO of Nth Generation, a San Diego-based solution provider, said VMware's cloud credits purchasing program makes sense for midrange or enterprise solution providers like Nth.
"We help customers find the right cloud services providers for what they need," Molina said. "And for us, the ideal situation is to get credit on the services business."
Molina said VMware will likely work hard to ensure the program works as advertised. "As long as the cloud service provider has a program to pay channel partners on the recurring business, it will work. Otherwise, solution providers will close the door on this."