CRN Exclusive: DevOps Tooling Superstar HashiCorp Launches First Channel Program


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HashiCorp's technology was born in a college dorm room, but years of steadily ramping enterprise adoption have pushed the company's ever-expanding open source software portfolio into the arms of the channel.

The San Francisco-based startup, which makes tools for provisioning, securing and running a distributed application infrastructure, on Monday introduced its first channel program to cement its enterprise relationships and build new ones.

The HashiCorp Partner Network will have one track for resellers, another for systems integrators (SIs) bringing to market its popular DevOps tools, including Vagrant, Consul, Vault and Terraform.

[Related: Microsoft Commits To Long-Term Development Plan With HashiCorp]

Like some other open source startups of late, HashiCorp saw SIs implementing its solutions sans any formal alliance, and that made it clear that the company needed to move forward with its channel strategy.

"There are a number of implementation partners that are picking up our products and leveraging those solutions," Jen Murphy, vice president of worldwide channels, told CRN.

"In many cases, we're not aware, and in some cases where we are aware we're not formally helping them through the process," she added.

That will change through the program, which will offer the typical benefits such as resale discounts on its commercial products, deal registration, enablement and certifications.

Driving rapid HashiCorp adoption is the agnostic nature of its tools, which deliver to enterprises consistent workflow for provisioning and securing infrastructure from multiple public cloud providers, said Jay Fry, HashiCorp's head of marketing.

"Large enterprises are not just moving to one cloud, but several usually, and pursuing a multi-cloud strategy. That gives them pricing leverage and helps them find the right cloud for the right applications," Fry told CRN.

Those enterprises are "leaning on partners quite heavily," he said, so it's "logical that we're going to spend a lot of time with those partners to help them help our joint customers make those moves, especially around cloud automation."

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