OpSource Takes On Amazon, Rackspace With Cloud Partner Program


OpSource has unveiled a new cloud-focused channel program around its OpSource Cloud infrastructure offering.

While more cloud vendors are launching channel programs, a true and formal program for partners is a relatively new concept as cloud vendors start to hone their channel strategies.

"The cloud is real and usage is going to grow," said Richard Dym, OpSource's chief marketing officer. "And the channel will be very important -- absolutely critical -- in getting the cloud to the enterprise."

OpSource is early to the cloud channel party where many of its rival vendors are still testing the waters.

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Amazon and its EC2 cloud platform lets channel providers run solutions on top of its offering, but lacks a clear cut channel program for partner support and training.

OpSource's other main competitor, Rackspace, launched its official cloud services channel program last year offering hosted service solution provider partners dedicated sales reps, sales and technical training, marketing and sales information and various partner levels based on commitment. Rackspace is expected to launch a similar program early this year for partners who offer cloud services on Rackspace's infrastructure.

OpSource is looking to give VARs, resellers and systems integrators a chance in the cloud with three distinct partner offerings: a referral program, a traditional reseller/VAR program and a white label program.

The referral program is simple, Dym said. Partners just sign up and receive 10 percent of the business they refer for the first 12 months. Additionally, the referred companies get 25 percent off for the first month using OpSource Cloud.

The white label program lets systems integrators and VARs to sell the OpSource cloud with their own branding and add cloud capabilities to other projects, offerings or services. In return, white label partners can get 30 percent or more margins. With the white label program OpSource still delivers the cloud and it runs on OpSource's Cloud infrastructure, but the VAR makes the connection and provides first level support.

"They want to own the customer," Dym said. "It helps partners get into the cloud quickly and easily and offer it as a service."

Thirdly, the traditional reseller, integrator and distributor program is designed around three tiers: authorized, premier and elite. Authorized VARs -- or "value added cloud enablement partners," as Dym called them -- receive a 15 percent discount for the life of the customer while the premier and elite receive 20 percent and 25 percent respectively. Premier partners require $5,000 of monthly recurring revenue while Elite require $10,000 of monthly recurring revenue.

Additionally, Dym said, the program offers dedicated support, education, training and other collateral. They also cover partners targeting various sizes of customers from the midmarket to larger enterprise opportunities.

OpSource's program around OpSource Cloud comes at a time when the cloud and its vendors are starting to form and they're developing their channel strategies.

"There aren't a whole lot of players out there, there's a lot of talk," Dym said.

OpSource takes components from both public clouds and private clouds and ties them together, offering the ability to buy online, pay per use, APIs and community while augmenting it with security and control. OpSource Cloud uses a virtual private cloud in the public cloud that lets users determine their own levels of security.

"We want to give partners products designed for them to sell to enterprise customers," Dym said."There hasn't been a solution out there that has met the enterprise need. The channel is important and we're looking for and recruiting enterprise-focused channel partners."