OpSource Takes On New Cloud Strategy, Bulks Up Channel

The Santa Clara, Calif.-based cloud provider is shifting its strategy and product portfolio to go beyond Software-as-a-Service (SaaS) and is refining its focus by adding support for new customized solutions for high-growth segments and channels.

OpSource CEO Treb Ryan said the company has changed up its product portfolio and developed customized solutions that let customers use both cloud and managed hosting services together to support more complex IT requirements. Ryan said currently 30 percent of OpSource's customers have adopted cloud computing on top of managed hosting services, so it was a next logical step to offer cloud and services without managed hosting. In the past, managed hosting offerings and cloud offerings were sold only in bundles.

"No matter who you are you can buy cloud infrastructure," he said. "You don't have to be one or the other."

OpSource's new services offerings include OpSource Managed Hosting, a bundled managed service that includes collocation, network connectivity, dedicated or virtual servers, operating system management, storage, firewalls, load balancers, and backup infrastructure; OpSource Cloud Hosting, a pay-as-you-go service that includes a virtual server, Linux or Microsoft Windows operating system, CPU, RAM, storage and customer-configurable VLAN, firewall, and load balancer; OpSource Application Operations, application management services including database management, change management, performance management, application optimization and compliance; and OpSource Business operations, business tools for billing, analytics and customer support.

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Along with the new services offerings, OpSource launched a trio of customized solutions: SaaS ISV Solutions, which are cloud and managed hosting services paired with Application Operations and Business Operations to scale operations and shorten time to market; Telecom Solutions, white label resale of the OpSource Cloud with Business Operations billing integration; and Cloud Platform Solutions, integration of the OpSource Cloud into PaaS solutions.

And to support the new offerings OpSource also launched a new partner ecosystem to give integrators, developers, ISVs, development platform companies and service providers the ability to sell integrated solutions to their customers. The new partner ecosystem builds upon the channel program that OpSource launched in January.

Ryan said OpSource foresees more than 50 percent of its revenue coming from the channel by next year and the new ecosystem will speed the adoption of cloud computing in enterprises and fuel sales for partners.

"The channel will be the prime deliverer [for OpSource cloud] as it is for other infrastructure solutions," Ryan said.

The new program, Ryan said, has distinct programs for five different categories of partners, including consulting and development, cloud platform, infrastructure, telecom and distribution. Partners can participate in three tiers: OpSource General Partner, OpSource Gold Certified Partner and OpSource Platinum Partner.

"The margin on cloud is so strong," Ryan said, adding that OpSource's new program will offer more aggressive discounts and incentives for partners. Ryan said depending on partner level benefits include co-marketing activities, tech support, referral compensation, training and certification.