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Turbonomic Adds Cloud Path For AWS, Azure Systems Integrators

“We have been servicing the SI partners, but we haven’t really had a full-on program that allows them to raise their hand and say, ‘We want to embrace Turbonomic—give us pathways to education and enablement and joint marketing,’” says Jen Murphy, Turbonomic’s vice president of alliances.

Turbonomic, the Boston-based provider of workload automation technology for hybrid cloud, is expanding its channel partner program with a new cloud-specific certification program for Amazon Web Services and Microsoft Azure systems integrators.

The Boston-based virtualization and cloud software company’s new program will include training on how systems integrator partners can leverage Turbonomic’s artificial intelligence-powered workload automation platform to speed their customers’ cloud adoption and optimization with workloads that “self-manage anywhere in real time” (SMART).

The SMART workloads look not only at performance, but cost and compliance, said Jen Murphy, Turbonomic’s vice president of alliances.

“That’s a real big differentiator for us,” Murphy said.

The new cloud- and service-specific certifications will allow systems integrators to take advantage of joint Turbonomic selling initiatives and market development funds, and help the privately held Turbonomic continue growing channel-driven revenue, which accounted for more than 80 percent of its business in the fiscal year that ended Jan. 31.

“Our shift over the last year has really been focusing more and more on the channel,” Murphy said. “And you will continue to see a push from us to be much more channel-focused over time as far as how we deliver.”

Turbonomic, which revamped its partner program last May, has some 400 partners, approximately 25 percent of which are cloud-focused and were added in the last year after the company added a cloud partner specialization as part of its shift to a hybrid cloud business model. Turbonomic has AWS competencies including cloud management and cloud migration, and it’s been a Microsoft Co-Sell Ready Status partner for a little more than a year.

“Working closely with the cloud vendors, we’re beginning to add programs that enhance our partnership with them and allow us to expand more broadly into their ecosystems,” Murphy said. “We have been servicing the SI partners, but we haven’t really had a full-on program that allows them to raise their hand and say, ‘We want to embrace Turbonomic—give us pathways to education and enablement and joint marketing.’ That’s what this program is aimed at doing.”

Microsoft relies on independent software vendors such as Turbonomic to develop programs that help the Microsoft ecosystem provide customers with a path to success on Microsoft Azure, according to Lani Phillips, vice president of U.S. partner sales for Microsoft’s One Commercial Partner program.

“[Turbonomic’s] new SI program gives integrators the ability to expand their value by helping customers define and implement their journey to Azure through in-depth Turbonomic training, support and joint go-to-market initiatives,” Phillips said.

Turbonomic partner 10th Magnitude, a Chicago-based Microsoft Gold Partner and Microsoft Azure Expert Managed Service Provider, helped Turbonomic build out its SI certification program.

Certification ensures customer confidence that a partner is completely familiar with the tools that it’s utilizing, said Jessica Dodson, 10th Magnitude’s sales and alliances operations manager.

“Nowadays, everybody wants more and faster, and Turbonomic is a great tool that allows for that,” Dodson said. “As Turbonomic has new releases or needs data testing, we can be one of those partners to help them out.”

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