2017 Cloud Partner Programs Guide Details

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Hitachi Data Systems
Hitachi Cloud Service Provider Partner Program

U.S. Headquarters2825 Lafayette St
Santa Clara, CA 95050
U.S. HQ phone number408-970-1000
Year Company Founded1989
CEORyuichi Otsuki
Worldwide Channel ChiefMike Walkey
TitleSenior Vice President, Global Partner Organization
Date Began Serving In This Role2/1/08
North American Channel ChiefJay McGloin
TitleVP of Americas Sales, Alliances, Commercial Business and Strategic Solutions
Date Began Serving In This Role1/1/17
North American Cloud Channel Program ManagerKristin Smith
TitleSr. Manager, Cloud and Alliance Global Partner Programs
Email Addresskristin.d.smith@hds.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2014
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.As the industry speeds forward and as cloud continues to change the way we look at data and business agility, HDS and our valued Hitachi Cloud Service Provider (CSP) Partners can help businesses take advantage of advancements and industry trends. Together, we co-design and bring to market differentiated, high-demand and profitable "Powered by Hitachi Data Systems" cloud services that meet a variety of customer needs - from infrastructure as a service (IaaS) and backup as a service (BaaS) to big data as a service (BDaaS). As an extension of our team, HDS provides our CSP partners with the solutions, services and programs that will support continued innovation and growth in the marketplace. In addition to providing access to our innovative solutions and services, our CSP Partner Program features continued investment in flexible partnerships and unique financial models, strategy and service development frameworks, and award-winning sales enablement, training and marketing benefits that set our partners up for success. We also offer a modular, customizable approach to cloud solutions selection, solutions development, and GTM workshops. Today, the Hitachi CSP Program is an extension of the Hitachi TrueNorth or Hitachi Global Systems Integrator (GSI) Partner Programs. Therefore, prior to joining the Hitachi CSP Program, a service provider must become a Hitachi TrueNorth or Hitachi GSI Partner. Hitachi CSP Partners must demonstrate compliance with the requirements of Hitachi TrueNorth or Hitachi GSI Program.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.â -- Flexible Partnerships and Financial Incentives and Benefits: To help CSP Partners extend expertise, expand markets and increase profitability of "Powered by Hitachi Data Systems" services, HDS provides: • Flexible financial models (Flex Buy, On Demand and As a Service) that align with how they do business. • Discretionary development funds, such as investment rebates or funded headcount investment, to select partners who achieve specified GTM or revenue goals â -- Strategy and Services Enablement. To assist our CSP Partners in building the right strategy and high-value differentiated services, we have created tools, frameworks and workshops, including: • Joint Strategy and Planning Workshop. • Cloud Design and GTM Workshop. • Service Ideation Workshop. • CSP Service Accelerator Kit. â -- GTM Resources and Support. The Hitachi CSP Program offers a variety of programs and initiatives that enable co-branding, co-marketing and co-selling efforts to drive demand and accelerate success. Some of these include: • Sales Planning, Account Mapping and Co-selling • CSP Seminar Accelerator Kit • Partner Demo Resources (e.g. Global Design and Development Lab and Demo Equipment) • Marketing Toolkits • Executive Partner Events
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?33
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
IoT, Analytics, Public Safety, Vertical Solutions
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
All of the above through our Hitachi Managed Cloud Services, Hitachi Enterprise Cloud and CSP and GSI Partners.
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
We work through our traditional solution provider partners to help them engage our cloud service providers to resell those services to their respective customers.
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
Variety of Service and Strategy development workshops that enable our CSPs to plan, define, design and accelerate go-to-market with productized, innovative new service offerings.
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Special financing or leasing of equipment for Cloud Builders or Service Providers
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Business planning requirements
Certified/accredited sales staff
Technical certification requirements
Valid website
Must have a Hitachi TrueNorth or Hitachi GSI Partner Agreement
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