The Channel Play
VeloCloud sells entirely through the channel, and the outcome-driven approach allows partners to have a different conversation with customers than they have had in the past. That conversation starts with the outcomes the customer is looking for, and the partner can quickly describe how the customer is going to be able to implement those outcomes without going through detailed architectural and design and configuration steps. "They can walk them through the orchestrator and show them you've got these outcomes around Office365, Salesforce, DevOps and PCI, and this is how it will manifest itself through your network," Wood said. "The conversation is about those outcomes and how they will achieve those outcomes, and they can move more quickly to proof-of-concept, or trial, or go directly to deployment. Partners are able to manage more customers with a fewer number of people. They're able to roll out these systems at remote offices without having to send an engineer to a site; they can do it with a less experienced person. That can really lower their costs and increase profitability."