I’m not talking about the latest UFC event, but the conflict channel partners deal with each day when it comes to solving customer problems – Do I sell a pre-configured integrated computing platform (ICP) like so many of my competitors? Or, do I differentiate my business by creating a Best-of-breed stack on my own that shows unique value to my clients? Our latest research (Channel Partner Transformation: Selling Cloud Services) shows, channel partners are pretty split in between the two options. But they do realize that end-users are responding to vendors' education and outreach about ICP solutions, and 4 of 5 partners believe that over 25% of their revenues will come from ICP solutions within 2 years, if not sooner.
That is good news for vendors like VCE, NetApp, EMC, Cisco, HP, Oracle, IBM, Dell, Microsoft, and VMWare, as they have invested heavily in the development and marketing of joint solutions over the past few years. But partners feel strongly that if the vendor community can enable the community of distributors to provide top notch sales support and technical services around ICP solutions, it would help the channel partner community accelerate their transition to selling these solutions.