Actifio seeks to appoint cloud provider partners
Vendor wants partners to provide service-oriented solutions in the Middle East
Copy data virtualisation solutions vendor Actifio, has revealed plans that will see it recruit a select number of channel partners and service providers to provide cloud services across the Middle East.
The plan comes as Actifio looks to identify and on board a small but targeted number of SIs and solution providers to become its cloud provider partners.
Grant Amos, general manager, MEA, Actifio, said as partner margins on hardware have been declining in the market for a while now, Actifio is exploring avenues to help resellers to grow their business by offering service-oriented solutions.
Amos said Actifio is readying to launch a cloud provider programme in the region and is seeking to recruit a new breed of solution providers who offer differentiated offerings to partner with the company. "We want to appoint channel partners and service providers who can provide services via the different forms of cloud services be it private, public or hybrid," he said.
He said in hammering out details for the programme, Actifio wants channel partners to embrace solutions and services leaning selling for their clients as that transforms them to be trusted advisors, while strengthening the value proposition to C-level executives. "This means new revenue opportunities along with a tremendous services drag and increasing your customer wallet share versus the competition," he said.
Amos said the company has already partnered with a managed services provider in KSA and is looking to appoint a partner in each country in the Gulf. "We are seeking to engage with SIs and solution provider partners that are willing to take a different route in the market to grow their businesses," he said.
He explained that for partners to grow in such a highly competitive channel landscape, they have to offer services and this programme is being rolled bearing that in mind. "With the rapid pace of change in IT, partners are faced with difficult decisions to make. They have to decide whether they want to do business as usual with margins being squeezed or embrace solutions and services, and put their businesses on the path to earn higher margins," he added.
Amos said with most organisations have virtualised most of their IT infrastructure, opportunities for the solutions Actifio provides are huge. "About 50% of our revenue globally comes from service providers. In launching this initiative, we are help our partners to navigate some of the challenges they are encountering in the market," he said.