Channel Pro Panel: Impact of Hyperscalers on the Partner Ecosystem

Channel Journeys Podcast

Wondering what role the three cloud hyperscalers, AWS, Microsoft, and Google can play in your partner strategy? Today I invite my fellow podcast hosts, Vince Menzione of the Ultimate Guide to Partnering podcast and Paul Bird of the Ultimate Channel Sales podcast, for a channel panel chat. We talk about the impact of hyperscalers on the partner ecosystem, why they are so important, and some things you need to know to be successful.

KEY TAKEAWAYS

Here are some of key impacts cloud hyperscalers are having on partner ecosystems and what IT vendors can do to

• Cloud and Everything-As-a-Service technologies, along with consumer online shopping, have changed IT buying behavior. Customers aren’t looking to buy technology, they’re buying a solution to a problem.
• IT infrastructure that used to take a week to set up can now be purchased at the click of buy button on a cloud hyperscaler marketplace.
• Partnering with Microsoft, AWS, and Google on their marketplace not only gives you access to their sales organizations, but also their customers’ budgets. These three hyperscalers hold an aggregated $200 billion in customer cloud commitments they can burn down that commitment on partner solutions.
• Partnering with a cloud hyperscaler effectively is about co-marketing, co-selling, and co-innovating.
• We’re in the infancy of generative AI, like we were twenty years ago with smart phones. Technology like Chat GPT being developed by the hyperscalers is going to change IT solutions and the partner landscape in ways we can’t even imagine.
• With the rising success of the the hyperscaler marketplaces, distributors are evolving to find their place as in the ecosystem. They’re learning more and more to service delivery and being the ecosystem orchestrators.

LINKS & RESOURCES

• Connect with Vince and Paul LinkedIn
• Hear Rob chat with Vince and Paul about 2022 and 2023 Channel Trends
• Listen to Vince Menzione on How to Lead Partnerships in Uncertain Times
• Learn 3 Tips for Finding the Right Channel Partners with Paul Bird

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