Building the Right Cloud Backup Partnership: Five Tips for Success

Feb 2012

Building the Right Cloud Backup Partnership: Five Tips for Success

Posted by Samantha Morris

Cloud backup is a hot opportunity. But many Managed Service Providers struggle to find the right cloud backup and recovery business partner.

Join us for a Channel Expert Hour on Wednesday February 8th at 2:00PM EST where two progressive Managed Service Providers will describe how they built their own cloud backup and recovery services powered by Asigra while retaining full control of their own destiny.

Instead of answering to vendor demands, learn how the featured managed service providers developed an integrated business partnership with Asigra and gain valuable business insight on how to build a cloud backup and recovery service. Learn the five key business moves these Managed Service Providers made in the cloud, and the value beyond the software that Asigra provided every step of the way.

Proven Technology

The technology you choose will be the foundation on which your business will be built.  Some important questions to have answered include:

  • Do they hold relevant and current industry security certifications?
  • What are some of the key differentiators that allow them to stand out in a crowd of competitors?
  • How long have they been in business and do they have a vibrant ecosystem?
  • Do they provide their partners with sales and marketing resources?

Ability to Control Your Destiny

If you’re unable to run your business the way you want – you’re partnered with the wrong vendor. You shouldn’t have to work under terms and conditions that will ultimately limit your organization from achieving optimal success. You should have the freedom to determine your own pricing, margins and service level agreements.

Zero Channel Conflict

There should be zero channel conflict in a vendor partner program, meaning that the vendor on no level competes with its channel partners. Any time a vendor creates a program that competes directly with the channel on any level, you're going to have a problem.

The added benefit of zero channel conflict is a lead distribution program that provides the channel partner with leads including lead capture, qualifying and distribution.

Relationship Rhythm

Choose a vendor that is committed to helping you achieve your goals and works with you not only as a technology provider but as a business partner . Find a business partner, one that will work with you through a consultative approach to guide and provide you with the materials you’ll need to take your business in the right direction from the  very the start. 

Reputation of the Vendor

How is the vendor viewed in the marketplace? This may be very important to your business, especially when working on large enterprise accounts. Take the following into consideration:

  • Has the vendor received any significant accolades from the industry analyst community such as Gartner, Forrester, and IDC?
  • What kind of media mentions does the vendor receive and is the general sentiment negative or positive?
  • Determine how the vendor’s partner ecosystem would describe their relationship with their vendors.

With your success ultimately tied to that of your vendor partner, it is important to ensure that  their view in the marketplace is aligned with how you want to be viewed as well.

To register for this webinar to learn more about building the right cloud backup partnership and the five tips for success, please click here.

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