Of Pubs and Partners
The inspiration behind our Modular 360° Partner Program™ came to us in the same way that many exciting ideas have been spawned; in a pub after a couple of pints. Eric and I were already in discussions with each of the alliance members because we were sold on the unique value that each brought to the marketplace and to the business model we were developing. Then as we were about to ask for the bill, a question was asked. “What if we brought all of these great partners together and sewed it all up with our services and experiences?
And so, the Modular 360° Partner Program™ was set in motion with the objective of providing some alternatives and fresh ideas to assist the broader channel overcome some persistent challenges and barriers to entry associated with service delivery models that leverage cloud technologies.
Our belief here at Modular DPS is that the channel continues to be far too technically and tactically focussed. Terminology such as disaster recovery and business continuity continues to be misused and over marketed, serving to add further complexity to the marketplace for both the channel and the end user client. The market’s pre-occupation with application and server high availability often misses the point by often overlooking the need to assure the absolute security and recoverability of unique and critical client information.
Lastly, we understand that the recent economic downturn really hit the channel hard. Credit and lending is still tough to come by for smaller and new service providers and many of the most popular vendors require that you direct your client data into their data vaults as a means to lower the financial barriers. From most of what we’ve seen, this is a one way street and reduces the real business opportunities associated with cloud delivered services; recurring revenue and building equity in your practice.
In short, we believe that there is a tremendous opportunity to have a discussion and perhaps re-align the service provider’s priorities with those of their clients rather than the vendor community. Over the past several months as we’ve been building this out, our team has continuously asked ourselves “What would we want in a channel program?” We hope we’ve succeeded. If we are able to have a dialogue, we believe that within a few short minutes you will say to yourself, “These guys get it!”
By Danny Deganis, COO