Shifts in IT consumption trends typically require a corresponding transition in the way that IT is sold and delivered to the business. A real time example of this is the development and adoption of integrated computing platforms (ICPs). ESG dives into extensive detail into this market in its recently published market landscape report: Virtual Computing Infrastructures, wherein ESG investigates how this relatively nascent consumption model (roughly three years since VCE formed and developed Vblock) impacts both how vendors innovate and go to market as well as how IT procures and designs infrastructure.
Traditionally, vendors have been quite successful selling servers, network, storage, virtualization, etc. independently. However, with ICPs, the infrastructure components and virtualization layer have been collapsed into a single consumable system, requiring channel resellers to grow market awareness and develop a modified sales approach. Although many of the techniques and selling notions remain the same, this new approach necessitates a shift in focus towards more of a strategic view of IT infrastructure rather than the speeds and feeds of the infrastructure itself.
As a result of this required shift in go to market strategy, Scale Computing (covered in the market landscape report mentioned above) recently announced a new Platinum Partner Program for enterprise VARs and resellers. Scale Computing's marquee ICP, HC3, is a modular appliance designed to integrate compute, storage, and built-in KVM virtualization into one standalone, "node-based," highly automated system that strips out the complexity associated with disparate IT components. HC3's simplified consumption model makes it easy for Scale Computing's target midmarket customers to quickly realize value, which in turn has made it an attractive platform for VARs and resellers.
Scale Computing's Platinum Partner Program is designed to embrace Scale's charter members and enable them to grow their businesses more efficiently. Channel resellers are attracted to HC3's shortened sales cycles, which free up consulting time for higher value projects and enable the partner to deliver near instantaneous value to the customer while and offer the additional benefit of being able to stay engaged with high profit strategic guidance that extends beyond core infrastructure components.
There is still an enormous amount of education, awareness, and technology validation for Scale Computing as well as other market constituents such as Nutanix, Simplivity and Pivot3, but the transition to a platform that is easy to consume and collapses different infrastructure components is taking place. It is now time for these companies to demonstrate execution capabilities as they drive these ICPs into the market.