Cloud Community Partner Profile Ecosystem


The CompTIA Cloud Community has identified eight types of channel partners selling cloud solutions today. Learn about each type and their value.

Value Added Reseller (VAR)

  • Product centric (data center, network, infrastructure software, desktop, security)
  • Professional / project based services (install, break/fix)
  • Extensive customer relationships; viewed as a trusted IT provider and primarily sell to the IT department

Telecom Agent (Master or Sub)

  • Selling telco carrier / bandwidth services, however may be adding cloud and especially hosted voice and email to portfolios
  • Master Agents contract with carriers and agree to all terms, Sub Agents are smaller and align to master and are front line sellers
  • May or may not provide billing services or add-on hardware / cloud solutions that drive need for core carrier service

Managed Service Provider (MSP)

  • Delivering managed services such as remote infrastructure management and help desk
  • Primarily infrastructure focused
  • May be selling hardware or brokering or providing cloud solutions to increase monthly recurring revenue

System Integrator (SI)

  • Provides software customization / integration services and often provide client training
  • Relationships with the business (functional leader and executives as opposed to the IT department)
  • May have a strong horizontal / functional focus and / or strong vertical market focus


  • Built data center infrastructure to deliver single or multi-tenant cloud solutions
  • May offer raw IaaS or very specific SaaS solutions based on their own IP
  • May sell to end clients and/or other resellers

Application Developer (ISV)

  • Develops custom software applications and look to reuse IP to reduce development costs (develop and repeat)
  • Typically standardizes on 1-2 platforms to scale skills and does not sell 3rd party software or hardware
  • Sells primarily to line of business leaders and often provide client training

Telecom Provider (Carrier)

  • Delivers bandwidth services / connectivity
  • Sells direct and through channel of Master and Sub Agents
  • Adding cloud to complement core service

Cloud Aggregator (Distributor)

  • Operate in 2-tier model (sell to channel partners who sell to end clients) and may provide multi-vendor automation platform
  • Many have legacy hardware / software distribution model and may provide value added services (professional, managed)
  • High volume transactions with large channel base yields high value data