Guides

Cloud Community Partner Profile Ecosystem

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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

Hoster

  • 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