As computing infrastructure continues to move into the cloud, Fujitsu is offering SELECT Channel Partners the opportunity to evolve into service-oriented businesses and introduce new cloud-based recurring revenue streams.
The new Fujitsu Hybrid Cloud Portal1 spearheads a drive to provide channel partners with new kinds of solutions, so they may offer their own customers opportunities to move to the cloud and digitally transform their business processes. As cloud computing has gained widespread acceptance, so channel partners have seen a decline in their traditional business of supplying, delivering and installing hardware. Today, end customers are increasingly looking for trusted channel partners who can help them navigate the path to digital enlightenment. To achieve this, channel partners must be able to balance the benefits provided by private cloud-based systems with traditional on premise IT, creating Hybrid IT environments that are suited to each customer’s unique needs.
The first phase of the new Fujitsu Hybrid Cloud offering leverages the Enterprise Service Catalog Manager (ESCM)2 from Fujitsu to provide a self-service portal enabling partners to easily specify and provision new cloud services for their customers, including identity management, accounting, and subscription management capabilities. The portal, available today, enables partners to define and deliver private cloud environments for customers, based on PRIMEFLEX integrated systems. Future phases will open up additional opportunities to resell powerful services such Infrastructure-as-a-Service.
Dave Hazard, head of EMEIA channel and sales operations at Fujitsu comments: “Businesses are demanding more from their channel partners today – and expect them to help them navigate the challenges of creating their own Hybrid IT environments. Whether they are a classic service partner, reseller or SMB-focused channel business, our entire partner landscape will benefit from our new Hybrid Cloud Channel offering, as it enables partners to deliver the Hybrid IT services that customers today demand. Fujitsu is with its SELECT partners at every step of the process, also providing the training and consultancy services that they need to succeed.”
Extensive training is available from Fujitsu for channel partners interested in offering Hybrid Cloud services. The basic level of training is mandatory, with many additional options for partners to acquire further knowledge, for example around specialized services and financial modelling, and to eventually earn the newly-introduced SELECT Expert Hybrid Cloud accreditation. Partners can also learn how to define and provision new services for customers within the Enterprise Service Catalog Manager, how to generate a pricing model and customize customers’ portal views to reflect individual reseller brands.