20 - The Effects of Hyperscaler Marketplaces on Channel Sales & Partner Ecosystems

Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast

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Hyperscaler marketplaces are having a significant impact on channel sales.

By providing customers with access to cloud-based services, hyperscaler marketplaces have become an increasingly popular way for customers to purchase IT services. This has led to a shift away from traditional channel sales, as customers are now able to purchase what they need directly from the cloud provider.

As a result, channel partners must focus on providing value-added services and support in order to remain competitive in the market.
Our guest today, Tim Lowe, is the Director of Partner Ecosystem for the South East at the world leader of enterprise open source solutions at Red Hat.
Watch the video version here.
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Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri

Luvut

1. Guest intro: Tim Lowe, Director of Ecosystems, Redhat (00:00:57)

2. Who are the hyperscalers? (00:03:11)

3. How hyperscalers & their marketplaces are making a wave with channel and partner ecosystems (00:04:13)

4. Co-innovation and co-creation: Biggest opportunities with the emergence of hyperscalers and their marketplaces (00:05:43)

5. Rapid adoption of hyperscalers & its effects on the channel (00:09:13)

6. Future of value-added resellers (VARs) & managed service providers (MSPs) (00:12:23)

7. Revenue impact? Will revenue sharing be the key source of income for MSPs in the future, versus billable services hours? Or is there still going to be demand in the market for service-based revenue? (00:15:27)

8. Impact of hyperscaler marketplaces on Red Hat's channel strategy (00:18:54)

9. Challenges & pitfalls with hyperscalers (00:20:33)

10. Should vendors help partners differentiate from competition by leveraging the hyperscalers? (00:23:13)

11. Future of hyperscalers & evolution of marketplaces (00:25:18)

12. How hyperscalers may affect the future of partnerships (00:28:08)

13. Conclusion (00:30:05)