OpsRamp takes a page from ServiceNow, aims to boost partnering

OpsRamp, which provides a SaaS-based AIOps platform, is emphasizing resellers and VARs in a newly launched channel partner program; more news from the week.

OpsRamp, an AIOps platform vendor, has recast its channel strategy to focus on resellers, launching a new partner program to support that sales direction.

The company, based in San Jose, Calif., had been primarily focusing on managed service providers (MSPs) as channel partners. MSPs used the product internally, with some service providers acting as resellers, as well. OpsRamp, however, has decided to shift its channel efforts from a sell-to to a sell-through approach. As its channel emphasis shifts to resellers, OpsRamp will treat MSPs as a customer segment, as opposed to a channel category.

Denny Riley, global vice president of channel partnerships at OpsRamp, said the company had a handful of channel partners, but has grown its roster to about 20 partners in the last three quarters.

Resellers working with OpsRamp include Flycast Partners, a value-added reseller based in St. Petersburg, Fla.; Trace3, an IT consulting firm based in Irvine, Calif.; and Technologent, an IT solutions and services provider also in Irvine.

AIOps platform partners

Denny Riley, global vice president of channel partnerships at OpsRampDenny Riley

Riley said his goal now is to get those 20 partners "productive and rolling" and selectively work with additional partners.

Riley said OpsRamp's channel focus extends to the company's executive staff, noting that Chief Revenue Officer Mike Munoz seeks to conduct as much business through partners as possible. In a recent example, Riley said OpsRamp had been selling directly to a customer in Arizona, but turned the sale over to Technologent, which closed the deal.

"Our willingness to involve the channel partners will be something that really helps drive our partnerships," Riley said. "That is a big element."

Our willingness to involve the channel partners will be something that really helps drive our partnerships.
Denny RileyGlobal vice president of channel partnerships at OpsRamp

Riley said he anticipates channel partners selling the company's SaaS-based AIOps platform to midsize and large enterprises. But he said the customer fit depends on how many resources are being managed in the infrastructure.

"It can be a small company with a lot of infrastructure," he said.

Channel partners, he added, will likely target CIOs, CTOs and vice presidents of infrastructure.

Riley suggested OpsRamp is taking a channel path in the IT operations management space similar to ServiceNow, which has built an extensive partner ecosystem in the IT service management market.

Partner program details

The OpsRamp Partner Program includes a partner portal that provides access to training, along with marketing, sales and technical resources. Other features include customer onboarding and implementation support, co-marketing and operational support. The latter includes systems for deal registration, quotes, orders, account management and customer support.

OpsRamp's channel program arrives as more IT solution providers explore AIOps and the related field of intelligent operations.

Bluescape building OEM relationships

Bluescape, a digital workspace software company, said it has entered a new phase of growth, as it develops OEM agreements with Dell Technologies and other vendors.

Bluescape aims to partner with vendors looking to bundle the company's digital visual container software with conference room solutions. In May, the company launched an offering with Dell Technologies, combining its software with Dell's interactive touchscreen monitors.

Bluescape executives said an OEM deal with a top telecom company will soon be announced. Having worked with audio-visual dealers in the past, Bluescape aims to expand business by tapping into several OEM partners' direct sales forces and channels.

"I think Bluescape is unique ... in the sense that we try to stress the idea that we are [technology] agnostic," said Peter Jackson, CEO of Bluescape, based in San Carlos, Calif.

Monique Rose, director of partner strategy at Bluescape, said the company will launch a formal program for channel engagement in the next quarter. The program will align with Dell and other strategic alliances, initially focused on enabling Dell's direct sales organization. Dell sellers will get access marketing, training and sales support from Bluescape, Rose said. Eventually, Bluescape aims to branch out into Dell's channel organization, she said.

"Our strategy is ... to develop strategic partners and get a route to market through them," noted Rick Tywoniak, chief marketing officer at Bluescape.

Rose said Bluescape also offers its strategic partners and customers an API set for integrating Bluescape technology with other tools. Bluescape plans to make those APIs available to a larger developer community toward the end of the year and early 2020.

Other news

  • Zadara Storage launched a partner program for selling its storage-as-a-service offerings. The Zadara Service Provider program has three tiers: Bronze, Silver and Gold. Partners can access benefits such as deal registration, training, a partner portal with marketing resources, and sales and technical support, according to the vendor.
  • Insight Enterprises, a solution integrator based in Tempe, Ariz., unveiled a managed IoT offering that aims to accelerate adoption by solving common deployment and management challenges. The company's Insight Connected Suite is built on Microsoft Azure.
  • Baffin Bay Networks, a Swedish cybersecurity company, said its newly launched Threat Protection Service 2.0 provides multi-tenant support, letting managed security services providers resell the service and manage it on their own.
  • BlackBerry Ltd. inked a deal with distributor Synnex Corp. and its Westcon-Comstor division. Under the agreement, Synnex will provide BlackBerry's enterprise mobility suite in the U.S. Blackberry said Synnex will also help grow the BlackBerry Enterprise Partner Program by recruiting, training and managing partners.
  • In other distribution news, Lifeboat Distribution agreed to offer Arcserve's backup and recovery products in North America.
  • More than 80% of the IT decision-makers surveyed by US Signal, a data center services provider based in Grand Rapids, Mich., said they have experienced a distributed denial-of-service (DDoS) attack within the last two years. More than half of the study's respondents reported multiple attacks. But 17% of the respondents said they did not have or were not sure whether they had a DDoS protection provider or tool. The survey polled more than 100 people in U.S.-based companies with up to 750 employees.
  • Rackspace said its ObjectRocket portfolio offering has been certified as a worldwide MongoDB cloud provider. In a separate partner move, EdgeConneX is teaming with Rackspace to combine enterprise cloud offerings and the EdgeConneX data center platform.
  • MSP software vendor Atera made it easier for its users to request new product features. The vendor said MSPs can now use a new community features board to communicate with the Atera product team about software features and enhancements.
  • Cloud backup software vendor CloudBerry Lab has rebranded as MSP360. The company said the new name communicates its vision of becoming a top MSP platform. MSP360 will be led by its newly appointed CEO, Brian Helwig.

Market Share is a news roundup published every Friday.

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