inTechnology launches Cloud Distribution business

inTechnology launches Cloud Distribution business

It will house leading Cloud vendors through an extensive network of Cloud-focused resellers in the Asia Pacific market

inTechnology's Mark Winter

inTechnology's Mark Winter

inTechnology Distribution has revealed plans to dominate in the value-add Cloud market in the Asia Pacific region through launching its new business called Cloud Distribution.

It will house leading Cloud vendors through an extensive network of Cloud-focused resellers in the Asia Pacific market through its Cloud Channel Alliance Program (C-CAP).

The program aims to maximise vendor and channel reach, revenue and profit opportunities in the Cloud arena.

Mark Winter has become joint managing director of both inTechnology and Cloud Distribution, while co-founder Jason Burn is also the director of sales.

Winter said its aim was to help channel grow through these new Cloud technologies.

Some of its launch vendors include Absolute Software, Cloud4Wi and Netop. More vendors will be added to the portfolio in the coming weeks.

Burn said it would be focusing on its strengths in areas such as security and wireless technologies, and also look into emerging markets such as software defined networking.

“We carry out the due diligence to only represent the world’s leading next generation Cloud providers and connect these providers to the appropriate Cloud reseller partner,” Burn said. “This enables and ensures a profitable and successful Cloud partnership for both our vendors and resellers.”

“The stakes are high and the opportunities are endless for those channel partners prepared to invest in education and training around the latest Cloud technologies. A wait-and-see approach will leave some partners behind the more proactive resellers who are already selling Cloud-based solutions.”

Burn is currently in Malaysia and plans to expand the business across the South East Asia region.

During the first 12 months, Burn anticipates revenues of about $5 million to $10 million.

“It will be a substantial standalone organisation that will grow as the market grows,” Burn said. “If you look at the revenue opportunities in the Cloud space, we anticipate we’ll be taking a decent share of that.”

Burn said Cloud Distribution will take a ‘predictable revenue’ approach, putting the vendor and reseller in the best position to maximise Cloud success.

inTechnology currently has about 3500 partners across the region. Winter estimated about 30 to 50 per cent of its partners are in the Cloud space, but as more vendors take their solutions to the Cloud, it will result a large take-up in particular Cloud technologies.

“Partners range from a small single-man band to large international and national integrators,” he said.

Cloud Distribution has developed programs, initiatives and partnerships to accelerate channel awareness through adopting its Cloud vendors go-to-market strategies.

“The Cloud does not change the supply chain from vendor to distributor, distributor to reseller and reseller to customer. In fact, research shows additional opportunity and benefit for all parties. Most significantly, the distributor role expands exponentially as an aggregator for the vendors and resellers alike,” Winter said.

In other news, inTechnology has signed a new distribution agreement with security vendor, ESET.

The new partnership enables ESET to offer a combination of and services to resellers and gives them access to a volume incentive program, increased flexibility for resellers in securing credit, and a facilitated process for securing quotes and placing orders.

“This new relationship opens up a wide variety of bundle opportunities with the other vendors we represent so the channel can expect to see some great offerings coming from us over the coming few months and beyond,” Winter said.

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Tags inTechnologycloud computingMark Winter is a channel management ecosystem that automates all major aspects of the entire sales, marketing and service process, including data tracking, integrated learning, knowledge management and product lifecycle management.

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