Channel partners need to become more innovative in their thinking and strive to improve the experience client’s get from as-a-service offerings, Red Hat director AppDev solutions APAC, Ben Henshall, said.
“There is a gap in understanding in the channel and in appreciation of the nuance of open source,” he told ARN.
“The market is shifting from the traditional consumption model of box dropping towards as-a-service. That’s what the Cloud, on-demand and the consumption model is bringing. The mechanism by which that is being done is largely being driven by open source technologies."
From a channel and a partner perspective, the transition they need to go through, and are going through, is understanding the market dynamics that mean they can add value through that mechanism, Henshall said.
"No longer are they buying 50 boxes, they are buying 50 hours. What value services they are going to provide around that is where they will differentiate," he said.
Red Hat A/NZ director of consulting and training, Colin McCabe, added that the wide acceptance of as-a-service models as the new form of IT meant that it was no longer enough for partners to change to the consumption model, they also need to innovate.
“Tin is now going to the Cloud and packaged software is moving to be a complete Cloud offering, that dis-intermediates the channel completely,” he said.
“Where we are seeing channel partners succeeding is where they are shifting their business models to move to Cloud and looking at what value-added services they can wrap around that.
“They are looking at where client’s data is sitting and how they can help move that data around. Successful partners are looking to improve the experience clients have with as-a-service offerings."
As an example, McCabe highlighted companies such as Google, Facebook, Uber, and Airbnb, and basing everything they do on open source.
“The rate of innovation that everyone is getting out of open source and the way they are open sourcing their code as well is allowing them to almost exceed the normal expectations of a traditional smokestack type of company," he said.
McCabe noted that it was through this exceeding of expectation and improving experience that the local channel could add even more value through as-a-service offerings.