![]() “Our customers are trying to consolidate the purchase of all software,” he said. ![]() Plus, there’s integration with governance and management tools. Selling Dropbox through AWS Marketplace also should help channel partners close deals faster, Grusz said. “They want to have things succinct and simple.” “Customers want to simplify the procurement experience and life cycle and workflows,” she said. It’s an ease-of-use factor and they can move quicker as a result.” “These are customers that already have budgets assigned to AWS. “When they go to Marketplace, they’re putting that spend on the AWS bill,” he said. But customers can buy Dropbox services directly. “We’re hoping to help this partner network increase the business outcomes they can bring to their customers,” said Deb McClure, Dropbox’s vice president of sales for the Americas. ![]() In that case, Dropbox could permit a one-time margin to that partner for a particular customer. Another option? Say a partner doesn’t yet work with Dropbox and neither party is ready to sign a blanket authorization. Or, Dropbox can extend a blanket authorization to a channel partner – anyone from a small VAR or reseller to a systems integrator or MSP – and the partner can make as many private offers as desired within the window of margin. In that scenario, an MSP can put Dropbox into a collaboration environment and profit from the managed service and the monthly subscription fees. Now, bringing Dropbox into the mix adds opportunity for partners such as managed services providers and resellers.įor instance, Dropbox – which AWS considers an independent software vendor – can authorize the resale of its technology through AWS Marketplace. There’s Private Offers as one example, and Professional Services as another. ![]() To make up for it, AWS Marketplace has spent the last four years launching programs that involve partners. The arrangement negated the need for the channel. “The original idea for Marketplace was more of an app store model, with providers on one side and customers on the other.” “Channel is a big investment area for us,” Chris Grusz, director of business development at AWS Marketplace.
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