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By Rodrigo Garcia, Trend Micro Brasil Channel Manager
Data centers across the country are transforming before our eyes. Each company's cloud journey is different, but convergence is a common trait. Motivated by the need to reduce complexity and costs for the end customer, the “converged stack” has become an increasingly popular way to offer pre-configured product packages for specific virtualization use cases.
Emergence of the stack
An evolution in the fundamentals of the expansion and transformation of data centers is in transition, with an increasing demand for workloads to move quickly to the cloud. Data centers need to support this transformation by ensuring that the stacks on which these workloads pass to the cloud are built faster.
The journey started with hypervisors installed on physical hardware, but architectures soon became more complex - including networking and storage. Thus, the “converged” or integrated stack - combines computing, storage and networking in a virtualized silo busting package.
The hyper-convergent stack uses software-defined data center technology to further reduce costs and complexity for the end customer. The idea is that the hardware, network, storage, hypervisor, operating system and applications are available in a single black box. It is not surprising that IDC estimates that the global market for converged infrastructure will be worth $17.8 billion dollars by 2016.
Time for convergent sales
The data center revolution driven by virtualization and “software-defined” architectures can certainly optimize channel revenue. However, there are security blind spots that cybercriminals are ready to exploit if companies don't install virtual-ready security solutions like Trend Micro's Deep Security.
Thinking about it and knowing that cloud customers increasingly want a simple and integrated solution with a supplier who owns the solution, companies' channels should start moving towards “convergent sales”.
The channel has always had to create its own value to attract customers: now it is possible to provide pre-made virtual packages with all of the above components, in addition to protection from threats, so that customers can move workloads to the stack without worry. with security and compliance.
The value that channel partners can deliver to end customers in the cloud era is converging multiple solutions and selling them in one package. The cloud simplified the acquisition of software because the partner takes care directly of the complexity of the solution.
A "convergent sale" takes this philosophy into the sales process, allowing customers to purchase solutions that are fully integrated in a single package. Channel partners, such as cloud service providers, can take cycles from AWS, Azure, or others, and add an application / service, including security, and provide it all as a complete solution for end customers. They "converge" and "sell" integrated solutions, adding their own service offerings.
The convergent sales strategy offers partners a complete history: it helps boost their differentiation in the market, expands their portfolio of service offerings; and provides a reason to call customers who are transitioning their workloads to the cloud.
Emergence of the stack
An evolution in the fundamentals of the expansion and transformation of data centers is in transition, with an increasing demand for workloads to move quickly to the cloud. Data centers need to support this transformation by ensuring that the stacks on which these workloads pass to the cloud are built faster.
The journey started with hypervisors installed on physical hardware, but architectures soon became more complex - including networking and storage. Thus, the “converged” or integrated stack - combines computing, storage and networking in a virtualized silo busting package.
The hyper-convergent stack uses software-defined data center technology to further reduce costs and complexity for the end customer. The idea is that the hardware, network, storage, hypervisor, operating system and applications are available in a single black box. It is not surprising that IDC estimates that the global market for converged infrastructure will be worth $17.8 billion dollars by 2016.
Time for convergent sales
The data center revolution driven by virtualization and “software-defined” architectures can certainly optimize channel revenue. However, there are security blind spots that cybercriminals are ready to exploit if companies don't install virtual-ready security solutions like Trend Micro's Deep Security.
Thinking about it and knowing that cloud customers increasingly want a simple and integrated solution with a supplier who owns the solution, companies' channels should start moving towards “convergent sales”.
The channel has always had to create its own value to attract customers: now it is possible to provide pre-made virtual packages with all of the above components, in addition to protection from threats, so that customers can move workloads to the stack without worry. with security and compliance.
The value that channel partners can deliver to end customers in the cloud era is converging multiple solutions and selling them in one package. The cloud simplified the acquisition of software because the partner takes care directly of the complexity of the solution.
A "convergent sale" takes this philosophy into the sales process, allowing customers to purchase solutions that are fully integrated in a single package. Channel partners, such as cloud service providers, can take cycles from AWS, Azure, or others, and add an application / service, including security, and provide it all as a complete solution for end customers. They "converge" and "sell" integrated solutions, adding their own service offerings.
The convergent sales strategy offers partners a complete history: it helps boost their differentiation in the market, expands their portfolio of service offerings; and provides a reason to call customers who are transitioning their workloads to the cloud.
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