Transcript
My name is Michael Abdu. I'm the Customer Success and Account Manager here at OpenNebula Systems. Hi, everybody. My name is Eduardo Rivas, Partner Development Manager at OpenNebula. And today, we're going to quickly run through some details about our newly renovated OpenNebula Connect Partner Program. In the coming weeks, we'll be making an official announcement and a program launch. But today, we're going to give you a quick sneak peek. So we at OpenNebula Systems are focused on developing and delivering an open source cloud management software solution, one that's feature rich and flexible enough to meet the general needs of organizations that seek to build and manage their own enterprise clouds. But beyond building and supporting the software, there's so much more value to be added in providing complete enterprise capabilities, solutions, and services. And really, this is where we look to our OpenNebula partners. It's through this community of partners that we seek to expand our reach and influence in the broader marketplace. Our intention is to equip our partners with the resources and capabilities to deliver value, to provide a broad set of services, and ultimately to generate business opportunities. And as partners, we intend to develop a framework for collective innovation into the future. So thanks a lot, Michael. So now I'm going to tell you how the ecosystem of OpenNebula Connect Partner Program is set and how it will be launched in the next weeks. We have divided, let's say, into two different partners. First of all, the technology partners that we will speak now about them and the business partners that we will speak later also. OK, as you see, the technology partners, we have divided them in three different types or specializations. First of all would be the application provider partners, those who are typically independent software vendors. So those are the ISVs to demonstrate that their vertical or horizontal technology tools, applications, or services run and interoperate with OpenNebula. These are what we normally call add-ons of OpenNebula. Then we continue to the platform extension partners. Those would be the infratechnology vendors. Those ITV demonstrate that their compute, storage, networking, security, or any related infrastructure technology works with OpenNebula. That provides user additional components to build their own cloud solution. To finalize, we have the infrastructure providers partners. Those would be those platform infra providers, those ISVs, and cloud providers that demonstrate that OpenNebula has been certified to work with them with their hardware or their bare metal cloud edge infrastructure services. We continue with the business partners. That, again, three different types of specializations, more focused on, let's say, support the selling process. And we start with the solution reseller partners, typically those commercial resellers that we all know. But they take care of the distribution in a national or worldwide coverage that they resell OpenNebula subscriptions to end customers. Potentially wrapped with professional services where, and very important, the customer owns the subscription and OpenNebula provides the support to those end customers. Then we have those solution service partners, would be like the value-added resellers, system integrators, and any consulting team. Those solutions providers that they want to deliver not only the subscription, only their own professional services to their customers. They could either subcontract with our services, but mainly it will be their own professional service for their customers that will help to design, build, and integrate OpenNebula clouds. Again, very important here. These partners won't own the subscriptions. It's the customer who owns the subscription, and OpenNebula will provide the support for the end customer. The third type of partner, we have the managed clouds partner. Those are what everybody calls them, the MSPs, the managed service providers partners. What they're offering is to manage a single tenant cloud environment with OpenNebula. Again, very important, and the difference between the solution and resellers. The partner is the owner of the subscription, and is the managed cloud partner who provides the support to the end customers. Now it's time for Michael to talk to you about how, if you are a VMware partner, why you should come with us. Yeah, thanks Eduardo. Yeah, so one of the areas of focus in the past year really has been in addressing the general fallout from the Broadcom acquisition of VMware. I'm sure this is not news to most of you, but major changes have resulted from this acquisition. And it has not only sent many VMware customers in search of alternative solutions, but has also left a huge portion of the VMware partner community lurking. So I just want to quickly highlight that our OpenNebula Connect partner programs is really a perfect destination for VMware partners as well. We have been working on developing materials, publishing white papers, and recording webinar sessions. We have built an automated tool for migrating from VMware to OpenNebula. And we've recently released the standard VMware migration professional service for customers. So what's it like on the other side? With OpenNebula, you ultimately get a full open source solution. One that's based on offering a simple, single package solution, and one that is driven by flexibility and its adaptability. Typically, where we see partners flourish is in being able to take the advantages of the openness of OpenNebula and extend, modify, or integrate new features and capabilities to meet the varying demands of customers. That type of flexibility is not available in products like VMware. And as I said, we have many resources available to allow VMware comparisons and ultimately in assisting with in-place migrations. Even later today, you'll be able to see some insight and direct feedback from some customers' experience. Thank you, Michael. So as part of the Connect program that we mentioned before, each of you have different, let's say, targets or business models. And some of you can be an MSP, some of you can be a service partner. So that's the reason why we have changed it to specialize on your business. Why? That it will bring you the opportunity to be specialized, focus on your territories, having the consequent certifications that will enable you to work with us and for your end customers. As part of any partner program of any solution provider, you will have the option to decide what level of partners you would like to be or to join. As you can imagine, we have two different partners, type of levels of partners. One would be the standard partner and the other will be the priority one, that it will have higher benefits for you as a partner. Those benefits, I will go in the next slide. So what are the main benefits for being an OpenNebula partner? First of all, that we didn't have in the past, it will be a technology and sales specialized training for partners that will enable you to provide a better level of service to your end customers. You will also be able to access to our enterprise edition. That is very important instead of the community, because we really feel that the value from your side is providing the enterprise solution to your customers. You will also have access to pre-sales team, sales team that will support you on a daily basis to, let's say, to win those customers and to be able to sell them our solution. Also part of the program will be a referral. I mean, as referral is like you have been working with your end customer for a long time, you have done your effort, you have done your investment. And the referral programs, let's say, it helps and support you to win that deal. And let's say to do not be able to lose it against another partner that haven't worked in that deal before. Also, volume discount, as let's say, as the opportunity is bigger, you will have a better discount. That will help you with your end customer and it will also help you with your margins. It will also give you, let's say, marketing and visibility. It means that you will be part of OpenLibre in marketing events, in demos, in websites, in announcements. So let's say these are the main benefits of the partner program. Just to finish the last slide, why should you become a partner, an OpenNebula partner? As you've seen this slide, I like to speak about the ISERVER. Okay, so you as a partner, you are the full ISERVER. What we provide you is the top part, the part of the solution. The part of the subscription, the solution, the possibility to resell that solution. But underneath and much bigger, you have, let's say, a lot of eyes. You have a lot of space where you are going to be able to sell to your end customers. Migration project, consultancy, more staff, integrate services, and many other solutions from your side to keep that customer happy and success with them. So, Michael, I think if you have something else to say. Say? Nope. So I think hopefully this is a good introduction to the work that we're going to be pushing forward with our new partner program. If you have questions, please reach out to us. And hopefully you guys enjoy the rest of the event. Thanks a lot. Thank you very much. Bye bye.
