Through Amazon Web Services’ Marketplace Consulting Partner Private program, vendors and solution providers can securely transact cloud-based software sales
An increasing number of solution providers are joining Amazon Web Services (AWS) Marketplace Consulting Partner Private, through which they can sell select applications from independent software vendors directly to the Amazon cloud.
The Lowdown: Government integrator and reseller DLT Solutions became the latest channel partner to join the AWS Marketplace Consulting Partner Private as a means of gaining access to ISV applications built for the Amazon cloud and meeting customer demand for expert-driven cloud application sales.
The Details: DLT Solutions joins a small but growing list of solution providers and vendors transacting cloud-based applications through the AWS Marketplace Consulting Partner Private. Other companies include Blue Cube, ePlus, Groupware Technologies, GuidePoint, Optiv, Sirius Computing Solutions, and World Wide Technologies.
Vendors selling applications and solutions through the Amazon program include Barracuda, CrowdStrike, Druva, F5 Networks, Fortinet, NetApp, Sophos, and Trend Micro.
The Impact: Amazon announced the AWS Marketplace Consulting Partner Private program in October 2018 with the intent of opening more sales to ISVs and solution providers, while providing
While the AWS Marketplace Consulting Partner Private is still a small group of vendors and solution providers, the larger commercial Amazon marketplace is enormous. Amazon said its AWS Marketplace has 190,000 active customers, 1,400 participating ISVs, and 4,200 products.
Background: Many vendors and solution providers have seen Amazon and Amazon Web Services as a threat. The company’s brand recognition,
“These partners were saying, ‘I have a completely channel-based model, and you’re dead to me unless you build something that lets me work with my channel partners, and I want all of it automated in such a way that eliminates paperwork,'” said Garth Fort, director of product management, AWS Marketplace, at the 2018 Best of Breed
The Buzz: “Our customers are demanding flexible consumption and contract models and the ‘one-click ease’ of purchase capability that the AWS Marketplace offers,” said Danny Climo, Vice President of Sales at DLT Solutions. “Our ability to distribute ISV software, bundled with our partners’ professional services on AWS Marketplace, is a key differentiator for DLT.”
“We are extremely excited to be an early adopter in the new AWS Marketplace Consulting Partner Offers Program. Our customers are adopting AWS services, and the ability to easily provision strategic software solutions from AWS Marketplace is a key enabler to their business,” said Justin Mescher, vice president of engineering at ePlus. “This new program from AWS allows ePlus to integrate best-of-breed solutions with our expert professional and consulting services to better support the cloud environments that so many of our customers are considering and building—and empowering them to speed time to market and drive business outcomes.”
“Fortinet is committed to helping customers make their journey to the cloud even more secure by expanding our offerings on Amazon Web Services and supporting additional cloud security use cases,” said John Maddison, SVP of products and solutions at Fortinet. “To further support resource-constrained teams, today’s announcement is helping our customers automate additional security processes and more seamlessly integrate into their application lifecycle.”
Channelnomics Point of View: The AWS Marketplace Consulting Partner Private program is part of a larger trend in which an increased volume of products and services are sold through e-commerce, online marketplaces, and automated digital sales channels. According to the 2018 Channel Chief Outlook report by The 2112 Group, 11 percent of technology vendors expect marketplaces such as AWS Marketplace will become their leading source of indirect revenue by 2023.