Cloud Distribution reflects on strong year, expands services wrap

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Cloud Distribution reflects on strong year, expands services wrap

Alex Scroxton

Networking and security VAD Cloud Distribution has been reflecting on a strong year to date, and discussing details of its expanding partner services offerings.

According to Cloud director of product development, Adam Davison the firm has had a successful year filling in gaps in its portfolio and identifying new vendors that need a little extra push to get them noticed in the UK.

He claimed that as a result of sticking to this strategy: “We are now the only true independent networking and security VAD in the UK.”

Davison said that with some rivals expanding to the point where he now felt they were now too big to be classed as a VAD, and others being bought up by international broadliners, the market need for next-generation distributors was now “greater than ever”.

During the course of 2013 it has organised its vendor partners into four complementary solution stacks: LAN and Wireless; LAN; Enterprise Mobility, and Security, comprising next-generation, cloud-based products from the likes of Aerohive, Enterasys, Lacoon Security, Talon Storage and Watchful Software.

It has also ramped up its value added sales and services wrap, including, and an outbound demand-generation services, Altitude, which has drummed up over 200 channel opportunities since June; Cloud Cover, a range of professional services and pre-packaged sales support offerings; and a partner networking event series dubbed Cloud Crowd, designed to foster a more productive, co-operative ecosystem.

Towards the end of October, it slotted the final piece in its Cloud Cover services jigsaw into place, a maintenance services offering which comes in three flavours: Customer Direct, whereby resellers outsource all support to Cloud’s own specialists, including calls answered as Cloud Distribution, 1st, 2nd and 3rd line support, and next business day advance RMA; Partner Branded, which is the same but branded throughout as the partner itself; and Partner Enabled, designed for those that have already invested in their own service desks.

Mark Brackley, managing director at partner Jade Solutions, said this was the first time he had encountered maintenance offerings of this type from a distributor, saying it usually came from the vendor side.

“We buy very niche products from Cloud, which come with their own support issues because very often the smaller vendors don’t have relevant support mechanisms that our customers expect, so before we wound up with a support gap that needed filling,” he said.

“For smaller partners without the ability to afford their own manned helpdesk, [Cloud] having the facility to take support calls is a great help, particularly the partner branded option,” Brackley added.


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