Cloud enablement

OpSource Targets SPs With Outsourced Clouds

Cloud computing provider OpSource Ltd. is hoping to capitalize on service providers, among other partners, as key channels for its cloud-computing capabilities. (See OpSource Targets SPs as Hot Cloud Channel.)

The idea is to let channel partners move quickly into the cloud-computing business, while recognizing that most companies buying cloud computing actually want more than a basic service, says OpSource CEO Treb Ryan.

Among those partners, service providers are OpSource's second-largest channel for a growing set of increasingly advanced cloud services. As more of its traditional cloud computing customers want to move into higher-value offerings, the service provider channel becomes more significant.

"As cool as a cloud infrastructure is, with APIs and pricing by the hour -- in the end, the offering is infrastructure," Ryan says. "You are getting a server by the hour or hundreds of them for a couple minutes. But no one ever sat around a board room and said, 'What would make us a better company is a new server.'"

As part of this strategic shift, OpSource is creating the OpSource Partner Ecosystem, offering customized managed hosting and cloud options that can be packaged in different ways by different partners.

"What we have seen almost immediately when we brought the OpSource Cloud to the public was that a large portion of the people who were signing up for it were people who were reselling or bundling it in some way as a solution," Ryan says. "We weren't going after that market. But it makes a bit of sense."

OpSource is now actively targeting different channels and using its partner ecosystem to tailor what it can deliver. Potential partners can offer everything from consulting and development in the early stages of product design, through cloud platforms and "as-a-service" software, and more, to managed hosting and cloud platforms or telecom infrastructure for voice, data, and other services.

Telecom operators can resell OpSource's cloud computing service (a white-label model) and build around it, generating higher margins than their current hosted services provide, Ryan says.

"It is increasingly common for RFPs to target a mixture of services -- network services, but also hosting a cloud as part of the offering," Ryan says. "Companies don't want to have to go to another provider to get their cloud. They want that from service providers, but they want true cloud offerings."

For NTT America Inc. , for example, OpSource is providing a cloud package that includes everything down to the application programming interface (API) and integrates the OpSource billing into the NTT backend to put everything on one bill. (See NTT, OpSource Bring Cloud Services to US.)

By offering telecom providers a quick way into cloud computing, OpSource hopes to differentiate its business as well. The company is also reorganizing its offerings into a series of services and solutions that can be delivered by a wide range of potential partners.

Managed services include managed hosting, cloud hosting, application management, and business tools such as billing, analytics and customer support. OpSource offers customized options as well.

— Carol Wilson, Chief Editor, Events, Light Reading

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