Otava Rolls Out Partner Program Enhancements

Otava, the hybrid cloud solutions provider, has enhanced its partner program with a new partner portal with deal registration and management, and more.

Other enhancements include 150 co-brandable enablement tools, and dedicated marketing campaign assistance and trainers. The new benefits complement Otava’s existing white-label and wholesale program. It allows partners to control pricing margin and first-call operational support.

The advancements aim to make it easy for service providers to deliver and manage compliant and customizable cloud, data protection, security and colocation solutions to their customers.

Continuing Partner Investment Crucial

Laurel Burton is Otava’s vice president of product and marketing.

Otava’s Laurel Burton

“Given that nearly 50% of our business comes from the channel, we know that it is critical for us to continually invest in our global partners,” she said. “Timing for this announcement was based on the release of our new partner portal, which became available in [the first quarter].”

Otava’s partner advisory board is a sounding board for all of its efforts, Burton said.

“The board members help us to understand our partners’ greatest pain points, their prioritized needs and the features they want in a partnership,” she said.

Partners validated the importance of hands-on resources every step of the way, Burton said. They also stressed the importance of a portal, operational uptime and remaining competitive in the market.

Otava’s partners tend to be service providers and service-driven organizations that cater to compliance-sensitive verticals, she said.

“We have three ways to partner — as an agent, a reseller, or a white label/wholesaler,” Burton said. “Our enhancements apply equally to all three levels. However, we believe our clients will benefit most from our white-label/wholesale model. This allows the partner to fully control their cloud experience — the entire portfolio under their company name, not ours. It is their pricing, their tier 1 first-touch support, their contracts and their invoices.”

Otava‘s goal is to provide partners with the “most hands-on partnership in the cloud arena via dedicated resources and the abundance of enablement tools available,” she said.