Rackspace Channel Partner Program Updates

We’ve been executing innovative new solutions within Rackspace’s improved partner program, and I’m excited to share updates.

Launched in April, our enhanced approach to channel gives partners the ability to leverage both self-service and highly dedicated, customized program models to help meet their needs and the needs of their customers.

The biggest changes to the Rackspace Partner Program include a single unified partner agreement and new, dedicated resources for solution providers, which have been in high demand from partners. We’ve also got a new focus on integrated solutions, to help partners transition from selling multiple clouds to truly delivering best fit multi-cloud solutions to their customers, which, on average, use between five to eight different clouds.

The single unified partner agreement gives partners an agreement with Rackspace that aligns with their business, incorporates all products and services, and includes increased partner benefits such as a formalized Marketing Distributed Funds (MDF) program, sales and technical resources, and customer life-cycle management.

Our new resources include high-level support for partners through training and enablement, with a new partner portal chock-full of fresh content to serve partners, so they can better support their customers and grow their own businesses. We’ve also made investments in new tools and resources that make it easier for partners to help their customers, including the Marketing Toolkit and a new focus on integrated solutions.

Marketing Toolkit

The new Marketing Toolkit page offers a single location for all the latest enablement resources, including cobranded materials, solution selling videos and partner success case studies, all organized so partners can easily find the exact right content to share with their customers to help sell colocation, data services, managed public cloud and professional services

Integrating cloud solutions

The integrated solutions we’ve developed were created in part to help partners guide their customers by delivering best fit multi-cloud solutions. This transition is executed by:

  • bundling customer-oriented solutions based on repeatable product combinations and emerging tech,
  • accelerating penetration of key vertical markets with purpose-built solutions,
  • enabling channel partners through app-centric bundles,
  • productizing and standardizing Fanatical Support to deliver consistent, integrated user experience, and
  • telling a consistent multi-cloud story across the portfolio.

A new focus on verticals

By expanding and bundling services, Rackspace is also now able to provide solutions to complex IT issues in four vertical sectors: financial services, healthcare, federal government and SLED, or state and local government and education. These industries must meet regulatory and compliance standards, and we want to work with partners to offer these industries best fit solutions. Our focus on these particular vertical sectors, and the integrated solutions we’ve created to help address their needs, has been driven by our customers, and what they’re asking for, as well as input from our partners and sellers.

What partners are saying

Travis Hess, general manager and chief revenue officer at LiveArea, has been a Rackspace partner for the past eight years. He recently described why the partnership has been so successful:

“It’s just easy – easy in the sense that it’s easy to navigate the organization, and easy to triangulate joint value propositions and access to business, which is something that’s been consistent over the last eight years.”

He noted that LiveArea and Rackspace have a true cultural fit, which helps trust and success.

“That cultural fit resonates within our joint organizations — in meetings together and in a cliché sort of sense, the way we’re able to finish each other sentences and have a natural comfort level — I think puts customers at ease. And we both share that same joint value proposition of fanatical support, and really establishing that trust factor and cultural fit of understanding —  where is the client today, and where are they trying to go? Being able to deliver on that vision is what has allowed us to win and grow business.”

Next steps

Coming soon, the partner program will launch new webinar sessions, as well as a monthly newsletters that will help partners get even deeper with their customers, to understand where they are in their digital transformation, and how together, we can help guide them.

For more information, visit the Rackspace Partner Network homepage. Partners can reach out to their partner account manager or email raxpartnerhelp@rackspace.com.

Lisa Heritage McLin is the Channel Sales and Alliances VP for North America at Rackspace, where she's worked since 2002. In her current role, she focuses on building strong relationships across the company's partner and alliance channels. Prior to this position, Lisa was VP of Sales at Rackspace where she was responsible for building, scaling and rapidly growing the sales organization. She's a native of San Antonio, where she currently resides with her husband and two sons.

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