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New BTG Partner Program Offers Prime Consulting Opportunities

**Editor’s Note: Click here for a list of recent channel-program changes you should know.**

By Edward Gately

IT and telecommunications services provider Breakthrough Technology Group has launched a new partner program that allows consultants, systems integrators, vendors and agents to offer cloud computing and services to enterprise, and midmarket and below clientele.

Jeff Kaplan, BTG’s CEO and founder, tells Channel Partners the Private Cloud Partner Program is the company’s first formal partner program and that it signals a new level of maturity. He also said it presents an opportunity for many companies, particularly consultants.

“When you look at the consulting community, there’s a ton of partners out there … that don’t have a recurring-revenue stream and are looking for the right partner, and the right reliability for their customers,” Kaplan said. “Those are relationships we’re looking to build.”

The program includes three levels for participation:

  • Adviser, which qualifies a customer, and initiates a discussion between BTG and the customer;
  • Reseller Billing Only, which becomes BTG’s client on behalf of the customer in terms of billing; and
  • Reseller White Label, in which everything, from the support portal to answering of phones, will be branded as the partner.

BTG’s private-cloud offerings are delivered from AT&T data centers. Program participants will be able to offer a portfolio of services, including a single monitoring platform, single help desk, single portal for all services, and infrastructure built into the multiple data centers.

“We wanted to make sure we built a partner program that covers various levels … and there’s compensation included,” Kaplan said. “We’ve built in the flexibility and a lot of the formation is based on the different qualities we’ve seen from multiple partner programs.”

For systems integrators and technology consultants, the program represents …

… an “easy path to launching a proven managed services solution,” he said. Strategic consultants are able to increase their capabilities set with cloud-based services.

For software providers without the means to deliver a hosted or cloud offering, BTG becomes their infrastructure provider. The partner delivers its respective SaaS to customers, while BTG operates in the background as the single point of contact helping to build a standards-based, repeatable service.

“Our (program) will open new doors for businesses of all sizes and markets by creating supplemental revenue streams, taking their companies to unprecedented heights,” Kaplan said.

Triumphus, an IT consulting firm, has worked with BTG for more than a year as a private cloud provider.

“We are able to operate as a tier-1 data center and sell services-based software and applications without having to break the bank with a capital investment in infrastructure,” said Dave Hopson, Triumphus’ managing partner.

BTG, AT&T’s top revenue partner, is a three-time winner in Channel Partners’ CP360° Business Value Awards.


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