Rackspace Sees Success, Growth from New Channel Strategy, Program

Failure vs. Success

… frictionless ordering and its all-cloud guide app for partners, McLin said.

“Today, if you’re a partner you work with our sales team to get a proposal and contract out, and through frictionless ordering, partners will have access to do the quoting and contracting on their own should they choose,” she said. “And all-cloud is an app or web interface that allows them to walk their customers through a series of questions that determine what is the best fit platform, and then takes it to the next conversation, which is how do we start working together to put a final, customized solution for that customer. That’s really the game changer and something that’s going to help Rackspace and its partners work closer together to sell cloud to their customers.”

The next phase for the partner portal will be gamifying it so partners can collect points while viewing content and watching videos, and those points can be turned in for swag, either for them or for their customers, McLin said.

“Through our partner portal, we also have it customized in such a way that if you’re a partner, you can log in and you get to see your progress ranked among other partners in the channel,” she said. “Obviously you don’t get to see who, but if you’re in one ecosystem, you’re compared to other partners in that ecosystem. And the feedback that I’ve been getting is they love understanding where they stand and that allows us to have conversations around what’s missing.”

Leads, pipeline size, bookings and revenue all have increased with the partner program changes, McLin said.

“This year was laying the foundation and 2019 is actually building on it, and watching the scale and revenue, and the efficiencies come for the partner and for Rackspace,” she said. “Partners are getting comfortable selling cloud so their businesses are growing, their customers are getting stickier because they’re buying cloud through their partner, and in return Rackspace is growing.”

“A few years back, I had the opportunity to attend the first Rackspace Partner Advisory Council,” said Bryce Hayes, Telarus’ senior vice president of operations. “We spent two days talking and brainstorming about the experience customers and partner sought to have in the channel and what Rackspace needed to do to be among the very best suppliers. The Rackspace team took detailed notes. Over the past few years, I have watched the Rackspace team thoughtfully and methodically review those suggestions and evolve their program to meet the standards their partners asked for.”

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