RapidScale CEO: Microsoft, IBM, Amazon ‘Don’t Understand the Channel’

Channel Partners' Edward Gately

Edward Gately

Cloud provider RapidScale already has had a busy year with its acquisition of Vonage’s hosted infrastructure services, and more acquisitions and strategic hirings are on tap before year’s end.

On May 31, RapidScale completed its purchase of the employees of this Vonage business unit and the following services: IaaS, hosted exchange, virtual desktop, IT services, hosted firewall, back service and Microsoft Skype for Business.

RapidScale's Randy Jeter

RapidScale’s Randy Jeter

The acquisition further expands RapidScale’s footprint on the East Coast with the opening of an office in Tysons, Virginia, increasing its client base and revenue; and provides a managed cloud services offering to the Vonage customers being acquired.

RapidScale also hired Bob Buchanan, previously TierPoint’s vice president of channel sales, as its executive vice president of sales and marketing, charged with further accelerating the company’s market position as a provider of DaaS, DRaaS and IaaS offerings.

In a Q&A with Channel Partners, RapidScale CEO Randy Jeter talks about his company’s ambitious plans for continued growth and what it will mean for partners.

Channel Partners: What’s the status of integrating Vonage’s hosted infrastructure services into your business?

Randy Jeter: Right now we have tiger teams on the front and back end basically working on client retention, client satisfaction and what we call the client experience. So the first and foremost thing was making sure that we touched the clients, and then in addition to that we have, and are in the process of, starting to communicate with clients on a migration strategy onto our platform out of one of our facilities depending on where they’re located.

They didn’t really have a mature disaster recovery product set at Vonage and we do have that, so we’re finding a lot of uptick in clients wanting to add DRaaS, especially with WannaCry and some of the other things that happened. More people are getting connected to the DR side, so we have a very mature practice on that.

CP: Does the Vonage acquisition create new opportunities for RapidScale partners?

RJ: The partner community wants stability. The primary reason why our growth has been significant over the last 12-18 months is we’ve stabilized every aspect of the company and are providing a great partner and client experience. So that’s the most important factor — stability and safety with regard to who they bring their clients to.

The second is the innovative and solutions side of it. We’ve done a really good job of building a robust, managed, very hands-on approach to cloud, very different than an Amazon, Azure or SoftLayer in the sense that we have a cloud environment, we run our own platform, and then we take clients and we manage that, just like an MSP or a VAR would be delivering services. So when you look it … there [are] so many components that changed the business that the channel has been looking for in both us and in other companies, and we just happen to be one of the first ones to go attack it.

CP: RapidScale’s new executive vice president of sales and marketing will be responsible for leading the company’s national go-to-market and sales strategy. Are we going to see big changes in that area?

RJ: More channel. We believe in the channel. I grew up in the channel so everything we do is …

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