Exclusive: Cloud Distribution ramps up for 2016

Since launching in May, Cloud Distribution is on the expansion path in 2016.

The distribution business is the brainchild of inTechnology’s Mark Winter and Jason Burn, and it has offices in Sydney, Melbourne and Malaysia.

As part of its growth strategy, the distributor is in hiring mode, looking for staff in areas such as pre-sales, marketing and support roles, Cloud Distribution director of sales, Jason Burn, said.

“We’re looking for skilled people that have knowledge and experience in the channel and understand how it works,” Burn said.

“We’re also expanding our marketing capacity to help us with our targeted lead generation campaigns specifically for new resellers, or ones that are transitioning in our three main pillars of focus.”

Mobility, security and analytics, are the distributor’s three main focal points. IoT is another area that it has earmarked for growth potential, Burn said.

“The foundational pillars are fundamental components of our business. We don’t see any other distributor in the market doing what we’re doing,” he said. “Some of the larger distributors are building Cloud marketplaces, but they’re just taking their current products that have SaaS-based offering and putting them in a marketplace. Whereas we’re taking solutions that are built for the Cloud and offering them to the market.”

Burn said the challenge remains with traditional resellers that don’t know where to begin with offering Cloud solutions, and it will look to define inTechnology resellers that will match the Cloud Distribution portfolio. It has about 2500 resellers on its books, out of which 10 per cent are active.

“The market needs to be educated and there’s still room for more education,” he said. “Where we can add value is through researching the right vendors to fit the market and transitioning resellers.”

Some of its top vendors include Absolute, Lastline and OneLogin. Burn also highlighted security awareness and training vendor, Security Mentor, which is where reseller, Layer8, is making inroads, thanks to the assistance provided from inTechnology.

“We intend to make a lot more noise in the market with events, branding and awareness,” he said.