Cloudera today launched a Cloudera Connect Market Builders program to provide partners with the sales enablement and marketing tools needed to sell a next-generation data management platform based on Hadoop.
The Cloudera Connect Market Builders provides partners with access to sales coaching sessions as well as playbooks. The company is also giving partners access to campaign materials such as solution sheets, thought leadership articles, research reports, campaign email templates, and social posts that are ready to be consumed by end customers.
Finally, Cloudera has created scripted presentations for partners to deliver to potential prospects.
The goal is to make the more 3,500 partners that make up the Cloudera channel today more self-sufficient, says Jess Tan, senior managing director for global strategic channel sales, strategy and programs for Cloudera.
Cloudera since merging with Hortonworks last year is now more focused on channel partners to increase adoption of a unified distribution of Hadoop by providing sales and marketing collateral that is easier for partners to consume and share, adds Tan.
“It’s a more disciplined approach,” says Tan.
At the same time, Cloudera has been developing a Cloudera Data Platform (CDP) that provides a range of data management and governance tools on top of Hadoop.
Today Cloudera also extended the reach of that platform to include on-premises IT environments running Red Hat OpenStack, which itself is based on a distribution of Kubernetes. In fact, the wider adoption of Kubernetes has become foundational to an emerging Cloudera hybrid cloud computing strategy that encompasses both Kubernetes and Hadoop.
Hadoop and Kubernetes platforms, of course, require a fair amount of technical expertise to sell, deploy and maintain. They can also be intimidating for customers that may not have the expertise required to manage them. The challenge and opportunity for partners is to first gain that expertise themselves and then instill it in their customers.
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