Partner Focus
Partnership of Climb and Cloudian Climb has been leading with the messaging around Cloudian’s capabilities in ransomware protection, backup, disaster recovery and immutability, in line with other vendors in Climb’s portfolio to offer customers end-to-end solutions. However, Gerard Brophy thinks that a bigger opportunity for Cloudian will be in the discussions around customer’s data and AI strategy. Brophy sees Climb’s value in finding out what the reseller’s approach to these topics/solutions are, turning the opportunities from a product sell to a more consultative approach and supporting resellers in the move to a more managed services offering. Tis lends itself well to Cloudian
that works with over 250 MSPs worldwide, ranging from big ones like NTT to smaller ones with just a few employees. Michael ensures that Cloudian is inherently service provider friendly with security features in place for billing and privacy controls.
What is it all about? • Te rise of Hybrid Cloud A hybrid cloud allows applications to run and data to be held using a combination of computing, storage, and services using cloud and on-premises. Tis model offers organisations the flexibility to leverage the strengths of both on-premises and cloud, tailoring their infrastructure to meet specific needs, workloads and compliance requirements. Today it’s about right-clouding, what’s right to put in the cloud,
and what should remain private. In partnership with Amazon, Cloudian offer a complementary solution for customers that requires a hybrid solution, for example where there is a data sovereignty issue or where connectivity to the cloud might be unreliable, weak, or with high latency. “To fulfill the promise of the hybrid edge, our customers need
solutions that enable fast, flexible data management across clouds,” says Michael Tso in a review interview “Te new HyperStore Bucket Migrator for S3 Express One Zone accomplishes this by facilitating the smooth movement of data between Cloudian HyperStore on-premises storage and S3 Express One Zone, empowering organisations to fully leverage high-performance storage for their most demanding use cases, whether at the edge, the core, or in the cloud.”
• Cloudian’s new offering in line with AI Object Storage was traditionally utilised as a secondary option for managing big data, Cloudian is now transitioning into a role as a primary storage provider in light of the AI revolution. Te volume
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of data continues to surge with the demand of more information needing to be retained. Object Storage being highly manageable makes it the go-to technology for data management and developing AI and machine learning models within the ecosystem. For years now, it was expected that IT would move to a centralised
approach in the cloud and IT outside the cloud would shrink. But that is not what is happening now, IT outside of the cloud is growing faster again, because of the AI push. Security of data should always be one of the largest concerns for an organisation, and this is leading to even the hyperscalers strategy being adjusted from public to hybrid.
• What does this mean for resellers? Te AI and Hybrid cloud opportunities with Climb and Cloudian together are huge for the UK and EMEA market. “Gone are the days when you would walk into a reseller and try to
sell them another product. Today, we are more interested in finding out about a reseller’s data approach and AI strategy. From that, we can build up a story and then push the products in our ecosystem that align with that story.” Explained Gerard Brophy. By taking a solutions-led and a consultative approach, Climb’s
value-add enables resellers in helping them move to a managed services model. Climb can help partners manage this transition through education, through the provision of its own marketplace (Expedition) and by working with the right partners, including vendors like Cloudian, which as previously mentioned includes over 250 managed service providers.
To find out more about Climb and Cloudian, please visit
www.climbcs.com/uk/vendors/cloudian or call 01364 655 200.
May/June 2024 | 17
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