Data Center and Cloud trends: profitable enterprise-grade DaaS and security solutions that are easy to manage

Our team sat down in a recent webinar with cloud security and desktop as a service (DaaS) experts, along with DATA3, a premier data center in Tulsa, Oklahoma. We discussed the business outcomes and benefits of deploying DaaS and security solutions from Parallels RAS and WatchGuard on the OrionVM platform. Emerging technology, wholesale brand control, and marketing assistance are now enabling significant opportunities, allowing MSPs to go to market and achieve differentiation with products under their own name. Recurring revenue and wholesale discount levers translate to a lucrative business model and significant end-user cost savings. OrionVM clients can instantly leverage solutions such as Parallels RAS for DaaS and WatchGuard UTM to deliver secure, polished virtual desktops and environments to their customers. The team also discussed several important industry trends where enterprise security and DaaS can position MSPs to succeed.

Four important trends in the market today:

  1. The security challenge of BYOD. WatchGuard North Central Sales Engineer Ryan Poutre shared his insights: “Almost every week I’m asked ‘I’ve got workers working remotely and keeping up on hardware availability for laptops, or I want to use tablets or personal devices’. Anytime someone says I want to use a personal device or a tablet or their phone is scary from a security perspective, because allowing full access back to a network with a non-corporate device exposes risks. This underscores the value Parallel RAS can offer; a bring your own device platform that eliminates the security concerns. You control things like malware not spreading from a personal device into your network because you need to get access to that Word document or that file share. If you are looking for a BYOD remote user solution that doesn’t compromise your security, this is a really good fit for that kind of application.”  
  2. Device compatibility across an array of devices, especially in our new work from home culture. Victor Fiss, Director, Sales Engineer with Parallels RAS discussed this important security and remote access topic. “When everybody started going to work from home, people started buying super cheap laptops or tablets, and they have the expectation that all of their core company applications will run there, especially on tablets or mobile devices. The question becomes how do you stream the apps? There are also the security considerations. We have the ability to lock down, and with WatchGuard also create a geo-fence, so you can detect where the users are coming from. You can even enhance the security of users connected to my environment in the middle of the night, so we can report that information back to IT and set certain alarms to try to identify specific trends. That’s very important and actually spiked a lot since the pandemic started. People think they’re doing the right things and that’s why we’re here to help to make sure policies are put in place securing the environments and making sure all of those buttons are checked to make sure applications and sometimes compliance is set in place. A lot of people are working from home, so how do you control where the files are? We are resolving this particular problem where everything is hosted in a data center. You have total control of that information.”  
  3. A perception of market share saturation may be leaving money on the table. David Harrelson, COO and EVP with Data3, shared: “A lot of MSPs may be thinking that how much market share is left because cloud’s been around for a little while and a lot of their customers may have already made some kind of a decision, but Data Center Frontier has shared some compelling statistics highlighting the huge increases in cloud-based computing. Everything that we’ve already seen, they’re saying we will see an increase over that in the next two to three years. Similarly, Cisco is predicting that 94 percent of all workloads and compute instances will be processed in cloud data centers by 2021. There’s still a lot of room for growth in the market.”
  4. The view from the seat of the CFO is worth keeping in mind as MSPs make plans. David continued his observations on industry perceptions: “The mindset of the CFO is why should I continue to spend my CapEx on infrastructure that has to be replaced in three to four years? Why do I want to continue to spend my CapEx in that way? Businesses are going to continue to move to the cloud. The question will become: is the MSP going to remain relevant in that decision-making process? The mega hosts are marketing to the customer base of the MSPs and telling them that they are the solution. The reality is we’ve actually begun to see the pendulum swing back because MSPs are getting frustrated by the alluring speech that customers are getting to move to the mega host. This is due in part to the fact that once they are there, they are getting nickel and dimed to the point where they almost want to go back to the on-premise infrastructure that they just got rid of. For MSPs the MicroPoP, the regional or edge-based data center is the solution worth considering.”  

We’ve done a lot of work leveraging and integrating the latest technological innovations in cloud IT to make them easily consumable in a single platform. That sets MSPs, resellers and data centers up to win. Companies can deliver a premium solution to market, below standard MSRP, with a simple deployment model, and the performance and resiliency of premium cloud IT. Unlike the large incumbents with their frustrating and vague support, we’re invested in your success and treat you as a partner, offering support and guidance you need to succeed. To learn more about the new MicroPop offering please visit us at orionvm.com/micropop.

OrionVM partners with Parallels RAS to bring enterprise-grade DaaS to channel partners and MSPs

OrionVM’s channel-first deployment model gives us unique insights into what the cloud industry’s pain points are. Its why we launched our Backup as a Service (BaaS) product with Comet last month (you can catch the webinar here), and continue to be at the forefront for solutions like GPU clusters and cost-effective hyperconverged cloud infrastructure.

This year we’ve witnessed a growing gap in the market for virtual desktop solutions that aren’t served by the large public clouds. Customers want the ease of use and cost benefits of a simple remote desktop endpoint or published application, but they don’t want to cede control and visibility into the underlying environment.

Sensitive workloads make desktops offered by the large clouds untenable, and their opaque and patchy support processes mean their customers are left in the lurch if something goes wrong. This is a show stopper for the channel, where you’re delivering a solution and reputation with your brand, not just a generic cloud.

OrionVM has been working closely with Parallels® this year to deliver a solution to fill this need. Parallels recently announced our partnership on their company blog:

Parallels®, a global leader in cross-platform solutions, is partnering with OrionVM, a wholesale Infrastructure as a Service (IaaS) cloud provider. In this partnership, OrionVM will bundle Parallels Remote Application Server (RAS), a complete virtual desktop infrastructure (VDI) solution, into its next-generation IaaS cloud. The collaboration will allow Managed Service Providers (MSPs) to quickly deploy turnkey Desktop as a Service (DaaS) environments that create unique competitive advantages for their partners.

Parallels RAS is a turnkey deployment on our award-winning cloud infrastructure. You retain full control over your Windows Servers, firewalls, and storage, but your clients receive a slick web-based, mobile, and desktop application experience; all for significantly less than the generic public clouds charge. You can publish a series of applications or an entire desktop, all within a secured environment with redundant storage and network connectivity.

OrionVM’s next-gen cloud is the ideal hosting platform that allows channel partners to easily deploy turnkey DaaS environments with unique cost-savings and technical advantages. With pricing as low as 20 dollars per user, MSPs and IT resellers can now quickly gain a competitive advantage in servicing remote workforces for businesses large and small. All in an environment that offers more flexibility, visibility, and control than other hosted desktop providers.

DaaS is useful for securing and monitoring work environments, especially for remote workforces that may be operating from home during lockdowns. Administrators retain control of data for compliance, and can ensure adequate backups instead of relying on end users who may BYOD or work in unsecured locations outside the company LAN. Administrators can view the entire environment from their OrionVM white-labelled portal, and configure their networks and AD exactly as required. Our partnership with WatchGuard® then allows the deployment of best-of-breed security above the stack.

This approach has also seen tremendous success with migrated workloads. Customers used to dealing with the limitations of low cost hosting providers have been able to achieve significant performance improvements moving to OrionVM, while still maintaining competitive pricing and margins. You get the technical advantages of OrionVM’s cloud and Parallels ease-of-use, while meeting price points unachievable by traditional hosted desktops and inflexible, large public clouds.

Publishing legacy, pre-cloud, or bespoke applications behind a secured Parallels environment on OrionVM has been another interesting use case. End-users are able to smoothly access these desktop applications from a web browser on any device, or the Parallels Client application, even if the application previously required an on-site deployment or local workstation.

We’d love to get a demo environment into your hands, or to line up a call to walk through your requirements. Get in touch via our contact page. You can also join us for a live webinar on November 11th at 10:00 AM PST, click here to register and for more info.

Backup as a Service launch webinar and FAQs

We have officially launched our Backup as a Service product! Our development team have been working closely with Comet in New Zealand to deliver a turnkey, direct-to-cloud backup system with industry-leading margins and a simple to configure agent. Servers, VMs, workstations, and laptops can be backed up with a combination of disk images, files and folders, databases, Exchange, and more.

On our launch webinar last Thursday, Solutions Architect Ruben Schade ran through the business model and high-level functionality, and Comet General Manager Josh Flores gave us a demonstration of the white-labelled portal, backup agent, and enterprise features. For those of you who missed it, you can watch the webinar here:

Sign up to our newsletters below if you wish to be kept up to date with our webinar schedule, or contact our sales team if you’d like a demo and free trial account.

Questions from the webinar are included below.

FAQs

Q: Could you briefly explain about bandwidth limits/issues that you may have seen with accounts. For instance if a client has say 5TB to initialise, are there options to do this quicker if they are limited with low ADSL speeds.

The BaaS agent will use whatever connection speed is available. In bandwidth constrained environments, we’d recommend setting backup jobs to run after hours to give it more time to upload. It only uploads deltas, so once an initial backup has been seeded you’ll also only be sending incrementals.

Q: Direct to cloud is awesome, however; 2 things, it doesn’t follow the 3-2-1 rule, how does this fit or is there options? Also what would be the speed of a full machine restore if not available onsite?

For those unfamiliar, 3-2-1 refers to 3 copies, 2 different media, and 1 offsite. The agent can be configured to use multiple storage options. Our OrionVM system is by far the most affordable, but you can also run additional jobs to other locations for redundancy.

Q: Can backups be controlled centrally without user interaction? Users may not be technically capable or may not want to run it for some reason.

Absolutely, this is one of the agent’s biggest strengths. Once the client is installed, all configuration can be done remotely without needing to install TeamViewer, etc. You can disable this for sensitive clients.

Q: How demanding on system resources is the client, can it run during the clients’ normal working day?

It will depend on the type, duration, frequency, and number of backups, but will only use available resources and won’t impact customer workloads. If you’re especially concerned, you can also schedule the backups after hours.

Q: I need to know what is the option to save data on on-premise storage? Like NAS or SAN along with cloud push, and what are the multi-cloud vendor support to integrate with?

The agent can be configured to ship to multiple locations in addition to our cloud storage. Out of the box it supports our storage, along with network shares such as SMB, FTP, and other S3-compatible storage. If an end point exists, chances are it will support it.

Q: Is it possible for the customer to have no access to any of that in their software, and instead choose the backup locations, schedules, and restores from our side only?

Yes, you can specify exactly what access controls you or your clients require. If you need assistance configuring, we’re also happy to help.

Q: How can a reseller become a partner with OrionVM with Comet?

You can enrol in our partner program by contacting our sales team at sales@orionvm.com. You get access to our BaaS, Desktop as a Service, cloud infrastructure, and white-labelled collateral.

Lab: Secure public and hybrid clouds with OrionVM and WatchGuard

Welcome to the OrionVM Lab, a new blog post series about solutions you can architect using our Wholesale Cloud infrastructure.

With more clients working remote or from home than ever before, managed service providers, telcos, and system integrators are expected to deliver more resources within ever-tighter budgets and margins. BYO devices, hostile remote networks, and overly-complicated public cloud networks have compounded these challenges for IT teams.

Our sales engineering team have seen a renewed interest in our secure public and hybrid cloud offerings since we announced our WatchGuard partnership, and especially within the last few months. In our inaugural lab blog post we’ll explore several ways in which OrionVM’s public cloud and WatchGuard can be easily deployed for secure, cost-effective public and hybrid clouds in ways you may not have considered.

Mapping your physical infrastructure

Take a typical on-premise example with a WatchGuard Firebox, or your other firewall hardware. Your local infrastructure would connect to the Firebox over your LAN, which would filter traffic, perform QoS, and provide an end-point for VPNs. Here’s an idea of what it’d look like:

This easily maps to OrionVM’s cloud infrastructure for huge cost savings, scalability, and performance. Virtual servers aren’t NATd as with other clouds: VM network interfaces are directly given Internet-routable addresses to closer mimic an on-premise deployment. Unmetered, high-performance private networks can be live attached and detached between running VMs, using the exact network specification you require:

Easily, scalable hybrid-cloud

What if you want to burst to bare metal, or use co-located hardware? OrionVM’s automated networking fabric bridges networks at OSI-layer 2, allowing physical hardware to logically share the same private network as VMs on the public cloud. A WatchGuard FireboxV VM can then be used to secure an entire environment, on the same flat Ethernet network as virtual and physical compute, and without resorting to additional routers.

Okay, but I have my own hardware

For clients with existing hardware, or are looking to migrate workloads into the cloud, our WatchGuard FireboxV templates can be used to bridge disparate networks over secure VPNs. Use the skills you and your IT team have already developed with WatchGuard to deliver best-of-breed security across the public Internet. End devices can be easily configured using WatchGuard’s authentication and security tools to access cloud infrastructure, which you can easily scale with our API, command line tools, and white-labellable portal as required.

How easily can I integrate my own DC infrastructure?

This approach to networking becomes especially game-changing when a true layer-2 hybrid cloud is built with our infrastructure, your own hardware, our bare metal services, or your end points. In this scenario, the partner is using their own cage to host existing services, OrionVM’s public cloud and bare metal for burstable workloads, and their remote customer’s site. OrionVM’s aggressively-priced port costs and layer 2 networking make hybrid clouds affordable and simple. OrionVM peers with Megaport, the Equinix Cloud Exchange, and others to allow VLANs to be trunked into virtual environments, or you can bring in your own x-connects.

Why this is all so cool

OrionVM’s unique network fabric and WatchGuard partnership don’t just make these scenarios feasible, they make them it affordable, fast, and easy. If you want more information or a deeper dive, check out the video of our WatchGuard security webinar from May, where I explored the challenges facing cloud security, and how OrionVM is the perfect platform to deliver secure environments with WatchGuard.

Thanks for joining us in the lab! See you next time.

On the Road with WatchGuard. A Cloud Security Discussion.

It’s been a whirlwind few weeks for the OrionVM team as we’ve wrapped up several events across the US and Australia with our technology partner WatchGuard. Our executives and engineers presented our Wholesale Cloud IaaS offering alongside WatchGuard at their All-In event to packed rooms of senior executives, sales, and marketing from IT providers and businesses using WatchGuard. We also got to meet many of our partners who have been able to leverage the OrionVM cloud with WatchGuard to deliver advanced network security solutions. 

There is a new secure way of bringing virtual instances to market. As we announced earlier this year, a newly bundled WatchGuard FireboxV offering enables channel partners to quickly and easily gain cloud competencies on our IaaS platform that also boast the latest, best-in-breed security offerings. 

Among the discussed challenges was how IT providers will secure workloads as the industry shifts from an on-premise hardware model, to delivering subscription-based cloud services. We explored the current landscape of the cloud market today and highlighted a few of the advantages of working with OrionVM and WatchGuard.

The OrionVM Wholesale Cloud platform seamlessly integrates into these deployments, as if our platform was architected specifically with WatchGuard in mind. It achieves this in three key areas.

  • Superior performance. WatchGuard has been thoroughly optimized to run on OrionVM, compared to other public clouds. It is a fully supported template offered on the platform to all partners.
  • Simplified network configuration. OrionVM does not impose Network Address Translation (NAT) on interfaces like every other cloud provider. WatchGuard behaves like a physical appliance with public IPs directly on their NIC, simplifying deployments and allowing easy configuration imports. Engineers at the conferences admitted this was the killer feature.
  • Elegant and flexible topologies. OrionVM networks operate on OSI Layer 2, allowing colocated hardware and OrionVM cloud servers to share the same network without additional routers. A virtual WatchGuard appliance can be deployed to protect your entire infrastructure: physical and virtual.
  • Cost-effective deployments. Private transit is unmetered between the OrionVM cloud and private networks, including cross connects, colocated hardware, and MPLS. And without additional routers or virtual servers to mesh Layer 3 networks, you save on deployment costs.

For channel partners selling cloud and security services, the channel-only play for WatchGuard and OrionVM meant they’re both complementary services.

Want to know more? We have a bundled OrionVM Starter Pack with WatchGuard starting at $499 for $1,000 Credit with no on-boarding fees and optional WatchGuard Basic Security suite. Visit us here for more details and to schedule a call. 

Windows Server 2019 & Template Lifecycle

Windows Server 2019 is now available a fully supported template on the OrionVM Wholesale Cloud platform. This template includes our full integration suite allowing for live attaching and detaching networks, and free private networking. The latter is especially useful for those partners who want to use a managed firewall such as WatchGuard to protect their infrastructure.

Windows Server 2008 R2, Ubuntu 14.04, FreeBSD 10.1, and Debian 7 are also being deprecated from the 1st of June. These operating system templates have never versions available for provisioning.

We always recommend partners deploy the latest officially supported versions of operating systems for security and performance. Customers requiring these older templates can retain them by cloning them in their organizations before the cut-off date.

For more information on what’s new in the Windows Server 2019 please refer to Microsoft documentation or go here.

Podcast: Transforming the Delivery of IaaS for Service Providers with OrionVM Wholesale Cloud

OrionVM’s wholesale Infrastructure-as-a-Service (IaaS) platform is transforming the ICT industry by enabling IT providers to gain differentiation in the deployment of premium cloud services, including the ability to white label their cloud offerings. Part of OrionVM’s secret sauce is a next-gen cloud architecture that underpins technically advanced, enterprise-grade cloud solutions to deliver significant cost-savings, control and flexibility.

In this podcast Daniel Pfeiffer, VP Marketing and Partnerships at OrionVM, discusses the advantages of choosing Wholesale Cloud for the IaaS needs of both the enterprise as well as the channel and MSP, SI and reseller audiences. “We provide something the large incumbents don’t, especially when it comes to IaaS ready to provide QoS for voice solutions. We are unmatched for both the business opportunity our wholesale model offers, as well as the technical advantages of our cloud platform,” says Pfeiffer. “With so many choices in the cloud marketplace today the real challenge, particularly for the channel, is how to deliver cloud solutions at a competitive price-point without sacrificing security, performance or brand identity.” The podcast is available here.

OrionVM is proud to be sponsoring @bhyvecon

For the first time, OrionVM is a proud sponsor of bhyvecon, the premier industry event for BSD hypervisors. This is the first year its operator Michael Dexter is taking it abroad from Japan and AsiaBSDCon, hosting the inaugural North American conference before BSDCan in Ottawa.

OrionVM solutions architect (and BSD advocate!) Ruben Schade has been to two bhyvecon events, in 2018 and 2019, and will be joining the web stream for this year’s second conference.

bhyvecon brings the best minds behind BSD virtualisation together to discuss project progress, make announcements, and brainstorm ideas. Operating systems and topics range from FreeBSD/Illumos bhyve, FreeBSD Xen, OpenBSD vmm, and NetBSD Xen/nvmm/haxm. OpenZFS also garners significant discussion, being among the key building blocks for a number of FreeBSD bhyve deployments.

OrionVM has been a keen participant in the BSD community for many years. Ruben gave a WIP talk at AsiaBSDCon 2019 on the progress made with our BSD templates on our InfiniBand-backed wholesale cloud infrastructure.

We were the first public cloud in Australia with FreeBSD and NetBSD OS templates, which are officially supported on peer with Linux and Windows Server. FreeNAS and pfSense appliances store large datasets and protect critical client networks, and we’re seeing renewed interest in BSD as a high performance, resilient family of general purpose cloud servers. AsiaBSDCon also renewed Ruben’s interest in an OpenBSD template which may come out in beta later this year once his work with NetBSD devpubd integration is complete.

We look forward to the conference! Full schedule details are on the bhyvecon website.

OrionVM Honored as Silver Stevie® Award Winner in 2019 American Business Awards®

OrionVM was named the winner of a Silver Stevie® Award in the Most Innovative Tech Company of the Year – Up to 100 Employees category in The 17th Annual American Business Awards® today. Thank you to the entire OrionVM team and our partner community for making recognition such as this one a reality.

About our entry

OrionVM was recognized for our business and technical innovation. OrionVM is creating a new B2B category of next-gen wholesale IaaS as the “building blocks” that enable channel partners to deploy technically advanced, enterprise-grade cloud solutions that deliver high margins, control and flexibility. This category, in turn, provides IT resellers with a competitive advantage that they cannot achieve when using the incumbent public clouds vendors. Recent benchmarks show OrionVM significantly outperforming Amazon, Google, and Azure, which speaks to the integrity and ingenuity of the underlying technology.

OrionVM has been fortunate to grow organically thus far, both in acquiring new clients and working closely with our existing channel partners to build out their cloud competencies. Last year was a another stellar year for OrionVM in terms of revenue growth, platform utilization and expanding global distribution via partnerships and additional prominent channel resellers. The company intends to build the channel partner program through a variety of marketing tactics. The platform has been gaining traction among the channel community and national distributors. In addition to building out the channel partner program, we will be continuing to add to our growing partner ecosystem.

Continued adoption of the OrionVM Wholesale Cloud Platform included new customer accounts with companies such as Zipline Cloud, who is able to offer industry changing products and services, and expand globally by hosting their cloud services with OrionVM. The Sydney-based independent software vendor (ISV), launched its internally-developed email and messaging platform in London in 2018 after receiving backing from the NSW Government. These customer case studies are shining examples of the kinds of applications that OrionVM’s ground breaking technology enables.

Our key achievements

    • Wholesale Cloud metrics include:`345% growth in revenue (monthly run rate), 614% increase in utilization of Storage, 454% increase in utilization of instances.
    • New customer accounts such as Zipline Cloud are able to offer industry changing products and services by hosting their cloud services with OrionVM  (Story covered by ARN)
    • New technology partnerships to grow the technology partner ecosystem for channel partners, including firewall security
    • Unveiled new enhancements and features for the platform, allowing for seamless reporting and better efficiency for partners behind the scenes.   
    • Expanded global footprint with the launch of new PoPs in top-tier data centers, giving partners even more options for deploying robust, GEO-redundant DR/HA cloud solutions.
    • Recent benchmarks show OrionVM significantly outperforming Amazon, Google, and Azure.   
    • Recognized for OrionVM’s global growth and innovation by media outlet CRN: Scaling for success: How Australian software firms grow and prosper

About the awards

The American Business Awards are the U.S.A.’s premier business awards program. All organizations operating in the U.S.A. are eligible to submit nominations – public and private, for-profit and non-profit, large and small.

Nicknamed the Stevies for the Greek word meaning “crowned,” the awards will be presented to winners at a gala ceremony at the Marriott Marquis Hotel in New York on Tuesday, June 11.

Details about The American Business Awards and the list of 2019 Stevie winners are available at www.StevieAwards.com/ABA.

Creating a leg-up on hyper-scale cloud vendors: the OrionVM advantage

Today’s cloud market is ripe with offerings from the large well known public cloud companies as well as niche players. That doesn’t mean that it’s working for channel partners. Or even their end customers for that matter. One cloud provider is trying to set themselves apart from the pack by offering something that not only performs better, it helps channel partners grow their business. Yes you guessed it, that provider is us: OrionVM.

The main advantage of OrionVM comes from its technical distinctions from the hyper-scalers, especially to clients that have end solutions which require the utmost quality. As our client and partner CloudCo Partner, 888VoIP recently shared with CRN magazine the advantages of working with OrionVM offer their company the ability to offer clear voice solutions that they couldn’t find by working with any other IaaS provider.

Besides the technical advantages, partners also find the support they get by working with OrionVM to be a huge incentive to working with a niche provider versus the larger public cloud companies.

Photo of Sheng Yeo

Sheng Yeo, OrionVM Co-Founder and CEO

The OrionVM marketing team recently sat down with OrionVM Co-Founder and CEO Sheng Yeo to learn more about what sets OrionVM apart from the crowd.

  • Q: The hyperscale public cloud providers are well established and constantly adding new features all the time. They are increasingly competitive. So how do competitors stand a chance?

SY: OrionVM’s key differentiation fundamentally stems from tech innovation – our “secret sauce” is how we have uniquely architected and built our cloud stack.  This cloud architecture, modeled on Supercomputers/InfiniBand, delivers markedly better performance/resilience at significantly reduced price-points. This tech innovation is then “bottled up” and made easily-leveragable in a white-label wholesale cloud platform that channel partners can brand and deploy it as their own.

OrionVM is in effect trying to create a new B2B category of next-gen wholesale IaaS as the “building blocks” that enable channel partners to deploy technically advanced, enterprise-grade cloud solutions that deliver high margins, control and flexibility. This category, in turn, provides IT resellers with a competitive advantage that they cannot achieve when using the incumbent public clouds vendors.

Big players in this market are great at adding features to their offerings, but they come with complexity, vendor lock-in, and minimal margins. We compete by providing our channel partners with a solid, fast, easy to use foundation they can build on themselves.

Our key differentiator is how we enable our customers to brand and launch their own cloud products and solutions, focusing on helping them transition to becoming cloud service providers (CSPs). To support this, we have built a technology stack that allows us to differentiate on the infrastructure providing the performance and margins required to run a wholesale cloud business.

We’ve also cultivated an ecosystem of channel partners each supporting various solutions such as VoIP, data analytics, enterprise application hosting, document management, even animation rendering.

  • Q: What is your strategy for gaining share of the public cloud market?

SY: Our strategy is to gain market share via our channel. We are a channel focused company that believes heavily in supporting our channel partners in their journey from legacy solutions (in their role as an MSP, Integrator or Telco) to becoming a cloud service provider (CSP).

Each of our partners is a leader in their vertical or region allowing us to achieve joint success with each partner by taking a foundational approach when powering their solutions.

This strategy has seen great traction in 2017 and 2018 and we see a very busy 2019 ahead of us as the market pushes towards adoption of wholesale cloud strategies as a way to complement existing strategies.

  • Q: How do you lure channel partners to use you rather than one of the big hyperscalers?

SY: We don’t see ourselves as luring as much as letting the technology platform and business model speak for themselves. Unlike the large incumbents we don’t compete with our channel, and we actively develop working relationships.

We focus every heavily on providing support to partners to build and launch their own cloud solutions. It is these mutually beneficial partnerships that results in channel partners choosing OrionVM rather than the bigger hyperscalers.

In addition to this, we are also a wholesale platform that allows us to provide margin to the channel rather than becoming a “me-too” public cloud reseller.

  • Q: What can partners get from you that they can’t get from the big end of town?

SY: OrionVM provides the core building-blocks required by our partners to brand and launch their own cloud platform. Our focus is on our core competency, namely delivering ultra-efficient, high performance, cost effective cloud infrastructure. We provide a unique combination of technical and business features, including providing a multi-level white labelling to support existing channel strategies.

  • Q: What do your customers tell you about why they chose you over a public cloud?

SY: Along with the higher margins and high-performance tech, 2018 represented a palpable turning point in attitudes to pricing. Partners have switched to us after being frustrated with hidden costs, opaque or non-existent communication, and the vast expense for simple features like interconnects. Our up-front, simple price structure and affordable features make it easier for MSPs, Telcos, and systems integrators to build their stacks and quote their clients.

We’ve also focused heavily on enabling our partners to build hybrid products, such as bundling their existing network (in the case of a Telco) with our cloud solution. We also provide a lot of support when it comes to productising their solutions and go-to-market strategy.

  • Q: Which vendors power your offering?

SY: We use a combination of best of breed open source with our own secret sauce for orchestration and distributed storage. On the datacentre side, we work with Tier 3 data centre providers Equinix, AT&T and CoreSite for physical space, cooling and power.

In terms of hardware and networking, we leverage servers from SuperMicro and Quanta. On the networking front we utilize Mellanox Technologies, Cumulus Networks Linux and Broadcom for our Ethernet and InfiniBand hardware.
We also partner with many software and appliance vendors such as WatchGuard, Microsoft and Suse.

Conclusion:
When you take all of this background color into consideration it becomes clear that OrionVM is in a different category – our wholesale cloud offering is truly a stand out from the other options available to channel partners today.  One thing OrionVM can’t call ourselves is a follower. We do not follow the big names. We are carving our own path by focusing on what the customer needs, and how to deliver a better solution for the market. We are different and there is a need in the market for an IaaS provider who can also work with other technologies and puts the customer first. This customer centric approach creates a winning environment for cloud vendor, channel partner and the customer. Everyone wins.