The Cloud Modernization Challenge


The ease of accessibility, which the public cloud offers is a core challenge for many Chief Information Officers (CIOs). Unfortunately, moving workloads from on-premises to the public cloud is often not that simple. CIOs need to work through a number of security and compliance implications depending on their business.

Given that 96% of all data centers today are using Intel processors, the company is well-suited to lead the charge towards cloud modernization. However, understanding the many issues confronting CIOs from security to mobility and accessibility, Intel is looking to change the IT business conversation from “refresh” to “modernize” while enabling channel partners to address the “fear, uncertainty and doubt” surrounding cloud computing with their customers.

To overcome the challenges, Intel has created an innovative new sales solution to help partners coach their CIO clients through the cloud modernization process. This program aligns business imperatives with the IT spend through the adoption of software-defined infrastructure (SDI) which allows organizations to optimize analytic workloads both on and off premises with hybrid cloud technology.

When Intel wanted to get the word out about their SDI initiative they turned to a leading IT distributor and eCoast Marketing to develop a transformative partner program. Together, the three companies designed a sales development initiative for the distributor partners to help them understand the business drivers changing the IT industry and generate a pipeline of new business opportunities.

The Solution

Intel developed the SDI solution to educate their Managed Service Provider (MSP) audience about Intel in a way that would not just increase processor sales but provide long-term benefits to the solution providers and their end-user customers. The SDI story describes how the MSP can add value to their customer’s existing IT investment utilizing a hybrid-cloud infrastructure strategy versus public cloud offerings.

In order to spread the SDI message and garner adoption in the channel, the Intel SDI enablement team led by Lauren Robinette, Data Center Manager, reached out to the marketing team at the distributor to design a program that would both educate MSPs and stimulate ongoing sales development opportunities.

Robinette worked with the Intel Business Development Specialist at the distributor, to develop the initial pilot program. The goal was to enable and train thirty solution providers on the Intel SDI solution and generate three new sales opportunities from each partner’s installed base to meet the ROI benchmark. As part of the initiative, Robinette created a set of content deliverables including an animated video, presentation deck, and solution briefs for the partner channel to use with their customers. The business development specialist was tasked with identifying and recruiting top-tier solution providers to participate. Finally, eCoast Marketing was brought on board to design and execute the sales outreach component of the program and generate the end-user sales leads for those partners.

We’re helping our partners create an IT modernization story and practice with a supporting sales program designed to drive software defined infrastructure adoption.
— Lauren Robinette