Intel Helps Partners Navigate Cloud, IoT, and Stimulus Spend
Intel Partner Alliance adds new capabilities to help the chipmaker’s partners optimize Intel cloud instances, build industrial systems and take advantage of technology spending measures in U.S. economic stimulus bills.
Intel is adding these capabilities and other news for its partners this year as the Santa Clara, Calif., Based company rallies the channel around the Intel Partner Alliance, the company’s new partner program launched in January, consolidating previously disparate programs involving tens of thousands of people. partners of different types, value-added resellers and cloud service providers.
[Related: Pat Gelsinger: Intel Needs To Be Consistent, Reliable For Partners]
Ahead of this week’s Intel Partner Connect, Greg Ernst, group vice president of sales and marketing and general manager of US sales at Intel, told CRN that Intel has hired solutions architects this year. cloud that can help Intel partners optimize their use of cloud instances. are powered by Intel processors.
This new capability will allow partners to benefit from Intel’s extensive engineering work with Amazon Web Services, Microsoft Azure and other cloud service providers to determine what type of instances can meet their customers’ needs, according to Ernst.
“They are all accessible for conversations with any channel partner whose customers are considering moving to the cloud for the first time, or more likely, trying to optimize their cloud infrastructure, hybrid cloud infrastructure and select instances, services, then technology. necessary to transfer data back and forth, ”he said.
Another new feature for partners is Intel Edge Insights, which provides reference architectures for systems required for industrial environments such as factories to take advantage of IoT opportunities.
“The IoT has been a big market,” Ernst said. “We have been investing in this area for over a decade. I would say that we are now at a tipping point where our channel sales are really starting to explode. “
But the chipmaker doesn’t just help its partners technologically.
Intel is also helping partners understand where there might be sales opportunities in the United States for technology spending measures in the CARES Act, American Rescue Plan Act, and other federal stimulus plans passed last year. .
Ernst said Intel Partner University, the company’s partner training program, now offers courses that break down line-by-line spending opportunities for stimulus packages. He added that the company will take a similar course for President Biden’s $ 2 billion infrastructure plan once it is passed by Congress.
“What we did was we looked at every line item – where every dollar is appropriate – identified all of the places where the technology will be needed and we broke it down,” he said.
According to Ernst, the first courses focus on measures of education-related spending at state and local government levels, and cover topics such as hybrid learning environments and data collection technologies to track progress. students.
Ernst said Intel has already tracked the government’s technology spending metrics, but by incorporating the company’s analytics into Intel Partner University online courses, content is more accessible and scalable than previous efforts.
“It was a big request from many customers in our chain,” he said. “They asked us to invest the resources to do it once and that way they can all benefit.”
The chipmaker is making further investments in the Intel Partner Alliance, in particular to reach a wider channel through authorized distributors.
Ernst said Intel now allows branches of distributors such as Synnex and Arrow to provide sales support to channel partners.
“What we’ve invested in is really empowering them to be an extension of our sales force,” he said.
Intel also offers distributors the option of providing motherboard design services to their partners under the Intel Solutions Alliance program.
The chipmaker’s other top priorities for partners include the launch of Intel’s third-generation Xeon Scalable processors, named Ice Lake. Ernst said the company has started to expedite shipments of the extreme core count versions of Ice Lake, which go up to 40 cores, to distributors. He stressed that the supply of new server processors will be healthy when the sales embargo is lifted next month.
“We made a really focused effort to get the third generation Xeon there. [Scalable]Ernst told CRN. “Like you [reach out to partners], I encourage you to talk about it because the volume and commits are there. “
The chipmaker is also pushing its partners to use Intel DevCloud, which allows developers to test cloud workloads on a variety of Intel products for free, from discrete processors and GPUs to FPGAs and VPUs.
“We’re seeing a lot of interest from data center companies who want to use the FPGA as an accelerator, but they don’t want to learn RTL code,” Ernst said. “So this is an important thing that the customers of the channel have asked of us. We’ve made a lot of progress and the mics have been great.
Kent Tibbils, vice president of marketing at ASI, an Intel distributor based in Fremont, Calif., Told CRN that Intel has made efforts in the past to educate its partners on how sales opportunities can arise. align with government spending measures, which is a major advantage.
“Especially when you’re talking about something as complicated and extravagant as a $ 2 trillion infrastructure spending bill,” he said.
Intel is increasingly relying on distributors to help channel partners navigate the chipmaker’s partner programs, according to Tibbils. This support was particularly important as Intel moved its partners to the new Intel Partner Alliance program.
“They really want to make sure they don’t lose track of any of their dealers along the way, so they really rely on the distributors to help the [partners] navigate through this, ”he says.