US-based VDI company Leostream is preparing to launch an official partner programme in the UK in 2020, after making its first major entry to the channel market earlier this year thanks to a recent partnership with Scale Computing.
"Historically, we've always been direct. We like talking with our customers a lot," Gondoly said. "The whole channel is a new experience for us, so this is something that we're kind of putting in place now as part of our relationship with Scale. So that's opening up new revenue for us.
"I think it's good; I think we've had to learn a lot, because we have always sold direct - there's a lot of how you manage the channel and how you interact with the channel that's different. And so we're still learning all of that. But generally, I think it's going to be really great for us and we're excited to see where it's going."
At the moment, the company's channel footprint is still comparatively small; although it has occasionally worked with VARs on an ad-hoc basis when required by clients' procurement processes, it has only just been onboarded by Ingram Micro sub-brand Promark within the past two months.
The company is now gearing up to start working on a fully-fledged partner programme, Gondoly said, building out the capabilities of its channel and adding partners.
"We're working out the kinks and how we deal with the process. And then once we get that we actually want to start putting together the partner initiative a little bit better and formalising that."
