CAI Yinghua, president of global sales of Ali Cloud Intelligence
On July 13, the 2022 Ali Cloud Partner Conference, Ali Cloud intelligent global sales President CAI Yinghua delivered the "adhere to partner first" keynote speech. "' Partner first 'is the core attitude of Ali Cloud towards partners, there is no one." This is the first time since CAI Yinghua took office to open ali Cloud's latest ecological partner system, will have a large impact on Ali Cloud sales, ecology and other aspects.
He said that Ali Cloud should abide by the boundary, and form a cooperation model with partners with clear division of labor, genuine rights and interests system and long-term and stable development policy, and put forward clear numerical requirements for partners' income proportion. The business scale of Ali Cloud partners has increased 7 times in the past 4 years, reaching 18.5 billion yuan, and the growth rate of partner performance scale is twice the compound growth rate of Ali Cloud in the past 4 years.
"Such a speed reminds us that we need to have a better division of cooperation and equity sharing to serve the continuous improvement of our partners." At the same time, he also frankly mentioned that the performance of partners in the overall market only accounted for 1/4, under the performance of Ali Cloud 100 billion scale, every increase of 10% of the business scale of partners, equivalent to 10 billion cooperation space can be shared with partners.
"I hope not only the scale will continue to increase, but the partners will earn 2 or 3 yuan when Ali Cloud can earn 1 yuan." CAI Yinghua announced ali Cloud's new partner system, which divides Ali Cloud's partners into five categories according to the cooperation mode and specialty positioning: Distribution, integration, consulting, ISV, and services, where ISV is divided into two parts, a joint solution and a product.
To be specific, distribution partners are the expansion and extension of Ali Cloud sales channels. Ali Cloud is sinking into local cities with distribution partners to serve customers closely. To this end, Aliyun launched the 100 Cities plan this year, aiming to build an intensive distribution network in 300 cities in China in the next three years. In view of the transformation of distribution partners, Ali Cloud launched the pilot plan to support 30 head partners to upgrade from simple sales to value-added services through measures such as proprietary rights and joint training of personnel. It hopes to cultivate five partners with a scale of more than 2 billion, 50 partners with a scale of more than 100 million and 500 partners with a scale of 10 million within three years.
With cloud computing scenarios and business continued to deepen, ali cloud patterns of cooperation, with the partners from the earliest public cloud distribution patterns, evolution to the project cooperation or joint sales mode, this is integration partner, ali cloud this strengthens the identity authentication, partners, grading, the systematic construction of rights and interests of unity, and set up their own service team in the region, ecological team, Interact with partners in marketing and talent empowerment and encourage partners first.
"Internally, we emphasize the proportion of self-developed products, and we want our partners to take the lead. Ali Cloud can not solve all the problems, we are more to focus on the competitiveness of products and technology, and then have professional ability of partners to jointly serve customers. At the same time, we will continue to increase our input of resources, policies, incentives and business opportunities in system integration. We will set up special credit control resources to solve partners' capital and account period problems, and set up a green channel for related problems to improve partners' satisfaction." Mr Chua said.
At the consulting partner level, Ali Cloud increases the scale of cooperation with institutional partners in professional segments on the basis of cooperation with business consulting partners, and sets up an ETG project, which represents three directions:
First, Expertise, the rich knowledge, experience and assets of consulting partners and professional institutions are a must for digitalization projects. These assets are exactly what Ali Cloud does not have. Ali Cloud has specifically established a matching mechanism between our partners' contributions and business returns.
Second, Transformation, Alibaba Cloud further enables partners to expand their business through the establishment of three dedicated project funding, product discounts, and dedicated teams.
Third, Globalization, Aliyun's international business is still in the development stage. Meanwhile, a large number of customers are willing to come to China. Aliyun will also provide exclusive support and design corresponding services with consulting partners for Chinese enterprises going abroad and multinational enterprises landing in China.
ISV partners are divided into two parts. In terms of solution ISV partners, Ali Cloud is equipped with a special technical team, and constructs the solution development and shelf listing process to define the technical interface between Ali Cloud and partners. In terms of product ISV partners, Ali Cloud opens up the lowest level capabilities of Ali Cloud through SaaS acceleration and integration verification to help partners in product development, cloud access and commercialization process. The cloud market will accelerate business for partners at the same time.
Ali cloud services partners include delivery and service, formulated the "1000 plan" : make ten competency center, hundreds of MSP, and a partner about thousands of loop, aims and partners to build cloud technology standard of delivery, by ali cloud flying technology platform, service platform for the output of the standardization and systemization.
In general, Ali Cloud provides support from solutions, product support, project cooperation, market expansion and talent cultivation. First, through sharing aliyun channel resources and special fund support, we helped 100 partners to achieve annual sales of over 100 million yuan.
Second, provide a product cooperation and development fund of 1 billion yuan, welcome PaaS and SaaS products to enter the cloud market, and help partner products accelerate and realize commercialization through product subsidies and resource promotion.
Third, share the cake of 100 billion cloud market. Provide 100 million credit lines and business opportunities for core partners; Hybrid cloud as one of the key work this year, Ali Cloud hopes to develop a total of 50 billion hybrid cloud market with partners.
Fourth, set up a marketing fund of 100 million. More than 200 joint marketing activities were held to enhance the influence of the industry and expand the market.
Fifth, train more than 1 million digital talents. Provide talent development funds for partners, and help partners cultivate and build high-quality talent echelon through full-link training, certification and practice.
Ali cloud combing partner system, strengthen ecological for sales of power, this is the direction of cloud computing, cloud is essentially ecological industry model, cloud vendors kept increasing partner policy, will further speed up the popularity of cloud computing, from the perspective of industry observation, big public clouds of ecological partners for, at some level let cloud giant ecological competition intensified.
(Author of the first Ti Media APP | Zhang Shuai, editor | Gai Hongda)
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