Linode Welcomes Partners Overlooked by Cloud Giants

Cloud provider Linode is on the hunt for new partners, targeting firms it says the hyperscale giants neglect.

Valued at around $1 billion, Linode claims to be the biggest independent cloud vendor outside of AWS, Google and Microsoft. The company says it draws SMB-focused partners to its channel program because it offers better pricing and service compared to its rivals.

Linode’s Jonathan Hill

“There is no advantage to being a small MSP in a hyperscale world,” said Jonathan Hill, VP of revenue operations at Linode. “You often don’t have the volume to drive price discounts and you aren’t big enough to justify the level of support you need. But the cloud playing field has leveled and providers like Linode have built programs that open the door for MSPs to increase their revenue streams and profit margins.”

Philadelphia-headquartered Linode said it has recruited more than 150 new partners since launching its partner program in January. They include managed hosting companies, web development agencies, managed service providers, and systems integrators.

Overpaying for Cloud

Hill said the alternative cloud provider is eyeing traditional resellers and partners that want to add multicloud. Also, agencies and design companies adding cloud services, and systems integrators looking for “something different to the norm.”

“Our focus is on how to support developers and innovation teams around delivering what their organisations want,” he said. “These will be smaller companies that want to achieve their goals without overpaying for cloud, so partners may focus on small and midsize businesses.”

Hill wouldn’t specify what percentage of its sales go through channel partners; he describing its relationship with partners “as strategic.” However, he said the company wants to increase its partner base and support more customers through partners.

“As we expand our services … for developers such as around Kubernetes, we will work with partners on those more consultative sales,” he said.

Partners can access specific prices, a dedicated support team and marketing via content, webinars, blogs, demand generation, and MDF.

“Our partners are looking for ways to maximize their margins and find ways to open up new revenue streams. For many partners … an alternative cloud provider like Linode is often a better fit,” said Hill.

Existing partners include BitPusher, Cloudways, Pressidium, Stark & Wayne, Cloudnet, Jarvus, Savvii, and Configr. Several have headquarters in the U.K.