The New Relic Cloud Migration Partner Summit was an informative and inspiring kick-off to FutureStack: New York last month. Our partner ecosystem of system integrators, consultants, and value-added resellers came together with New Relic execs and industry leaders to learn from the experts—and each other—during a collaborative day of presentations, panels, and networking.

cloud integrationIt was also where we announced the New Relic Navigators Partner Program, designed to help leading partners drive speed and visibility for customers. The program includes best practices and tailored dashboards, enhanced revenue sharing for resellers, new training and enablement offerings, and new go-to-market programs.

In case you weren’t lucky enough to be there, here are a baker’s dozen insights we heard that stayed with us long after the flight home from New York:

1. Traditional companies are facing a different set of challenges than the web-native startup community. They are driving to modernize using the cloud, containers, and other modern technologies, but are scrambling to figure out how they need to refactor their businesses and their applications. To go faster with confidence, they need guides, and New Relic’s partners are perfectly positioned to be those guides.Robson Grieve, New Relic CMO

2. This is still Day One of the migration to the cloud. We’re still in the disruption phase, and it’s “disrupt or get disrupted.” Companies are realizing they need to disrupt themselves to be more innovative. The opportunity is now. For example, GE is building its cloud platform for the next 100 years. If you miss now, you might be locked out for the next 10, 30, 50 years. Matt Yanchyshyn, AWS Director of Solutions Architecture

3. Companies are moving to the cloud using multiple methods, not just Lift-and-Shift. They are often moving more than 100 apps at a time. And despite perceptions that only the easy stuff is being moved, some enterprises are taking the difficult stuff first—the problem apps that they spend a lot of time working on. This process is often kicked off by application rationalization efforts: “Should I spend time on this if it’s only going to be around for a couple more years?”Lauren Nelson, Forrester Principal Analyst, Infrastructure/Operations

4. Executives have an implicit understanding that they are already working in the cloud, but it’s not really true. They need a lot of education, but they’re not dumb. They know what consultants bring to the table. They want a prescriptive product approach, so ask them questions about what outcomes they want, then tell them how to do it.Sibu Kutty, Cloud Technology Partners Vice President/Principal Architect

Steve Henry Abner Germanow Sibu Kutty Cloud Migration

Steve Henry, Abner Germanow, Sibu Kutty

5. For cloud migrations, it’s critical to engage early and gain stakeholder support. “Engage early” means bring New Relic to the table before you start your cloud migration process. Our tools work seamlessly on-premise and in the cloud, so setting up a solid monitoring platform before you migrate is key. Without monitoring, customers have little visibility into their current setup, performance, and availability, and that makes it extremely hard to execute the migration with confidence.Tori Wieldt, New Relic Developer Advocate

6. What really impressed the rest of the organization was that we could put up a brand-new end-to-end e-commerce site in under six months—a project that in the past would have taken at least a year.Todd Wilson, REI Director of Software Engineering

7. Cloud migration is hard—companies need help. They don’t have the tools or expertise to pull apart monolithic apps and move them to the cloud in the right time frame. They don’t understand the licensing requirements. And that creates a huge new opportunity for New Relic partners.Lauren Nelson, Forrester Principal Analyst, Infrastructure/Operations

8. There is a cloud adoption sweet spot, to which many companies quickly advance, but then move past much more slowly. They accept cloud to a point, but are often reluctant to go past that. It creates a center of gravity for cloud adoption.Lee Atchison, New Relic Principal Cloud Architect

9. No good migration is ever about pricing—but price always comes up at some point. If they’re chasing a 10% savings, it won’t work. Eventually, what they really want is simplification, agility, and so onSteve Henry, Slalom Consulting Practice Manager, Technology Engineering

10. Companies sometimes say,  that, “if you do the math, “the cloud will cost us more.” But that math is sometimes tainted by the person holding the pencil. Like-to-like comparisons are not the right metric. The power of the cloud is that you don’t have to buy a service as big as the one you’re replacing. You can just buy the compute you need, which usually makes the cloud cheaper. After migrating thousands of hosts to the cloud, we found that 45% of operating system instances could be run more economically in the cloud without any app changes. Aaron Rallo, TSO Logic CEO

Lauren Nelson Cloud Migration

Lauren Nelson

11. Companies often choose their first provider using a bidding war, but they stay with that provider because of proprietary services and skill sets. 46% of enterprises use two or more cloud providers—that’s less than most people expect. Companies typically don’t see opportunities to move from one cloud provider to another, but they want to know they can migrate if they have to.Lauren Nelson, Forrester Principal Analyst, Infrastructure/Operations

12. Competencies are our “recommendation engine” for partners. They represent a relatively small set of partners, and we put a ton of effort into vetting the business and the technical sides of all our partners who earn competencies. They mean “we trust you with our customers.”Matt Yanchyshyn, AWS Director of Solutions Architecture

13. When you instrument your applications, you discover the differences between the perception of how applications are used and the reality of what users do. It is virtually impossible to make the transition to the cloud without agile and integrated teams that have a clear view into customer experience and behaviors.Catherine McGarvey, Pivotal Advisory Field Platform Lead

If you’re interested in becoming a New Relic partner, apply to become part of the Navigators Partner Program (you can read the press release here). If you’re already a partner, be on the lookout for another partner summit coming to a city near you!

(Editor’s note: Comments have been edited for clarity.)

Matthew Gray is worldwide channels leader at New Relic. View posts by .

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