Guide
What is a cloud aggregator — and what should an MSP expect from one?
The aggregator model explained: how it works, how it differs from distribution, and the questions to ask before choosing one.
If you are an MSP evaluating how to deliver backup, security or cyber-resilience services, you will encounter aggregators, distributors, direct-vendor programmes and hybrid models. Understanding what each provides — and what it does not — helps you choose a relationship that matches how you want to operate.
The aggregator's role
A cloud aggregator sits between a technology vendor and the MSPs or resellers who deliver services to end customers. Unlike a distributor — whose primary role is procurement at scale — an aggregator adds an operating layer that typically includes:
- Platform access and tenant provisioning
- Local or regional infrastructure for data storage
- Billing in local currency with usage-aligned pricing
- Onboarding, training and service-design support
- Technical support and escalation
- Ongoing enablement and operational guidance
The aggregator does not replace the vendor; it extends the vendor's reach by making the technology operationally accessible to a partner channel that might not have the scale or infrastructure to work with the vendor directly.
Aggregator vs distributor vs direct
| Capability | Distributor | Aggregator | Direct vendor |
|---|---|---|---|
| Platform access | Licence procurement | Provisioned multi-tenant access | Direct console access |
| Infrastructure | Vendor-hosted | Local/regional hosting option | Vendor-hosted |
| Billing | Vendor currency | Local currency, usage-aligned | Vendor currency |
| Support | Procurement support | Technical + operational support | Vendor support tiers |
| Enablement | Product training | Service design + onboarding | Certification programmes |
Questions to ask an aggregator
Before committing to an aggregator relationship, an MSP should be able to answer:
- Where is data physically hosted, and can I choose the region?
- Is billing in my local currency, and is pricing usage-aligned or committed?
- What does onboarding include — and what is my responsibility?
- What are the defined support response expectations?
- Can I brand and package services under my own identity?
- What happens to my customer data if I leave?
Where Soteria Cloud fits
Soteria Cloud operates as an independent Acronis Platinum Aggregator in South Africa. That means MSPs and resellers access Acronis Cyber Protect Cloud through Soteria with local infrastructure hosted in Teraco data centres in Johannesburg and Cape Town, Rand-based billing, structured onboarding, and local technical support.
The aggregator model means partners own their customer relationships and brand their services, while Soteria provides the platform access, infrastructure, billing and enablement layer behind it.
Frequently asked questions
What is a cloud aggregator?
A cloud aggregator is a service layer between a technology vendor and managed service providers (MSPs). It provides the platform, local infrastructure, billing, support and enablement that MSPs need to package and deliver vendor technology as their own managed services.
How is an aggregator different from a distributor?
A distributor focuses on procurement — making products available to resellers at scale. An aggregator adds an operating layer: local infrastructure, technical support, onboarding, service design assistance and ongoing enablement. The relationship is operational, not just transactional.
What should an MSP look for in an aggregator?
Platform access, local data residency options, billing in local currency, structured onboarding, technical support with defined response expectations, service-design guidance, and transparency about what is and is not included.
See the aggregator model in practice
Explore the Soteria Cloud partner programme or start a 30-day platform trial.