Fast-growing Nvidia GPU and cloud infrastructure provider Nebius is launching a channel attack this year to provide solution providers with the compute capacity their clients are seeking.
AI cloud infrastructure and GPU provider star Nebius is doubling down on the channel unlike ever before following a highly successful partnership with distribution giant TD Synnex as the company promises much more to come on the partner front.
With enterprise demand for compute capacity far outweighing supply, Nebius is opening its Nvidia GPUs and Blackwell Ultra platforms, as well as its own cloud infrastructure and AI offering, to solution providers as the fast-growing company is set to launch its first partner program next month.
“For every cluster that we bring online, we have four to five customers that are lined up to take it,” said Laurelle Roseman, vice president of global partnerships at Nebius.
“We view partners as a major accelerator and who will help us get into new markets, help us expand into the enterprise, and we want to provide the partner ecosystem this additional value that they can’t get with some other partners who are just providing the infrastructure,” she said.
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The Amsterdam-based company is scaling in the U.S. and beyond as it builds a full-stack platform for developers and companies to drive AI transformation—from data and model training to AI production deployment.
Nebius’ $2.3 Billion New Investment; TD Synnex Partnership
Customer pipeline and momentum at Nebius are at all-time highs.
This month, Nebius announced it is investing approximately $2.3 billion to build out capacity in the U.K. with three new deployments of Nvidia infrastructure. The new sites will deploy Nvidia Blackwell Ultra infrastructure, as well as Nvidia’s end-to-end AI factory platform technology with the goal of reaching 65-MW of capacity in 2027.
In May, Nebius also broke ground on its flagship AI factory campus in Missouri, which will be the company’s first gigawatt-scale infrastructure project in the U.S.
In April, Nebius formed a strategic partnership with TD Synnex in which TD Synnex’s channel partners can offer Nebius’ AI cloud capacity, securing dedicated Nvidia infrastructure for clients to build on. TD Synnex named Nebius as the first-to-market AI cloud in its AI infrastructure services portfolio.
“Look at what the partner ecosystem has done for the hyperscalers. They’re a core part of their business motion from the marketplace perspective,” said Roseman. “So we want to be the frontier neocloud to build [a partner] program and provide value to these partners. … So we will be launching a formal partner program later this summer, where it’ll have the classic tiers and different incentives.”
In an interview with CRN, Roseman takes a deep dive into the company’s upcoming partner program, channel push in 2026, its TD Synnex partnership and the future of Nebius as demand far outweighs supply in the AI era.
With GPU demand so high right now for you, is Nebius striving to onboard new channel partners?
Yes we are. So for every cluster that we bring online, we have four to five customers that are lined up to take it.
Nebius is consistently bringing on new clusters globally. It’s just this continuous motion of new clusters, five customers line up—the demand is outpacing the supply just in general in the industry.
What we can continue doing is selling to one part of the market, which are the AI natives. They know exactly what they need, know how much GPUs they need, know what they’re doing. They’re consistently getting fundraising to buy the infrastructure in this ever never-ending cycle.
What Nebius is doing is we’re building for scale and we’re building for growth, and not just for the now, but for the future.
So the leadership at Nebius views the channel and partner ecosystem as a very key motion to how we’re going to market.
Looking at a global scale, where does Nebius see partners being influential?
We have business in America. We have business in EMEA. We just brought on a new general manager for APJ.
APJ is primarily partner-led, where there’s GSIs and distributors and resellers.
EMEA, when you go to the enterprise, they’re also very much partner-led.
What we see as an opportunity that the majority of the customers today, outside of these AI natives’ customers, are enterprises.
And how do enterprises buy? They buy through the partner ecosystem.
You formed a strategic partnership with TD Synnex that allows partners to sell Nebius. Talk about that?
The TD Synnex program was first to market and we’re very specific why we did it.
Nvidia is a very strategic partner of ours. [Nvidia’s America’s partner organization leader] Craig Weinstein saw the gap where a lot of their enterprises will go on-prem and they will still stay on-prem, but they need this bridge capability between when their on-prem environments are ready—which takes six to nine months, and with supplier delay could take longer.
So what happens with their enterprise customers, when they get up and going, there is no capacity for them to do that.
So Nebius, we could have sold the capacity we sold to TD Synnex in a day with an AI-native customer, but we carved that out to say, ‘Listen, this is a new business motion. Let’s see what happens?’
The results in the past month have been phenomenal.
Like even AI natives [clients] want to go now buy through the channel because they see the potential of their bundle, what they’re doing on Nebius infrastructure, how can their solution then get pushed through distribution to enterprise customers. That’s a very unique outcome we didn’t see coming.
We just thought that this could be a great bridge and gives the channel the exposure to the capacity they can’t get.
But now it’s actually creating a larger GTM motion where they see this unique opportunity that Nebius is providing from a global perspective, and not just becoming a supplier on the infrastructure side.
Are you looking to replicate this type of partnership with TD Synnex with other distributors over time?
We are.
It’s not just distributors, it’s potentially telcos, it’s resellers—across the board.
They are just looking for a way to get the capacity ahead of the time, so they’re not in a position where they can’t sell to their customers.
We’re unlocking this to show that we can do it.
We are taking on the risk to say, ‘Let’s figure out what this looks like?’ And now we have resellers and distributors in Europe saying, ‘I want to replicate this.’ I’ve got APJ partners calling us and saying ‘We’ve got enterprise customers who want this. How can we get into your next cluster?’
So just taking that first step ahead has opened up the market of, ‘Here’s a partner, a AI hyperscaler, that’s opening up new ways to market.’ Which is key to future success at scale.
Is Nebius building any type of formal partner program as you push your infrastructure and offerings through the channel?
So we will be launching a formal partner program later this summer, where it’ll have the classic tiers and different incentives.
We have something called Nebius Academy, which is not a certification platform, but we can educate different personas around AI and how to enable them on Nebius as well.
We’ll be launching it in July or August.
We go to market by industry: healthcare and life science, retail, physical AI, etc. so they’ll be different levers that we’re looking for from partners.
What kind of profitability opportunities will there be for VARs, service providers, etc.?
From a margin perspective, they can make up to double digits if they wrap their services around it.
From the hyperscale perspective, from what I’ve heard from our partners is that they don’t make margin and they don’t get access. So those are two key things that kill their business.
What we’re trying to do is allow them to have access, which we’ve shown with the TD Synnex opportunity and other things that we have in pipeline right now.
A lot of these resellers today are not just SKU-ing up infrastructure or any other product that they have. They really are trying to become this new system integrator type of play.
With Nebius, we have a platform where you can train, but now investing heavily on our inference stack, so there’s opportunity for model optimization.
So Nebius is continuing to add all these different layers, applications, software and platform plays, so that you’re not just skewing on the infrastructure alone.
Why is the channel more important now for Nebius than ever before?
We see this phase right now happening where enterprises—from prototyping to production— they are figuring out, ‘What does AI mean? How do I impact it in my business? What’s the ROI. And now if I don’t implement AI into my business, am I going to lose the race?’
We view partners as a major accelerator, and to help us get into new markets, to help us expand into the enterprise, and we want to provide the partner ecosystem this additional value that they can’t get with some other partners who are just providing the infrastructure.
Partners today want to wrap their services around us.
They can do that without inference stack, with optimization, with the different tooling that we’re bringing on.
From the other side of the partner ecosystem, we’re looking to ISVs to bundle their platforms on top of Nebius and then create these reference architectures to then go sell it through the ecosystem.
Long story short: the demand is there, supply is limited.
If we’re taking a step back, ‘What does this look like in 10 years’ time?’
Look at what the partner ecosystem has done for the hyperscalers. They’re a core part of their business motion from like the marketplace perspective, so we want to be the frontier neocloud to build that program and provide value to these partners.
What types of partners are Nebius seeking right now?
It’s GSIs [global system integrators], it’s VARs, it’s distributors—it will be the whole tech ecosystem.
Because capacity is so limited, we want visibility into who our customers are. So we really are shaping this partner program to be more of a co-sell motion.
Infrastructure is confusing if you’re not technical and you don’t have the know-how of how to do it. The phenomenal thing about Nebius is more than 50 percent of our employees today are AI/ML deep experts, both on the engineering side and the product side.
So we are bringing on technical enablement.
I’m hiring for partner enablement. I’m building out a specific partner solution architect support team to help our partners and their customers.
In partner marketing, we’re doubling down on investing.
So the whole partner team at Nebius is growing as our GTM team is growing.
So the partner program will encompass all these different ways that we can support our partners across the partner types and more focused on co-sell motions.
