Channel Marker

April 23, 2007  8:18 PM

CA’s new mid market business unit urges channel to sell storage software

Brein Matturro Profile: Brein Matturro

CA announced today at CA World, Las Vegas, that it has opened a mid-market business unit to help its channel sell the newly unveiled CA Recovery Management suite of storage software to companies that have 500 to 5,000 employees and revenues of $100 million to $1 billion.

The Islandia, N.Y.- based software company’s new business unit opened its doors last week and has a staff of 350 people.  The division will dedicate half of its resources to pushing storage sales while the other half will push other CA products. 

Among the benefits, resellers will receive technical and marketing assistance, but details were sketchy on any further channel incentives.“It’s a mid-market business unit that will include storage, but will expand beyond storage to  support product from anywhere in our portfolio that we can do the necessary engineering to make the product more of a mid-market oriented product,” said Bob Davis, senior vice president and general manager of CA’s mid-market and storage business unit. 

Recovery Management, which will be sold exclusively through resellers, is a suite of products that include ARCserve, CA’s back-up and recovery software, XOsoft WANsyncHA that provide business continuity for servers running Microsoft Exchange, Microsoft SQL Server or Oracle databases as well as tools for high availability, continuous data protection, failover and disaster recovery testing.    The products use one common standard user interface, Davis said. 

Another product resellers will be encouraged to push to the mid-market is ERwin, a data modeling software.  Todd Pekats, director of strategic alliances at CA business partner CompuCom Systems Inc. said the business unit will help his company in many areas of storage software sales. 

“The new business unit will offer a group of dedicated resources that will help us drive the solutions from a branding, marketing and development standpoint,” Pekats said.  “Just navigating and figuring out who to go to when we want to integrate solutions has been difficult in the past.  The new business unit is going to be focused on helping us drive those particular products in that suite,” Pekats added.

April 23, 2007  4:18 PM

Trend Micro gives partners new management, support tools

Brein Matturro Profile: Brein Matturro

Cupertino, Calif.-based antivirus and Internet security vendor Trend Micro Inc. is trying to make its partners’ lives easier — and more profitable — with two new tools. 

Next month Trend Micro will begin releasing its new customer management tool, Worry-Free Remote Manager. Worry-Free Remote Manager will allow partners to manage multiple customers who are using Trend Micro’s Client Server Security for SMB or Client Server Messaging Security for SMB. Partners will be able to perform quick status checks, push down basic commands and run graphical reports of their customers’ environments from a single console hosted by Trend Micro. According to Jon Clay, product marketing manager of Trend Micro’s SMB segment, the partner and customer will still own all of the data — Trend Micro doesn’t keep any customer data in its data center, he said. 

The Worry-Free Remote Manager will, Clay said, “enable [partners] to manage more customers more effectively.” The console will be available to Trend Micro partners free of charge for the first year to give partners an opportunity to expand their customer base and increase revenues, he said.

Trend Micro is also announcing the release of its SMB Support Portal. The online resource will give partners access to support information from Trend Micro as well as other partners via a community forum. Like the Worry-Free Remote Manager, Clay said the SMB Support Portal is intended to help partners become more efficient in the management of Trend Micro’s products and “improve the support experience for their customers.” Partners will be able to spend less time supporting and more time generating revenue, he said.

— Crystal Ferraro

April 23, 2007  1:16 PM

Trend Micro announces channel enhancements

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

Trend Micro channel partners will soon have two new tools to help them do business with clients and the Tokyo-based vendor.

The company today introduced its Worry-Free Remote Manager, a console that will let channel partners manage multiple clients’ security solutions from anywhere at any time. Its global roll-out will begin next month in North America.

Trend Micro also announced its new SMB Support Portal, an online resource that channel partners can use to manage their clients’ technical support. Patches, service packs and other documents are available on the portal, which also features a forum where channel partners can share information with each other. So far the portal is available in English and Japanese.

Here’s the press release for more information: “Trend Micro Further Invests in Channel Programs with New Value-Add Offerings.”

April 23, 2007  6:46 AM

Channel news: Feds expose private citizen data; offers CRM-free version

Brein Matturro Profile: Brein Matturro

Federal Web site exposes private U.S. citizen data Major federal website problem discovered by a farmer in Illinois who Googled herself. DailyTech] offers CRM-free product With its Platform Edition, users can deploy on-demand applications from the company’s AppExchange without buying and underlying CRM license. []

Disgruntled techie attempts Californian power blackout Counter-terror feds swoop after data centre sabotage. [TheReg]

Continued »

April 20, 2007  1:30 PM

Email archiving’s legal implications

Brein Matturro Profile: Brein Matturro

A article penned by Nicole Lewis, Email archiving drives storage sales in channel, reported recently that email archiving is the “fastest growing market for resellers and possibly the most troublesome, because of the role email plays as evidence in lawsuits and financial investigations.”

As Attorney General Alberto Gonzales is now finding that out, the legal implications of email archiving are extensive. A recent Boston Globe article reported that last year Gonzales’s former chief of staff, Kyle Sampson, sent former White House counsel, Harriet Miers, a list of possible replacements for the White House prosecutors who were dismissed. This message contradicts Sampson’s testimony to the Senate Judiciary Committee last month, in which he said they had no replacements in mind. White House officials also announced an investigation into 5 million emails sent by President Bush’s top aides, which were allegedly lost when the administration switched computer systems.Congressional Democrats want to know whether the emails were deleted to cover up information.

Our IT glossary,, defines email archiving “as a systematic approach to saving and protecting data contained in email messages to it can be accessed quickly at a later date.” It also says that “today’s compliance legislation and legal discovery rules make it necessary for IT departments to manage a company’s email in bulk, so messages can be located in minutes.”  

It is probably worth considering what the legal implications are for the channel, and what policies a reseller should implement to protect him/herself? According to the aforementioned article regulations and policies implemented depend on the customer and the industry. What do you think?

Esther Friedman

April 20, 2007  6:38 AM

Channel news: Update deflates BlackBerry; Web 2.0 is unseen threat

Brein Matturro Profile: Brein Matturro

“Insufficiently tested software” caused BlackBerry failure The installation of an insufficiently tested piece of software set off a chain reaction that eventually cut off BlackBerry service. [NYT]

Bulletin: Internet is risky: Staff use of Web 2.0 is unseen threat, survey says Companies underestimating leak risk. [TheReg]

March of progress? Dell is bringing XP back Amid significant customer demand, the computer maker said on Thursday that it has returned to offering the older Windows version as an option on some of its consumer PCs. [CNET]

Art of the deal:  U.S. Joins kickback case against HP, Sun The government has joined in a whistle-blower case filed against Hewlett-Packard, Sun Microsystems and Accenture over improper payments connected to government contracts. [NYT] Continued »

April 19, 2007  12:10 PM

SNW: Where are the VARs?

Brein Matturro Profile: Brein Matturro

Two announcements coming out of the Storage Networking World (SNW) conference in
San Diego this week once again remind the industry that the small to medium size (SMB) business segment is an important battleground that every vendor wants to play in, and every vendor admits that  the vehicle to getting additional SMB customers is through value added resellers (VARs).

It’s not surprising that when Hewlett Packard Corporation (HP) unveiled at SNW its StorageEssentials Standard Edition, a storage resource management (SRM) tool that’s tailor made for the SMBs and priced at $37,000, it stressed that by bundling basic modules to the software rather than adding them separately, the company is making it easier for VARs to offer the product to SMB customers.

Another SMB play came from IBM who announced that its DS3200 and DS3400 products will now come with controllers, host bus adapters (HBAs) and cables.  IBM estimates that the new packages are up to 20% cheaper than purchasing the parts separately.

A separate announcement is that IBM Global Technology Services will offer a set of new services to help customers with the design of their storage environment, the transfer of data to IBM technology and the management of data across vendor platforms as well as assistance with records and e-mail management.  I’m sure VARs will be saddled with assisting customers to implement the bundled systems and services that vendors continue to offer.   

Where are the VAR voices at SNW?  A quick scan of the agenda will lead you to believe that VARs are not a critical part of the storage landscape.  Could this be true?  The biggest storage conference on earth and you can’t find a handful of VARs on the agenda.   Does the storage industry take VARs seriously?  Have a look at the SNW agenda and tell me what you think.

April 19, 2007  7:52 AM

AppGate looking for channel help

Brein Matturro Profile: Brein Matturro

For our British readers, the UKPRwire is reporting that AppGate recently signed on a trio of new VARs to help it resell its network access control and mobile access products. No need for jealousy, however, as the network security vendor is looking to take on more. All in all, AppGate is hoping to double its reseller network in 2007.

According to the release, AppGate’s renewed interest in its partner initiatives is a response to increased demand and anticipated growth. Jamie Bodley-Scott, AppGate’s UK and Ireland operations manager said, “[Partners] are key in helping us to increase awareness and highlight how a new approach to working practices requires a new approach to network design.”

Unfortunately, while this news may be exciting for our audience in Great Britain, our other readers are left cooling their heels, at least until AppGate gets itchy to expand outside of Britannia. While they wait, however, they might be well-served to check out our networking vendor topic center to learn more about other vendors’ partner program offerings.

~Eric Pierce

April 19, 2007  7:38 AM

Channel news: State dept. gets pwned; CVS releases private data

Brein Matturro Profile: Brein Matturro

U.S. state dept. gets pwned  A break-in targeting State Department computers worldwide last summer occurred after a department employee in Asia opened a mysterious e-mail that quietly allowed hackers inside the U.S. government’s network. [AP]

Not-so-compliant: CVS leaves credit-card, SSN and prescription info to dumpster divers

The same Texas Attorney General that is suing Radio Shack for dumping into the trash all sorts of customer info, is now also ready to sue pharmacy chain CVS for similar moves. CVS employees were apparently dumping customer records where any dumpster diver can get them, including all the expected info: name, address, phone number, social security number, credit cards and prescription data

Extending the outrage: Malware authors exploit Virginia Tech tragedy Camera phone footage ruse leads to Trojan depository. [TheReg]

Oracle patches 36 holes  Oracle Corp. on Tuesday issued patches for 36 holes in the database management system, application server, E-Business Suite and JD Edwards and PeopleSoft software.
[] Continued »

April 18, 2007  4:14 PM

USi acquires e-commerce consultancy

Yuval Shavit Profile: YuvalShavit

The IT industry’s trend towards consolidation continued yesterday as USinternetworking Inc. (USi) announced that it has acquired Daniel IT Services Inc., a Madison, Ala.-based consulting firm focusing on WebSphere Commerce suite implementation.

USi, an application service provider which was itself bought by AT&T last year, says the acquisition will allow it to complement its hosting with front-end consulting.

“Our service model has always been to create an outstanding managed service capability, and really through that capability and provide clients the ability to maximize their purchase of that application,” said Curtis Hampshire, USi’s general manager of eBusiness. “In terms of WebSphere [Commerce] knowledge, our clients have wanted us to have deeper knowledge with the application.”

Daniel IT will help complement USi’s services, the interesting point may be that the move is further evidence that the IT industry is consolidating, said Gartner vice president of research Michele Cantara.

“It certainly gives them a lot of feet on the street — or more feet on the street — when there’s really a talent shortage” in the industry, she said.

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