Yesterday at Cisco Live in San Diego the vendor announced several new service provider security solutions, keeping the promise it made at Cisco Partner Summit 2015 when it rolled out version 2.0 of its Cloud and Managed Services Program (CMSP).
At that time, Steve Benvenuto, vice president, worldwide partners and alliances at Cisco, said that the enhanced CMSP offered partners three new cloud and Cisco Intercloud-related opportunities – one of which was a new set of opportunities for resellers as more Cisco Powered cloud services are offered to enable hybrid IT.
The vendor’s new service provider security solutions include Cisco Firepower 9300 Integrated Security Platform; expanded Advanced Orchestration and Cloud Capabilities; and, advanced features such as secure containers to accommodate future security services and applications, according to the announcement.
The announcement details include:
• Cisco Firepower 9300 Integrated Security Platform was designed and built for service providers and is carrier-grade, high-performance and scalable.
• The expanded Advanced Orchestration and Cloud Capabilities enable integration between the new security solutions and third-party software- defined networking/network functions virtualization (SDN/NFV) solutions, as well as Cisco’s Adaptive Security Appliance Virtual (ASAv) with Cisco’s Network Service Orchestrator (NSO) and Application-Centric Infrastructure (ACI). Additionally, the orchestration and cloud capabilities include open APIs for integration with orchestration, Operation Support Systems/Business Support Systems, and Cloud Security as a Service solutions.
• In addition to the advanced features, Cisco ASA firewall and third-party DDoS migration from Radware are now supported. Expect to see additional capabilities in the second half of 2015.
Cisco’s security announcement for service providers highlighted the vendor’s continued push to expand opportunities with the emerging Internet of Everything (IoE).
LAS VEGAS – In the flurry of new product announcements and product upgrades being made here at EMC World 2015 and EMC Partner Summit 2015, of particular interest to channel partners was the expansion of EMC’s VSPEX converged infrastructure portfolio to include the EMC VMAX 100K enterprise data services platform.
MONTREAL – One central theme at Cisco Partner Summit 2015 that washeld here this week is tighter alignment between the sales and marketing organizations, with the goal of a more shared responsibility for revenue growth. Toward that end, Cisco purposefully scheduled, for the first time, Cisco Marketing Velocity and Cisco Partner Summit back to back.
According to Sherri Liebo, vice president of global marketing at Cisco, all Velocity attendees were expected to spend time at Partner Summit. For many Velocity attendees, this is their first time attending Partner Summit.
That was the case for Josie Smoot, director of marketing and communications at Iron Bow Technologies ofChantilly, Va., who has attended three Marketing Velocity events. She said that by attending Partner Summit with salespeople from Iron Bow she’ll get to hear what they hear and will gain more insight into the department she supports.
Tech Data Corp. today introduced a special pricing agreement tool, My S.P.A. Tracker, which is available to all resellers. The proactive tool is designed to increase revenue for partners by notifying them of revenue-boosting sales opportunities, according to the distributor.
Tech Data has always had special pricing agreements — agreements between vendors and partners administered by the distributor — but never an easy way to communicate all opportunities.
IT security has always been a moving target for businesses. The end result: Some do, some don’t and many don’t do enough.
However, as companies adopt mobile and cloud IT delivery models, and come face to face with privacy and compliance requirements, there’s renewed interest in IT security and new opportunities for channel partners. But providing security solutions will require that many solution providers rethink their posture, according to CompTIA’s recently released report, Trends in Information Security.
For starters, the industry association’s report noted that partners must thoroughly understand the regulatory climate for IT for both the benefit of their own business liability and that of their clients.
Training courses geared to keep IT channel partners skilled and current have been a staple offering from CompTIA since 2011, and the recently released IT Channel Training Guide for Spring 2015 continues that tradition with the addition of three new courses that focus on business transformation.
The new courses are the Quick Start Session to Business Agility, the Quick Start Session to Understanding Your Balance Sheet, and the CompTIA Executive Certificate in Financial Management. These offerings are just a few of more than a dozen training options that focus on the theme of business transformation. The addition of new material for partners doesn’t stop there. CompTIA also added new content in its managed services and vertical markets tracks.
Just a couple of months after Citrix introduced four new specializations designed to demonstrate a high level of technical competency, 15 partner organizations have earned one or more specialization and one partner reported winning new business because it earned the credential. Hundreds of partners are in the pipeline to attain the new certifications, according to Citrix.
For LPS Integration in Nashville, Tenn., a Citrix Platinum Partner that earned three of the new specializations, pointing out that fact to a potential customer helped to differentiate the firm from competitors and win the business. The project involved Citrix NetScaler.
“This was a customer that we had done business with before, but they were shopping around,” said said Frank Pulliza, chief operating officer and one of the company’s founders. “So we were in a competitive situation, not just from a price perspective, but there was the threat of someone else coming in and working with our client. Continued »
LAS VEGAS — The doors have closed on Hewlett-Packard Co.’s Global Partner Conference (HP GPC) 2015 – and next year’s event will be different following the split of HP into two companies. But as Printer and Personal Systems (PPS) partners move ahead with what will be called HP Inc. (HPI), they can expect to see a continuation of the partner-focused approach rooted in PPS, according to Jos Brenkel, senior vice president of worldwide strategy and project management office, printing and personal systems at HP.
Today, about 85% of PPS revenue goes through the channel.
The split of HP into two companies makes sense to Paul Kaminski, director of document storage solutions at Innovative Office Solutions, which is based in Burnsville, Minn. Innovative Office Solutions is focused primarily on the PPS side of HP’s business
It’s mid-March and if you haven’t heard the word “differentiation” used this year in conversations about channel partners and the future, you will. Differentiation is a necessity for a partner firm’s future, according to industry experts.
Creating differentiation may mean specialization around a technology practice or alignment with a vertical industry. Industry experts agree that specialization or going deep in a vertical industry is a recipe for partner success.
“Any amount of transformation is good whether a partner gets more specialized or vertical — anything is good,” said Tiffani Bova, vice president and distinguished analyst with Gartner Research, adding that partners want to be known as the go-to company for targeted expertise. Continued »