Channel Marker

Sep 2 2009   12:37PM GMT

Two developers make the most out of the VMware ecosystem



Posted by: Heather Clancy
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Akkori
channel program
DataCore
Virtual infrastructure
Virtualization
VMware
VMworld

I’m not at VMworld this week, but it seems like everyone else is, including Microsoft. So it’s not surprising to me that some of the channel news that I’ve come across in the past couple of weeks is very much tied to activity at the conference. This post is about two of the vendors seeking to coat-tail themselves on the success of the VMware channel.

The first, Akorri, has actually been exhibiting at the conference. Akorri is one of the vendors in the virtualization management, or virtual infrastructure and capacity management space. I wrote about this sort of technology a few months back for the SearchITChannel site. Here’s that link. Akorri’s product is called BalancePoint, which was recently updated to version 3.0. It handles tasks such as finetuning virtual CPU effiency or analyzing SAN switches. It also helps people better plan virtualization projects from the onset.

Akorri has just revamped its channel program, with the arrival of Bill Simpson, vice president of worldwide sales, and Warren Mead, vice president of U.S. channels. The program, called PartnerPoint, sets more structure around the company’s channel recruitment and support and establishes two tiers, Basic and Premier. One difference between the Basic and Premier level, for example, is that Premier partners can deliver assessments through the company’s new Assessment Program.

The rallying cry of Akorri’s channel team is depth rather than breadth. The company’s deal registration policy has also changed and the main modification is pretty simple: If you register the deal, you get additional margin, regardless of whether or not the deal is shopped out from underneath you, according to Simpson.

For more on Akorri’s deal registration, see my post over at the Connected blog.

The other developer looking to woo VMware partners is DataCore Software, which markets storage virtualization technology.

DataCore is running several promotions specific to VMware partners. They include:

  • Academic and educational account discounts
  • Government programs and discounts
  • A 1-terabyte SAN software promotion for disaster recover or business continuity projects
  • A “Revitalize or Repurpose” promotion for companies supporting existing SANs or storage arrays

Information about all of the programs can be found at this link.

DataCore has also set up a Solution Advisor Resource Center with materials that VARs can use to build their storage virtualization business.

 

Check out the latest IT channel news at SearchITChannel.com.

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