Channel Marker

July 23, 2015  7:41 PM

IDC’s Darren Bibby offers business transformation pointers

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Channel partners, IDC, Intellectual property

Last month when I spoke to Darren Bibby, program vice president, channels and alliances research at IDC, about partner collaboration as the path to new and broader channel business opportunities, he said that he considers partner collaboration as the eighth transformation area that IT solution providers must deal with to transform their business. Why the eight and, what are the other seven?

In a presentation that Bibby put together this year, Business Transformations in the Third Platform, he highlighted seven vital areas partners must tackle to transform their business:  technology, time horizon, customer, sales motion, marketing, activities and competition – partner collaboration, which wasn’t on that list at the time he put together his report, would make it eight.

As covered in the article – “New Types of Partners Spark Channel Alliance opportunities” – SearchITChannel delved into what partner collaboration looks like, why partner companies need to make it a business imperative and how some channel partners make it work.

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July 21, 2015  9:13 PM

At Microsoft, partnering rises to the top

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, CRM, ISVs, Microsoft, Microsoft Partner Network, Microsoft partners, Office 365, SharePoint

Partnering is rising to the top at Microsoft, especially as unique intellectual property, differentiation and specialization increasingly set apart channel partner firms. At the same time, customers want complete solutions, so increasing partner-to-partner connections is critical, according to Gavriella Schuster, general manager for worldwide partner programs at the company.

At last week’s Worldwide Partner Conference 2015 in Orlando, Schuster said that helping partners find each other and find partners with complementary skills is important to the company: “So what I’m looking at is, how do I help partners do that?”

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July 17, 2015  7:45 PM

WPC 2015: HP, Tech Data, Nintex expand channel offerings

Lynn Haber Lynn Haber Profile: Lynn Haber
Azure, Channel, cloud, CRM, HP, Office 365, SQL Server, Tech Data

Lots of vendors issued press releases at Microsoft’s WPC 2015 this week; here are a few more for SearchITChannel readers:


HP ServiceOne partners have several new offerings that target Microsoft platforms to offer their customers following an announcement HP made this week.

The new consulting services include: HP Database Migration Assessment Services for Microsoft SQL Server; HP Database Migration Service for SQL Server; HP Consulting and Integration Services for Microsoft Azure; and the HP Readiness Workshop for Office 365.

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July 14, 2015  3:25 PM

HP, IndependenceIT among WPC 2015 newsmakers

Lynn Haber Lynn Haber Profile: Lynn Haber
BitTitan, Channel, HP, Ingram Micro, Microsoft

ORLANDO, Fla. — Microsoft Worldwide Partner Conference (WPC) 2015 is the place for companies in the vendor’s partner ecosystem to tout their latest news. Here’s a brief roundup:


With the upcoming general availability of Windows 10 in a couple of weeks, HP announced a new channel opportunity for partners that includes a blueprint to drive Windows 10 migrations. What’s included: partner education and training as well as competency rebranding; marketing development support plus marketing funds to support Windows 10 migration efforts with customers; co-branded marketing assets; and, partner incentives including new business opportunity boosters, according to the vendor.

HP boasted that its Windows XP migration program was a $21 billion dollar opportunity for partners and the company helped partners more than double their growth rates year over year though training and certification programs.
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July 7, 2015  9:14 PM

Bluewolf and the art of the partnership

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Marketing, Oracle,

Born-in-the-cloud companies are a new breed of channel partner gaining stature, and customers, as consultancy and implementation leaders in the burgeoning era of cloud computing.

Bluewolf exemplifies a born-in-the-cloud company. The global business consulting firm was named a worldwide leader in the Salesforce implementation ecosystem by IDC this year as well as last year. So it’s no surprise that the marketing-savvy company — and Salesforce marketing cloud consultancy and Oracle Marketing Cloud specialist — understands the importance of corporate branding, digital marketing and social responsibility. Continued »

July 6, 2015  8:37 PM

EMC Business Partner Program: Read all about it

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, EMC, Partner programs

At the EMC Global Partner Summit 2015 held in May, channel leaders talked about a tighter relationship with partners, tighter alignment between the vendor’s direct and indirect sales channels, and expanded business opportunities for all partners in the EMC Business Partner Program (BPP).

That program went live in January 2015. Today, the company rolled out the EMC Business Partner Program Guidebook, a 40-plus page resource for everything EMC channel.

The new guide provides existing EMC partners with information on the structure of the BPP, which is the umbrella program for all EMC business partners, partner requirements and benefits. The guide also serves as a comprehensive introduction to partner firms considering EMC as a vendor partner.

A large technology vendor with a sprawling partner program, EMC helps simplify multiple tracks with its BPP Guidebook: Solution Provider (VAR); Direct Market Resellers (DMR); Cloud Service Providers (CSP); Global Alliance (GA); Enterprise Content Division (ECD); RSA SecurWorld (RSA); and, Original Equipment Manufacturers (OEM).

In addition, the guide provides links to EMC’s federated companies: VMware, VCE, Pivotal, and RSA — more commonly known as The Federation.

Each EMC track has its own section that, depending on the track, may include an overview, explanation of benefits, tiers, requirements, solutions, services, marketing programs and tools. Track sections also delve into the financial benefits of partnering with EMC (including rebates, co-op, and market development funds), global financial services, demo programs, cross-border deals, playbooks and special training.

The BPP Guidebook also addresses new partner onboarding and resources such as the Partner Portal, and Global Partner Summit.

June 30, 2015  9:01 PM

HP update: Breaking up is hard to do

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, HP

Edging closer to the historic split of Hewlett-Packard into two formidable companies — HP Inc. and Hewlett Packard Enterprise — a couple of top executives are on their way out.

Today, HP announced that Bill Veghte, executive vice president and general manager of HP’s Enterprise Group (EG), would leave his position at the end of the summer. Veghte served in his latest position since August 2013. Prior to that he was COO and chief strategy officer for a year and eight months. He joined HP in May 2010.

Antonio Neri, senior vice president and general manager with HP EG, will officially assume Veghte’s role, which he stepped into while Veghte focused on efforts around the HP split with the Separation Management Office. Neri joined HP in 1995.

HP also announced that Chris Hsu, senior vice president, organizational performance at HP since May 2014, would assume the role of COO for Hewlett Packard Enterprise. He worked with Veghte at the Separation Management Office.

In addition, Harry Gould sent an email to partners announcing that today was his last day as vice president of worldwide alliances and channels at HP Software. Gould served in this position since April 2013. The note went on to say:

I want to thank you for your help and guidance over the last 2 years and 3 months. I thought I knew a lot about partnering having done it for several enterprise software companies but our partnership has provided a tremendous opportunity at scale to learn even more. I believe our partnership is stronger than ever. I also believe HPE and HPI have very bright futures and seeing as though I am a long time resident of Palo Alto (I live 3 blocks from the Garage!) I have a vested interest in the success of the two new companies.

As for me, I will be returning to a much smaller and software only company. Looking at several options but you can be assured wherever I go I look forward to partnering with you. I will let you know as soon as I land.

June 29, 2015  7:28 PM

New Signature: Partnering its way to stardom

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Mergers & Acquisitions, Microsoft partners

For the second consecutive year, 13-year-old New Signature, which is based in Washington, D.C., has been named the Microsoft United States Partner of the Year. Last year, the Microsoft-centric managed service provider and cloud-first company specialized in design, customization, management and support of private and public cloud services as well as hybrid environments. Today, the partner company also calls itself an independent software vendor (ISV).

With the recent $35 million infusion of cash from Columbia Capital, a venture capital firm based in Alexandria, Va., New Signature company President and Founder Chris Hertz set out to expand the company’s capabilities and geographic reach.

On June 1, with the acquisition of CMS Consulting Inc. and Infrastructure Guardian — two Toronto-based Microsoft partners — New Signature Canada was launched. The transaction expanded the partner’s skill set to include specialization in Microsoft infrastructure and ISV and managed services from Infrastructure Guardian, a sister company to CMS Consulting. Brian Bourne, founder of both Canadian firms, heads up New Signature Canada as president.

Partner partnering has been an essential ingredient to the success of both New Signature and CMS Consulting. Were it not for partnering, New Signature wouldn’t be the company it is today, Hertz said.

“Today, there’s a much broader set of technologies that businesses can consume and, as a result, it requires greater partnerships,” he said.

Providing business solutions today exceeds the scope of expertise of a single partner, he noted.

“I believe that if you look at companies that have been successful versus companies that have not been successful, a lot of our success has been predicated on embracing the new [technologies] and helping our customers solve for that, and that means working with a broader set of partners,” Hertz said.

Five years ago, New Signature, founded in 2003, didn’t have a director of alliances role dedicated to finding — and going to market with — the right partners.

“That’s because the importance wasn’t quite as high,” said Hertz.

Today, New Signature boasts a broad set of partnerships across a range of Microsoft partners. Implementing a Skype for Business server project on-premises or even online requires about half a dozen partners to bring the solution to market, for example.

“It requires a litany of partners – some who fill in gaps and others who bring more advanced solutions to market with our customers. It’s about going out and saying, ‘What are we really good at? We’re good at these four things, and the customer needs a solution that requires a broader set of capabilities; let’s go out and find that really amazing partner to work together,'” explained Hertz.

Interestingly enough, CMS Consulting and sister company Infrastructure Guardian had not partnered with New Signature prior to the acquisition. However, Hertz said they were a well-known Microsoft partner.

“We went out looking for set of really smart, talented and intellectually curious folks who really fit with our culture and would deliver a set of skills and capabilities that we didn’t have in-house,” he said.

CMS Consulting was also a Microsoft Partner Award winner. The company won the Microsoft Canada 2014 IMPACT Award and is in the running for the same award this year, along with collaborating partner iMason.

As an infrastructure company with a narrow focus around Microsoft technologies, CMS Consulting often partnered with application development partners, providing the complex infrastructure that sits beneath the application. Then, when these application-level solution providers showed a desire to move to an as-a-service model — running and managing the application for customers — they white-labeled Bourne’s Infrastructure Guardian service. Infrastructure Guardian provides 24/7 cloud management as a service for the public, private and hybrid cloud environments.

Two drivers prompted Bourne to sell his companies. The first had to do with changes in the IT marketplace, particularly how customer buying has changed to prefer as-a-service buying and beyond working with niche partners. The second driver was the strong track record of Columbia Capital and the firm’s plans to build a big North American Microsoft partner — a task that would have been much more difficult doing with his own cash flow — as well as the experience of New Signature, said Bourne.

The new New Signature has 150 employees.

June 9, 2015  6:43 PM

Cisco delivers on cloud services promise

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Cisco, Cisco Firewall, Cisco InterCloud, Cisco SDN, Cloud service providers, NFV

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).

May 13, 2015  5:28 PM

New finance options for Cisco partners

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Cisco, Cisco partners, Cisco UCS, Finance

Announced last month in Montreal at Cisco Partner Summit 2015, Cisco Refresh, a new program and sales tool, formerly known as Cisco Certified Refurbished Equipment, was officially launched May 12.

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