Wrote briefly yesterday about some management shifts over at McAfee. Last night, I had a chance to follow up with Alex Thurber, who has taken on a new role focused on mid-market business development after only nine months on the job.
Point of clarification: Thurber describes his new title (actually, his new title isn’t quite finalized, but you know what I mean) as an extension of his channel management duties. Indeed, he believes his insight into midmarket sales activities will help him reshape McAfee’s solutions for that customer segment. “I can’t imagine a deal that wouldn’t go through the channel in this space,” he said, when I chatted with him via phone.
The division in question covers all of the security vendor’s unnamed accounts: Thurber says this could be businesses of 20 people or so that have only recently switched from buying technology like a consumer into a different operational approach on up to companies with 2,500 to 5,000 employees.
Thurber’s new mission is to help McAfee and its partners accelerate sales in this space.
McAfee has announced what it describes as a “new alignment” of its business units, one that it says reflects customer interest not in point products but in solutions. The new divisions are:
- Endpoint security
- Network security
- Content security
- Risk and compliance
- Continued »
For those of you who use the ConnectWise reseller and services business management platform, the developer has flipped the switch on what it calls Phase 3 of ConnectWise 2010.
I know this probably sounds vaguely obsessive, but I spend a lot of time worrying about how technology solution providers are coping with the slow, but sure transition of computing into the cloud.
A new study from the CompTIA tech industry association indicates that 53 percent of IT professionals expect the use of so-called e-discovery — or the discovery process in civil litigation that is using electronic information as evidence — to increase over the next several years.
The data was gleaned out of a survey conducted by CompTIA back in the fourth quarter of last year, canvassing approximately 650 IT professionals and 271 attorneys. Almost 90 percent of the attorneys indicated that they believe law firms will engage in e-discovery processes more frequently. Common triggers include:
- Employee misconduct investigations
- Security breaches (external)
- Intentional internal security breaches
- Unintentional internal security breaches
From an opportunity standpoint, technology solution providers should be interested to know that only about half of organizations actually have a formal e-discovery process or solution today. Another quarter of them are handling things informally, and the rest don’t have a policy.
Never a dull moment for Larry Ellison.
Oracle’s chairman is not shy about rocking the boat, and this week took aim at former Sun Microsystems CEO Jonathan Schwartz in a very public way. In an interview, Ellison blasted Schwartz for spending too much time on his blog (translated into 11 languages!) and cutting sales people and too little time selling high-end Sun hardware. Continued »
What would you say about a product that could facilitate workflow and document management between various internal apps–HR, accounting, etc.– as well as handle optical character recognition/scanning for those nasty paper documents we were supposed to be rid of by now?
I would bet you’d be interested in something like that and, if so, you should check out Webiplex.
In a world where the big vendors race to get bigger (but not necessarily better), it’s nice to see innovative, smaller vendors gaining channel recognition.
eSet is one such vendor. The security specialist comes out of Bratislava, Slovakia, but with less exotic U.S. headquarters in San Diego. The company is gaining a good reputation for its anti-virus software and building a devoted cadre of VARs, many of which are weary of dealing with Symantec and other security software giants.
At last, confirmation from Microsoft that it plans to cut the number of VARs offering its ERP lineups came last week from Bob Scott, who covered Great Plains software long before it morphed into Microsoft Dynamics GP.
Jeff Edwards, Microsoft’s director of partner strategy, told Scott that there are now about 950 such partners in the U.S. while Microsoft needs just 300 to 400 stronger partners. Scott’s post came out Microsoft Convergence 2010 in Atlanta this week.
One of the toughest skills to teach anyone is how to be organized, how to keep projects running smoothly — according to deadline and according to the ever-changing expectations of clients. When I talk to technology solution providers about the keys to their success, there are several different themes that repeat, including their focus on building project management discipline. Continued »