Channel Marker

August 9, 2016  5:55 PM

Partner-to-partner: Teaming with peers to grow a channel business

John Moore John Moore Profile: John Moore
Channel, innovation, Partnerships

If you want to meet customer needs and grow your channel company, partnering with other partners is the way to go.

That’s the message from Tiffani Bova, global customer growth and innovation evangelist at Salesforce, a company that has been encouraging partner-to-partner (P2P) interaction within its cloud ecosystem. Bova, who shared her views at CompTIA’s recent ChannelCon event, cited a couple of factors behind the need for P2P. For one, high-growth areas such as mobile, social and cloud can’t be reduced to SKUs that a channel partner can sell to a customer. Instead, mobile, social and cloud call for “a more integrated solution” in which the partner must determine how to pull various components together, according to Bova.

In addition, customers aren’t eager to purchase discrete technologies; they are, first and foremost, looking to solve business problems, Bova noted. The antidote for those business problems may well encompass a range of services and technologies — at least some of which the partner won’t possess in house. Continued »

July 15, 2016  5:13 PM

Channel partnering moves abound at WPC 2016

John Moore John Moore Profile: John Moore
alliance, Channel, Channel partners, distribution, Microsoft

While Microsoft discussed its channel partner strategy and programs at its Worldwide Partner Conference this week, a number of vendors at WPC 2016 followed suit with their own channel partnering announcements.

Metalogix provided details on its Metalogix Advantage Partner Program (MAPP), which initially will focus on Sharepoint-to-Office 365 migrations.

The MAPP program offers participants a “Business-in-a-Box” starter kit that provides white papers, best practices, sample project plans, a sample statement of work, pre-migration assessment tools, and PowerShell scripts and sample code. The starter kit aims to help systems integrators build a repeatable migration service, according to Metalogix. Continued »

July 15, 2016  4:48 PM

WPC 2016: A few takeaways from Microsoft’s channel event

John Moore John Moore Profile: John Moore
Azure, Channel, cloud, Marketing, Microsoft Partner Network, Microsoft partners

With Microsoft’s Worldwide Partner Conference  in the books, here are a few takeaways and observations on WPC 2016.

• Partners appear to like Microsoft’s Cloud Solution Provider (CSP) program

Microsoft officials cited 17,000 partner transactions since the launch of CSP last year, noting that CSP in May 2016 surpassed other licensing models that let partners sell Microsoft’s cloud services.

“What we are seeing over the last year is Microsoft’s CSP program seems to fit the market perfectly,” said Jason Bystrak, executive director of Ingram Micro Cloud. Ingram Micro debuted the latest release of its Odin Service Automation platform at WPC 2016.

Bystrak said partners have gone from dipping their toes in the water to “really to starting to scale the business” of selling cloud offerings. As for Microsoft, the CSP program has become a key catalyst for Microsoft’s cloud strategy, he added.

Continued »

June 30, 2016  9:07 PM

CompTIA: Service providers grapple with cloud

John Moore John Moore Profile: John Moore
Business model, Channel, cloud, CompTIA, IDC, MSP

A decade into cloud computing, many managed service providers are taking a less-than-aggressive approach to this widely adopted technology.

According to CompTIA’s fifth annual Trends in Managed Services report, published June 29, 44% of the 400 U.S. MSPs surveyed only support cloud services when requested by a customer to do so. That’s a fairly tepid embrace of a computing approach that has seen broad endorsement among businesses of all sizes. Continued »

June 27, 2016  6:09 PM

Barracuda’s Intronis brand launches firewall for MSPs

John Moore John Moore Profile: John Moore
Backup, Barracuda, Channel, firewall, Intronis, MSP

Barracuda Networks Inc. is pushing forward with its managed service provider strategy, which kicked into higher gear with the company’s October 2015 acquisition of channel-oriented data protection vendor Intronis.

Barracuda on June 27 launched a firewall appliance geared toward managed services providers (MSPs) under the Intronis label. Barracuda NextGen Firewall — Intronis MSP Edition is “designed for businesses with multiple locations,” noted Neal Bradbury, senior director of business development for Intronis MSP Solutions by Barracuda, Barracuda’s MSP technology brand. Continued »

June 14, 2016  5:01 PM

Menlo Security taps distributor to extend channel reach

John Moore John Moore Profile: John Moore
Channel, cybersecurity, distribution, Malware prevention, VARs

Menlo Security, a company that provides a cloud-based malware isolation platform, aims to expand its channel reach through a partnership with Cloud Harmonics, a cybersecurity and cloud technology distributor.

Through the linkup, announced June 14, Cloud Harmonics will provide “customized training, services and support” around Menlo Security’s malware isolation offering to more than 400 value-added resellers (VARs) in the distributor’s channel partner community.

Continued »

June 9, 2016  3:01 PM

Appirio and its path to Indianapolis

John Moore John Moore Profile: John Moore
Channel, Cloud Services, Consultancies, Employee training, recruiting, salesforce

Indianapolis may not be at the tip of everyone’s tongue if asked about premier cities for cloud computing enterprises.

But Appirio, among the last of the independent cloud consulting firms, last summer relocated its headquarters from San Francisco to this Midwestern city. Appirio’s journey to the Crossroads of America actually began a few years prior when the company decided to look for a good central location for a U.S. regional office.

Continued »

May 27, 2016  2:20 PM

Analysts: HPE service spin off will have minimal channel impact

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Channel partners, CSC, HPE, Mergers & Acquisitions, Systems integration

There will be minimal impact on Hewlett Packard Enterprise channel partners with the spin off of the vendor’s Enterprise Services division and merger with Computer Sciences Corp., announced this week, according to industry watchers.

Somewhat in synch with Dell’s $3.9 billion purchase of Perot Systems in 2009 and March 2016 agreement to sell Perot Systems to NTT Data of Japan for about $3.1 billion, Hewlett Packard agreed in 2008 to a $13.9 billion acquisition of EDS and Hewlett Packard Enterprise (HPE) will now sell the Enterprise Services division in an $8.5 billion transaction. The transaction completion target date is March 2017.

Continued »

May 26, 2016  12:46 PM

AVG Business executes distribution strategy

John Moore John Moore Profile: John Moore
Channel, distribution, Europe, Internet security, Managed Services, RMM

AVG Business is expanding its relationships with distributors, particularly specialized companies and those covering particular geographic regions.

The business segment of AVG Technologies entered one such agreement in recent weeks with EarthBend, a value-added distributor focused on business telecommunications and IT offerings. EarthBend, based in Sioux Falls, S.D., disclosed May 24 that the company now carries AVG Business’s Internet security software and managed services products.

Continued »

May 16, 2016  12:54 PM

Lenovo’s data center strategy: Channel implications

Lynn Haber Lynn Haber Profile: Lynn Haber
Channel, Data Center, Hyper-convergence, lenovo, Partner programs

Just days ahead of Lenovo Accelerate 2016, the vendor’s channel partner forum, held May 9 to 11 in Orlando, Fla., the Beijing, China-based company announced the launch of the Lenovo Capital and Incubator Group that’s making a $500 million initial investment to foster innovation both inside and outside the company in cloud computing, big data, artificial intelligence, robotics and Internet services.

Just prior to that, Lenovo’s Enterprise Business Group became the Data Center Group (DCG) with Gerry Smith at the helm. As of April 1, Smith, president of DCG, put together a team of three senior executives and four senior vice presidents. “We’ve built a very dedicated team with a full time focus on this area, spending a lot of time on innovation, and making supply chain a competitive advantage in the marketplace,” said Smith.

Closer to home, at the Accelerate event, company executives sent a clear message that Lenovo has its eyes set on the data center.

Continued »

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