After a long restructuring, Avaya now has its two core next-gen offerings available, and has a systematic and well thought out plan to take them to market, leveraging both its channel and internal resources better than in the past. They still have to execute on these better than in the past however.
While Avaya is not contemplating adding or dropping any distribution partners, it is working on restructuring their compensation model, to encourage them to fulfil the role Avaya wants them to play in their new go-to-market strategy.
The Dell One Identity Safeguard for Privileged Passwords offering becomes the first Dell IAM offering to be available to partners out of the gate.
New wizards and additional recovery options are also aimed at helping partners sell Arcserve UDP to larger customers than before.
Enhancements to Avaya’s program are intended to be non-disruptive while also allowing more rewards to be targeted to strategic areas. The company also pledged to be a better partner than it has been in the past.
Avaya has reorganized its marketing strategies to emphasize joint go-to-marketing initiatives with partners, with an emphasis on obtaining case studies for customers.
Santiago Aguirre, who adds Canada to his Caribbean and Latin American responsibilities, says this will leverage regional strength to strengthen Avaya in Canada, and that he won’t be disrupting Auld’s work in Canada.
A new study from CompTIA based on December 2015 data includes an assessment of trends in the IT industry specific to the channel.
While the Internet of Things is a hot commodity, monetizing it, except in industrial sectors where similar work has been done for years, has been problematic. One expert says that the key to monetization is implementing it with a successful recurring revenue model.
Unified endpoints, increased automation, and enhancements to the Workspaces introduced last year are the main improvements to the suites.
Softchoice adds Dell to their Keystone Managed Services portfolio, to provide a complementary wrap to Dell’s own ProSupport services.
iSheriff thinks that even in an ultra-competitive security market, their next-generation delivery architecture, strong technical solution and distinctive use of the channel in their go-to-market model positions them well in today’s cloud universe.
HEAT has not had an out-of-the-box offering designed for MSPs to date, and is remedying that with HEAT MSP Cloud, which adds new features and capabilities specifically for MSPs to the core HEAT cloud service management offering.
Lenovo also announces an entirely new Special Bids system, and the delay of the replacement of the IBM services contract tool with a new one from Lenovo.
The combination of the two companies give them what they believe are enormous synergies that can propel them to a leadership role in the hyperconverged space that neither company remotely aspired to when they were separate.
The new CloudFS Console provides a Google Maps view of all controllers and connectivity between them, and is intended to further Panzura’s vision of having customers use cloud storage as their primary storage, by making it easier to use.
Details are pretty high level at this stage, and a Chinese cloud solutions venture will be China-focused — at least in the short term. There are, however, other elements which Lenovo channel partners will find of interest.
New StorageCraft channel chief Marvin Blough talks with ChannelBuzz about the plans to take the company to the next level, which include a new cloud offering this week.
Syncsort says the results from a recent survey dovetail with what they are seeing from their own customers — that customers are increasingly moving to Hadoop, and that while much of this to date has been for operational use cases, they expect to see more transformative uses that drive new business opportunities.
CliQr has been cautious in developing a channel, but is now expanding its go-to-market strategy with both resellers and technology partners.
