The big changes involve making the whole Go-to-Market strategy more systematic, and include the addition of an internal sales team to work with partners, but some enhancements have been made to the partner program as well to make it more effective.
SonicWall has had zero trust capabilities before but the new SonicWall Cloud Edge Secure Access, a ZTNA offering, is their first to be cloud-based and really effective in the cloud.
MSP360 has also reworked its pricing structure, separating MSPs from end users and giving MSPs greatly preferred pricing to remove what the company decided was channel conflict which worked against MSPs.
StorMagic expands the cloud presence for the encryption key management offering it acquired earlier this year, which broadens opportunities for their channel partners.
Axcient’s new Axcient D2C removes the need for MSPs to have a physical appliance for customers, as well as the hassles of converting from another backup provider to this.
Fyde is probably best known as the maker of a free app which provides Zero Trust secure access to iOS and Android users, but they also have a commercial product, which is being rebranded as Barracuda CloudGen Access. It will be available to MSP partners in a few weeks once it has been engineered for multi-tenancy.
New PowerProtect DP series integrated appliances were the main event, but the announcement also included a key certification for their PowerProtect Cyber Recovery Data Vault and enhancements to PowerProtect Data Manager.
SIEM provider Perch Security and SOC-as-a-Service provider StratoZen both bring differentiated capabilities to the ConnectWise Fortify solution to broaden out its capabilities.
Arcserve thinks the new model, which is likely to be introduced on a project basis in more mature markets, responds to partner requests for more recurring revenue and the ability to grow deal sizes.
Dell also emphasized that many customers, especially in the 500 employee and under category, who need AI and HPC but don’t want to manage them, are showing increasing interest in consuming them as a service.
Tricia Kelly, who recently came to Tehama to run their channels operation, talks with ChannelBuzz about the company’s value proposition to partners, and their plan to build up a strong channel business.
In addition to broadening out and strengthening their object, block and file storage portfolios, OVHcloud also announced a new AI initiative to facilitate easier deployments of AI pilots into production.
Remedy Cloud will be offered on a freemium model, with the company seeing the freemium version as an effective presale tool for channel partners to demonstrate the remediation capabilities of the platform.
The new services which consolidate and extend security capabilities for Workspace Citrix has had in place before, are targeted around Zero Trust messaging.
The deal covers Ingram Micro in the U.S. only, but the companies are working on an agreement with Ingram Micro Canada as well.
While Diamanti Ultra continues Diamanti’s move from being hardware to software-focused, they are still working on putting their key storage and networking I/O offload technologies that optimize performance into the cloud.
Kinaxis has seen a significant rise in demand for supply chain management solutions because of COVID, and has added significant new funds into a revamped partner program to help partners take advantage of that demand.
Axis Security, which provides secure access as-a-service through a SaaS model, launched earlier this year. They are building out a channel ecosystem which will be their sole route to market.
Increased demand created by COVID was critical in the company’s decision to take $200 million of existing funding. The money will support foreign expansion, new product development, and more channel field resources.
McAfee also strengthened their existing Secure Access Service Edge capability within MVISION, adding new Remote Browser Isolation technology and new Data Loss Prevention functionality.
